Sales Development: Providing the skills for sales success
Introduction to SGS Sales training
I was born with natural sales skills. However, that did not make me a top producer. I was fortunate to have started my career with 6 weeks of intensive sales development. Most sales people are lucky to get that amount of sales development in their entire career. About SGS
Salespeople are the face of your company to the market. They have the ability to make you a lot of money. To maximize results, they need ongoing sales development just like any other professional. To remain competitive in an ever-changing market, they must acquire new skills and sharpen old ones.
Overview of SGS “Sales Aces” Training Offerings
Sales Mindsets: Building beliefs and attitudes that enhance sales success
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Is your sales pipeline “dry”? Do you sense that the sales cycle is too long? Do some members of your sales staff struggle to meet revenue and/or margin goals? Every salesperson grows up with sets of beliefs and attitudes that either enhance or limit their sales performance. Understanding how these beliefs limit your staff is a first step toward high sales performance. We start with an assessment that details where your staff is at today. Then, we provide steps to build a more supportive mindset.
Sales Overview: Perfecting the basics equals sales excellence
Certain basics skills in sales form a foundation for success. Some salespeople have them instinctively; others requires sales development. The good news is that any salesperson – with the right help – can discover his or her full potential and then to put it to great use in accomplishing their goals. We offer a fast paced review of the basics that sharpens the skills of even the most seasoned sales professionals.
Sales Process: Step-by-step approach to successfully close the sale
Do you use a process to sell? If you’ve used a process for years, is it working as well as it used to? Is it time to adapt your process to this changing world of ours? These modules will help you establish a guaranteed sales success process. The bar is continuously being raised; yesterday’s success no longer counts. Learn the current best practices in sales processes.
Sales Mastery 1: Skills for multi-step complex sales
Complex sales with big-ticket offerings require special skills for success. The selling cycle is longer and more people are involved in the buying process. All of a sudden, members of your sales team finds that their successful approach (selling to smaller accounts) no longer works. They are now dealing with sophisticated competition, group dynamics and hidden agendas. Let us show your sales team the winning ways with big accounts.
Sales Mastery 2: Strategies for multi-step complex sales
Now that your team has mastered the skills for the multi-step complex sale, we explore the strategies required to generate more leads, getting to the real decision-maker, shortening the sales cycle and closing more business.
Professional Questioning Skills: Your secret weapon to success
When your sales team allows the buyer to control the selling process, it has lost the sale. Acquire the special skill of asking the right questions and stay in control, all the time. Buyers know the standard sales approaches. Now it’s time for your team to learn a better process, which includes an honest, no-nonsense approach to questioning.
Overcoming objections: It is easier than you think
Stronger competition, informed buyers with instant access to the Internet and market conditions all add to the potential for more objections. Learn how your sales team can turn objections to its advantage to help close the sale.
Lead Generation: Filling and managing your pipeline
How full is your pipeline? How predictable is the conversion of your pipeline to business? Do you have a lead-generation system supplying quality leads? Do you have a system to manage and communicate with your leads? This module covers the basics of filling and managing your pipeline.
Importance of Goals: Aligning of professional and personal goals
Setting goals in life is a foundational skill that far too few people master. An organization will not reach its goals unless the individuals reach their goals. Sounds impossible? We can show you how to create this alignment of working towards one, united goal.
Bonding and Rapport: Improving communication skills
Not familiar with DiSC? It is still one of the most validated, personal assessments available, used by 50 million-plus people worldwide. We will put you through the paces to identify your behavioral profile and that of others. You may be in for a surprise or two, but be sure that your interpersonal relationships and appreciation of others will improve vastly. This understanding of your style and that of others gives you the ability to pace customers, allowing for less friction and more sales.
Negotiating Skills: 10 strategies for successful negotiation
It’s time for the close. Our strategies equip salespeople with the tools, confidence and knowledge to negotiate successfully, from a position of strength. Learn to maintain control and still sell at the full asking price without “negotiating” away your commissions or company profits.
