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Sales Leadership Training;
26 Sales Modules
A Quick View
R.E.Brown and Associates' Sales Training teaches Account Managers
to communicate convincingly and consistently, to recognize prospective
clients' buying strategies, to understand the dynamics of teamwork, and
to increase productivity by balancing results, process, and
relationships.
The Sales Training includes interactive modules in which participants
learn the concepts (or relearn them), experience by practicing, and develop
specific actions plans.
View our Sample Sales Book on Questions and Closing
The Sales Process
Real-world selling from a sales leader with thirty years sales experience
in the business world. These modules teach what selling is and what the
most common sales strategies are. They present an overview of the general
sales environment, teach you to pre-prospect for customers, give tips on
how to maximize your first contact with a customer, and finally, tell you
how to maintain clients and follow-up on them.
The Sales Team: The Wisdom of Teams: Experience the wisdom of teams through
the Telephone Problem, Tower Building or Space Shuttle Landing Exercises.
Sales Time Management: You can seem to be everywhere at once and be all
things to all people--if you plan it right.
The Six Step Sales Process: Recognize and master the six essential steps
of selling so you can achieve your outcome.
The Communication Matrix: Understand how communication really works. This
module includes vital steps on how people process and store information.
Features and Benefits: Let your customer know how and why your service
meets his goals,
Multiple Options Selling: Be ready for any sales situation - anytime.
Responding to Customer Concerns: Buyers have legitimate concerns; great
sales people have sincere responses.
The Biggest Sales Mistakes: How to avoid them.
Resistance: The Pattern Interrupt, Questions, and Script Book: Modules melt
away objections, stalls, and hedges.
Rapport
In physics, opposites attract. In sales, opposites repel. In sales,
customers buy from people who are like them.
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match customers' verbal language by becoming aware of their preferred metaphors
and sensory modalities.
read and match customers body language.
develop eloquent body language that reinforces your belief in your products
and your abilities.
Rapport: Structural rapport exercises teach gaining and regaining rapport
in real life sales situations.
Active Listening: Beyond an even better listener. Clients believe that
good listeners understand their needs; clients buy from good listeners.
Neurolinguistics: Exercises adapted from this powerful psychology allow
you to:
Yes Sets: Turn a "No!" ' into "Yes!" - in a matter of moments.
30 Telephone Tips: Selling by phone becomes pleasant and productive.
Relationship Selling: Convince customers they are buying the expertise
and integrity of your organization - not just a one shot service.
Personal Resources:
Being the best you can helps your company offer the best services. The
sales field attracts energetic, bright people. Nonetheless, even the finest
sales professionals can get discouraged at times. These modules nurture
and restore your belief in yourself.
State of Excellence: Transcend Stress. Be your best no matter what the
circumstances. This simple transformational exercise helps you instanteously
recall past, best experiences to improve present performance.
Imaging Success: See, hear, and feel what it's like to be a superstar.
Then go for your goals and beyond.
Goal Setting: Set higher goals that you dreamed of - high goals that are
still realistic and attainable.
The Seven Step Reframe: In seven easy steps change behavior that no longer
works for you into actions that do. At the same time, learn from
your past performances.
DISC: This assessment profile attunes you to your preferred styles - at
home and at the job. Recognizing your preferred style allows you to maximize
your personal productivity. Recognizing others' preferred style allows
you to build rapport and to close sales.
Handshaking: Communicate with people on a deeper, more intuitive level.
Let your handshake tell your customer, "I can help you." Let you customer's
handshake tell you all about him.
Putting It All Together:
The Vision and Mission modules review and synthesize the behaviors of exceptional
sales professionals.
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