SUCCESSFUL SELLING SYSTEMSTM
Successful Selling Systems is an in-depth sales training program designed to teach sales people relationship, value based, integrity selling and the interpersonal skills needed to be perceived in the market place as a solutions based salesperson. We believe successful sales people in the 21st century know how to become a partner and a member of their client’s team. The are seen by their clients as being far more than just a vendor. This program will help the novice as well as the experienced sales person develop new skills that will enable them to increase their selling effectiveness. We have never taught the exact same sales training program twice when it is taught as an in house, customized program. Even when someone wants us to present our basic sales skills programs, we still do all in our power to customize the program to meet the specific needs of our clients
What Topics Will Be Covered?
The topics covered will be dependent upon the responses we receive to our sales analysis questionnaire, which we ask each participant to complete. It is also determined by those three all-consuming issues most of face when making any decision – value, time and budget. The full program is broken down into over a dozen separate, yet related modules. Each module lasts approximately three to four hours. Obviously, any topic can be condensed to fit any time frame. However, enough time needs to be allowed to not only convey the information but to also enable each participant to internalize the related skill to such an extent that when they are engaged with a prospect/customer/client, they are able to automatically use that particular skill effectively.
The specific topics include but are not limited to:
1. Understanding how to sell to different types of people
2. Prospecting
3. Establishing sales goals
4. Territory Management
5. How to gather important information
6. How to identify decision makers vs information gatherers
7. The sales process
8. How the sales process is applied throughout the sales cycle
9. How to build a relationship with a prospect
10. How to sell in a conversational tone and not come across as “selly”
11. How to win and keep someone’s “favorable “attention
12. How to create interest
13. How to be more convincing
14. How to create a sense of urgency without being pushy
15. How to handle objections
16. How to use sales support material
17. How to recognize when a prospect is ready to make a decision
18. How to help prospects make painless decisions
19. How to manage priorities
20. How to follow up and not only maintain, but strengthen relationships with clients
21. How to create long term Advocates
What Results Can You Expect?
Participants will have the opportunity to develop permanent selling skills that work. The training will be presented in such a way that the salesperson will be able to immediately utilize the material. Participants will gain confidence and see themselves as true professional sales people, capable of tackling any situation, knowing that even if they don’t make a sale, nobody else could have either. Sales people will have a new sense of control on every sales call, meeting and presentation they make because they will be able to identify where the prospect is in the buying process at all times. They will understand how long term relationships build long term sales success.
Program Length
The length of the program is dependent on several factors in addition to the three we mentioned earlier of value, time and budget, we realize geographical location of each participant is also a factor. Obviously, the more time participants spend developing selling skills, the more confidence they will have.
Ideally, if there are multiple sessions, spaced at least a week, but no more than two weeks apart, participants would then be able to apply the skills they learned in a particular session and then report to the class their success and/or problems encountered when they used that skill in a “real world” setting.
Fees
Pricing is dependent on several factors; however, we are including the following information in an effort to provide some financial parameters.
Our public (open enrollment) program consists of eight sessions, three hours for each session and one week between sessions. The fee for that per person is $1,495.
For our in-house programs, we conduct a needs analysis and ask each participant to complete a behavioral profile (We use the DISC model). The needs analysis is distributed and returned by each participant via email. The behavioral profile can be completed via a paper format or on line. The cost for the needs analysis is based on time to distribute and analyze the data and prepare a recommendation based on that analysis. That can range from $750 to $1500 and is typically around $1,000. If the organization selects us to conduct the training, the needs analysis charges are waived.
The DISC profile in paper form is $19.95 and on line is $55. If an organization has recently completed behavioral profiles on participants and is willing to provide us with the results, that fee is not applicable.
A one half day session (3 ½ hours) for an in-house customized program is $3,500.
A full day session (7 hours) for an in-house customized program is $5,500.
Discounts are subject to the total number of sessions: 2 to 4 sessions – 10% 5 or more sessions – 15%
Other expenses would include training material, travel (if more than 50 miles from Columbia, SC), cost of facilities, meals and lodging.
For More Information, Contact: Al Walker and Associates, Inc. PO Box 542 Chapin, SC 29036
Phone 803.345.1050 or 800.252.1982 www.alwalker.com
What Topics Will Be Covered?
