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Sales Training

Sales Science: Formulas for Selling Smarter

Available Formats

• One Day
• Two Day

Program Overview

The state of sales today is frustrating. There are many great and not-so-great sales training programs available, but as you probably have seen and experienced, there are still lots of lousy salespeople trying to sell.

Sales Science is a program based on an inward approach to selling. There's nothing wrong with the customer or prospect. It's us! We need to apply science to our selling and really examine, study, analyze, modify, and test our approaches to selling in every area of the sales process. Then we can refine our approach and "adjust the dials" until we settle on what works and what doesn't.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of participant materials prior to the session(s).

Program Objectives

At this program's conclusion, participants should be able to:

• Identify their opportunities for selling more.
• Explain their products' and services' DNA.
• Effectively prospect for new leads and opportunities.
• Develop good chemistry with others.
• Meet the emotional and logistical needs of their buyers.

Course Outline

Examining the Scene: Sales Forensics^TM

In this opening segment of the program, participants will step back and perform an analysis of where they are as sales professionals and where they want to be.

Going Under the Microscope: Sales Biology^TM

What makes sales a dynamic, exciting, living, breathing, biological wonder? How can you market a service? How do you market yourself? How do you morph into a brand? In this part of the program, participants will answer those and other questions as they are under the microscope.

Moving Mountains: Sales Geology^TM

The first order of business in sharpening prospecting skills is drilling to look at products, services, ideas, and the value prospects see. In this portion of the program, we'll discuss magnetic marketing, which is a way you can start to operate that will PULL the right prospects to you and reduce the usual "push, push, push" methods that buyers have long ago stopped responding to.

Mixing the Right Ingredients: Sales Chemistry^TM

At the point of initial contact, most salespeople have done 20% of the work. In this component of the program, participants will learn strategies for serious pre-call planning, smart preparation, and value-first selling. In short, they will understand how to build chemistry with the prospect or existing client.

Getting Off the Couch: Sales Psychology^TM

This is not a section about mind games. Instead, it is about involvement, agreement, and options. Participants will learn how to deal with their clients using a combination of emotion and logic without any harebrained schemes or manipulations.

Making Connections: Sales Physics^TM

So you've closed the sale. Time to move on, right? Wrong! The richest and juiciest part of the sales cycle has just begun! In this part of the program, we'll discuss the concept of magnetism (or "stickiness") and consider some ways to make sure clients will want to keep buying.

Testing the Theory: Final Lab

In this final portion of the program, participants will identify specific actions they will take to improve their understanding of each of the sales sciences.

By the conclusion of this program, participants should have a clear idea of what sales science is and how they can use it to succeed in the profession.

This outline adapted under license

Find this course by searching for: sales training, sales training course, sales training seminar, sales training class, sales training program, onsite sales training