SUPERSTAR TRAINING MODULES
“To chop a tree quickly, spend twice as much time sharpening your ax”
TRAINING PROGRAM OPTIONS
We offer hourly to half-day seminars, one, two and three day comprehensive training courses. Our course segments are based on the landmark sales manual, Salesman to Superstar by James J. Kolins. All of our trainings are customized to the needs of your organization. Prior to training an in-depth discussion and analysis is conducted to determine the specific outcome you desire.
MASTERS OF THE UNIVERSE
You cannot become a Superstar without the three attributes outlined in this module. It is the bases for everything else that a person endeavors and determines the degree of success he/she will have. These are the same attributes that millionaires and billionaire have and why they succeed where others fail. All sales training begins with this module, which in itself can improve the productivity of your sales team.
First impressions are the how a buyer will judge your salesperson, your company and the quality of the information he/she is about to receive. That impression takes place within seconds of meeting and sets the tone for the rest of the appointment. A good first impression is fundamental to sales success. This module teaches a salesperson how to take control of the meeting from the very beginning. It delves deep into how a person projects him or herself and the image they present. A professional image is the first step in building rapport and is as important to the sales process as the presentation itself.
PREPARE TO SELL
Most companies hire experienced sales people because they believe they can “hit the ground running”. Yes, those salesmen and women may produce sales faster than a novice, but will they live up to their full potential without comprehensive formal training? With the lack of current professional training their productivity may be limited and may cause your company to lose a significant amount of revenue. It is like the old saying, “Haste makes waste”. This module covers a number of significant topics that make any sales person perform at a higher level.
- What It Takes to be Successful
- Identifying Your Road to Success Quota
- The importance of Knowing Your Products
- This module includes “The Secret to Success”
- Understanding Your Company Culture and How to Use It to Your Advantage
- How to have the Magnetic Personality That Makes Customers Want to Buy from You
- Having the Right Priorities
- Creating a Detailed and Workable Plan to Exceed
- Information That Separates the Good From the Great
ADVANCED COMMUNICATION SKILLS
Understanding the dynamics of excellent communication has the potential to turn an average salesperson into a top performer. When you boil it down, sales is basically how effectively and persuasively you can communicate with a buyer. Buyers want to know they are dealing with intelligent professionals. Nothing demonstrates a person’s intelligence more obviously than how they communicate. Communication skills are the cornerstone of Salesmen to Superstars training and are key to making your sales team superstars.
This module includes:
- Subliminal Selling
- The Super Powers of Persuasion
- Grammar 101
- Hearing What the Buyer is Really Saying
- How to Win Any Argument
- Hypnotic use of Embedded commands
- How to Interpret Body Language
- Building Complex Rapport
- The Art of Creating Compelling Dialog
- What Not to Say
- Sales Psychology
- Neuro-Linguistic Programming Techniques
SALES CALL MASTERY
Imagine having a sales team where every member is a top performer with an average close ratio of over 75%. That is what this module is designed to accomplish. We actually teach how to successfully sell ice to an Eskimo. This is the most comprehensive of all the modules. Sales Call Master is about face to face selling like no other. Every aspect of the sales call is covered and every known possibility is addressed. We leave nothing to the imagination. Salespeople taking the Sales Call Mastery module will be fully prepared to sell to their full potential.
Included in this module:
- How to Find Buyers
- Setting Appointments
- Multi-Call, Multi-Meeting Sale
- How to Replace an Established Vendor
- Negotiation 101
- The Close
- The Exit
- The Magic of Questions
- Identifying the True Decision Makers
- How to Master the Sales Call
- Annihilate Objections Parts 1& 2
- The Pre-Close
- Your Rocket Ship to Success
- Eradicate the Competition
This bonus module contains valuable insight into real world selling, tips and advice that every great salesperson should know.
Included in this module:
- How to Manage Your Client
- Working with Your Manager
- How to Sell Ice to an Eskimo
- Women in Sales
- Words of Wisdom
- The Fast Track to Promotion
SALES MANAGER TRAINING AND FOLLOW UP TRAINING
This half-day course discusses motivation techniques to get the most productivity out of your sales force. Included is a discussion on post training practice. Only with scheduled and consistent practice will the techniques taught become a natural part of your sales force’s skill set. With our training program and your follow up practice sessions, you will have an effective, highly trained and confident sales team of top producers. Smart management knows that it is wise to maintain an ongoing training regimen in order to maximize their training investment dollar.