The topics covered will be dependent upon the responses we receive to our sales analysis questionnaire, which we ask each participant to complete. It is also determined by those three all-consuming issues most of face when making any decision – value, time and budget. The full program is broken down into over a dozen separate, yet related modules. Each module lasts approximately three to four hours. Obviously, any topic can be condensed to fit any time frame. However, enough time needs to be allowed to not only convey the information but to also enable each participant to internalize the related skill to such an extent that when they are engaged with a prospect/customer/client, they are able to automatically use that particular skill effectively.
The specific topics include but are not limited to:
1. Understanding how to sell to different types of people
2. Prospecting
3. Establishing sales goals
4. Territory Management
5. How to gather important information
6. How to identify decision makers vs information gatherers
7. The sales process
8. How the sales process is applied throughout the sales cycle
9. How to build a relationship with a prospect
10. How to sell in a conversational tone and not come across as “selly”
11. How to win and keep someone’s “favorable “attention
12. How to create interest
13. How to be more convincing
14. How to create a sense of urgency without being pushy
15. How to handle objections
16. How to use sales support material
17. How to recognize when a prospect is ready to make a decision
18. How to help prospects make painless decisions
19. How to manage priorities
20. How to follow up and not only maintain, but strengthen relationships with clients
21. How to create long term Advocates
What Results Can You Expect?
Participants will have the opportunity to develop permanent selling skills that work. The training will be presented in such a way that the salesperson will be able to immediately utilize the material. Participants will gain confidence and see themselves as true professional sales people, capable of tackling any situation, knowing that even if they don’t make a sale, nobody else could have either. Sales people will have a new sense of control on every sales call, meeting and presentation they make because they will be able to identify where the prospect is in the buying process at all times. They will understand how long term relationships build long term sales success.
Program Length
The length of the program is dependent on several factors in addition to the three we mentioned earlier of value, time and budget, we realize geographical location of each participant is also a factor. Obviously, the more time participants spend developing selling skills, the more confidence they will have.
Ideally, if there are multiple sessions, spaced at least a week, but no more than two weeks apart, participants would then be able to apply the skills they learned in a particular session and then report to the class their success and/or problems encountered when they used that skill in a “real world” setting.
Fees
Pricing is dependent on several factors; however, we are including the following information in an effort to provide some financial parameters.
Our public (open enrollment) program consists of eight sessions, three hours for each session and one week between sessions. The fee for that per person is $1,495.
For our in-house programs, we conduct a needs analysis and ask each participant to complete a behavioral profile (We use the DISC model). The needs analysis is distributed and returned by each participant via email. The behavioral profile can be completed via a paper format or on line. The cost for the needs analysis is based on time to distribute and analyze the data and prepare a recommendation based on that analysis. That can range from $750 to $1500 and is typically around $1,000. If the organization selects us to conduct the training, the needs analysis charges are waived.
The DISC profile in paper form is $19.95 and on line is $55. If an organization has recently completed behavioral profiles on participants and is willing to provide us with the results, that fee is not applicable.
A one half day session (3 ½ hours) for an in-house customized program is $3,500.
A full day session (7 hours) for an in-house customized program is $5,500.
Discounts are subject to the total number of sessions: 2 to 4 sessions – 10% 5 or more sessions – 15%
Other expenses would include training material, travel (if more than 50 miles from Columbia, SC), cost of facilities, meals and lodging.
For More Information, Contact: Al Walker and Associates, Inc. PO Box 542 Chapin, SC 29036
Phone 803.345.1050 or 800.252.1982 www.alwalker.com
The specific topics include but are not limited to:
- Understanding how to sell to different types of people
- Prospecting
- Establishing sales goals
- Territory Management
- How to gather important information
- How to identify decision makers vs information gatherers
- The sales process
- How the sales process is applied throughout the sales cycle
- How to build a relationship with a prospect
- How to sell in a conversational tone and not come across as “selly”
- How to win and keep someone’s “favorable “attention
- How to create interest
- How to be more convincing.
- How to create a sense of urgency without being pushy
- How to handle objections
- How to use sales support material
- How to recognize when a prospect is ready to make a decision
- How to help prospects make painless decisions.
- How to manage priorities
- How to follow up and not only maintain, but strengthen relationships with clients
- How to create long term Advocates
