Novation Selling Intensive
Two-day Workshop
- Attract new customers
- Close more sales with less stress
- Improve the effectiveness of your prospecting
- Shorten your selling cycle
- Increase your closing percentages
- Disqualify non-buyers early in the sales cycle
- Reduce discounting in competitive situations
- Develop trust and credibility in the first few minutes
- Sell with integrity and respect
- Improve the accuracy of your forecasting
... and much more
Who Should Attend?
Sales Reps - Account Managers - Sales Managers - Support Reps - Telesales and Telemarketing Reps - Marketing Managers - Product Managers - CEOs, Presidents, VPs, and Directors of Sales and Marketing.
What's Included?
- Over 16 hours of dynamic and compelling training
- Reinforcement and proficiency training for 12 weeks
- A comprehensive Personal Sales Profile
- The Novation Selling Field Book
- Coach on call
Check our calendar for the next workshop date.
What's the Investment?
$2,500.00 per attendee
Tuition Assistance may be available
We are so confident of the value of this training that we will refund 100% of your money at the end of the second session if you are not satisfied for any reason at all … NO QUESTIONS ASKED.
Novation Selling Workshop
"Invisible" Selling
Stop wasting time sending literature that isn't read, preparing proposals that can't win and doing hours of free consulting.
- You may look like a "slick salesman" more than you realize.
- Learn why 20% of sales people make 80% of the sales.
- Discover the tricks employed by savvy buyers and how to avoid getting trapped.
- It's a battle of the plans - the buyer has a plan. Do you?
- Why so many sales pitches leave your prospects cold - and what to do instead.
Understanding Buyers’ Styles
- Learn how to build credibility and trust quickly.
- Know exactly what to listen for in the prospect's initial reactions and how to respond.
- Discover a low-key way to seize the initiative and take leadership of the sales process.
- Earn your toughest prospect's respect from the first minute.
Uncovering Their Problems, Issues and Concerns
- Determine questions to uncover your prospect's personal hot buttons.
- Learn how to tell third party stories that draw your prospects in and get them to open up.
- Grab their interest, even if they say they aren't interested.
- Conquer prospects' reluctance to talk about their business issues.
- Get prospects to see your products and/or services as a solution to their business problems, not just a commodity.
Shorten Your Sales Cycle by Being in Control
- Design a series of questions to keep the call flowing smoothly.
- Learn how to use 'mini-contracts' to ensure that you stay in control of the process every step of the way.
- Find out how to measure customers' commitment to advance the sales cycle.
- Determine the right way to uncover the true decision process and to get access to decision makers.
- Learn how to drive consensus in complex, multiple decision makers.
- Uncover how to say "NO" and keep the deal alive.
- Establish fail-safe way to make your forecast accurate and reliable.
- Your manager told you what to do - talk less, listen more, stay in control, get commitment - we'll show you how to do it.
How to Keep Customers from Squeezing You
- Uncover a prospect's likelihood of defecting to the competition.
- Learn techniques to avoid feature-to-feature combat and to make your prospect see your solution as a custom fit.
- Know if you're being used to get a better deal with someone else.
When and How to Talk about Money
- Why sales people leave money on the table
- How to find out who really controls the purse strings
- How to train your mind to see that price is rarely the real issue
- When you come across common negotiating ploys used by trained buyers and how to counter them
How to Handle The Toughest Sales Situations
- Learn new responses to the most common objections and put-offs
- Discover effective tactics to handle even the most unpleasant prospects
- Know when 'No' means 'Maybe'
- Find out how to get the attention of prospects who won't call you back
- Uncover what to do when deals get stuck, and you're missing your forecast
- Establish how to regain control of a sales call that's not going well
Pitfalls of Product Knowledge
- Why what you know can hurt you
- How to use product knowledge effectively
- When to use product knowledge
Role Play and Review
- Apply the new tactics you've learned and hone them to your products and services.
- Get suggestions for optimizing your tactics.
Do the Unexpected - Get a Different Response
- Break old habits and make new ones that are sure to pay off.
- Create verbal tactics to reverse roles and get your prospect convincing you.
- Learn why questions are the answer, and answers aren't.
- Determine how to firm up any agreement you will reach with your prospect.
Prospecting Techniques to Fill Your Pipeline
- Realize how to “dial for dollars” quickly and effectively.
- Stabilize your pipeline – keep it consistent.
- Discover how to set priorities and save time.
- Learn to get buyers interested, even when they say they aren't.
- Develop your own optimized first call dialog.
- Follow up on new leads without being put off.
- Make contacts without a cold call - higher payoff approaches.
- Create your own 'Sales Readiness Pain/Gain Toolkit.'
Tuition Assistance may be available
We are so confident of the value of this training that we will refund 100% of your money at the end of the second session if you are not satisfied for any reason at all … NO QUESTIONS ASKED. |
