The Sales Excellence Award is a 5 module bite sized video series focusing on providing you with techniques and strategies to get you focused for selling.
Each session last between 4 - 6 minutes, ideal when you need to brush up on your sales skills when you have very limited time to do so.
After working through the 5 modules you will be able to improve your sales skills and be prepared with the right mindset to start actioning what you have learnt back in the workplace.
There is also a quiz where you can test that you have embedded all of the learning.
What animal are you dealing with today? Why are they so different? How do they make their decisions? What has caused this change in the balance of power?
Just why are some sales people more successful than others? What mindset and approach do you need before you make that call or walk in the door?
Why you should pull out problems and then solve them. Why “show up, throw up selling” does not work. Learn what it takes to pull out needs, wants, desires and how to surface pain!
Do you really plan out what you’re doing? Why planning is vital to your success. Work through a checklist so you’ll always have your bases covered.
Cover the 4 areas where you will need to “know your stuff” and have expert knowledge and awareness in. Learn how to become a true expert and the the little areas of knowledge that your competitors will be found wanting in if you can cover them off.
There are more ups and downs in selling than in any other profession – learn how to manage the peaks and the troughs by managing your emotions, your mental state and overall attitude during these times.
Love them or loathe them but the business prevention team play a vital role in your success!
You might be making cold calls but don’t go into them cold yourself! Know your goals and plan of attack!
On this track you’ll cover how to make sure that the meetings that you set up actually go ahead!
Closing down a prospect there and then over the telephone is tough. Discover what you need to cover here!
After you’ve identifed whether a gatekeeper screen is being used, you then need to know how to get through them
On this track you’ll cover how to make sure that the meetings that you set up actually go ahead by using the C.E.M.E.N.T process. Listen to actual examples of how this is done and simply copy!
You’ve been taught that you need to “sell appointments” right? Well, how can you do this exactly?
This session is a 5 minute pre cold call warm up that will get your head into gear!
Why saying “Did you read the information I sent you?” is the worst possible thing that you can say when following up?
Having implemented what I’ve covered in this programme, closing will be a synch.
You know what objections are coming! I’ll show you a technique to understand when they surface and how to shoot them down!
Learn the P X 2, V X 1 formula for giving discounts. You’ll discover that by using this specific response you’ll not have to cave in!
As you’re driving to your next sales meeting, slip this session on and I’ll make sure you are ready for success.
This session will focus on making sure you are ready for the sales meeting. The session covesr what you should have done already and need to do in this upcoming sales interaction to get the business.
You don’t want to sound like a robot during your presentations! Follow this formula for your sales interactions.
A lot of your success will be determined before the actual meeting takes place.
Learn how to present your products and services with impact by following my guidance and approach.
Building rapport is vital. But it’s more than just matching and mirroring body language!
We all know the role that emotion and logic plays in the selling process but how, exactly, can we use this?
Learn 4 specific preferences that your buyers have in the way that they take in information and make decisions.
How beneficial would it be if you could slice open your prospect’s brain to see how they think.
During this session you’ll cover the 4 main buyer types you’ll come up against and how to sell to each one.
You’ll learn how to position yourself as an authority in your field so you gain instant credibility and expert status!
There will be times when it’s a straight dog fight between you and the competition for a piece of business.
We’re using someone already and we’re really happy” Sometimes there’s not a lot to follow that!
It’s very rare that you’ll be the only supplier that your prospects are looking at.
You’re waiting on a decision and the sales cycle is coming to a grinding halt…
Your prospects are under pressure, are time poor and have many different activities that are competing for their attention.
This session covers the essential ratios and numbers of your selling. I’ll cover the SOS (Science of selling) and how to use this.
Founder and Managing Director of MTD Sales Training, Sean McPheat has been referred to in the national press as a thought leader on modern day selling. Sean is a bestselling author, a much sought-after international speaker and his passion and expertise lies in his ability to generate increased revenues and profits for his clients.