"Our June sales figures were the best in our entire history - and that's over 70 years of success to beat!" Ivan Hayden, Executive Vice President and Managing Director Stern's South Africa

ARE YOU SELLING WHAT YOUR CUSTOMER IS
REALLY BUYING?

This highly customized, interactive workshop can utilize, but is not necessarily limited to, the outline below. Practical, street-smart ideas and strategies are shared that have specific and immediate application with current and prospective customers.

 DETERMINING AND SELLING UNIQUENESS

1. The 5 factors that make your company stand out in its market.
2. Developing a competitive advantage in a crowded marketplace.
3. Selling the concept of your company and its meaningful position in the marketplace.
4. Selling that which your customer is really buying – a strategic advantage in a highly-competitive marketplace so they can deliver goods and services to their customers at a profit.
5. Understanding customer needs, wants, and passions and the role each plays in the sale and customer satisfaction.

 MANAGING A PROFITABLE CLIENT BASE

1. Planning and organizing an efficient client contact system.
2. Getting appointments with decision makers vs. decision breakers.
3. Showing new products and services – conceptually, tactically, and strategically.
4. Handling price objections.

 DEVELOPING NEW BUSINESS

1. Positioning yourself as a prime resource/consultant as opposed to just another salesperson.
2. 20 key questions to ask to develop the confidence of potential new accounts.
3. Validating your company, yourself, and your product.
4. Handling low-blow, intimidating, unfair questions and objections.
5. Taking responsibility for your customers' business.

SELLING AND BUYING STYLES

1. Use a brief, unique profile to determine your style of selling.
2. Identify specific buying styles of your best and worst customers.
3. Blend your style with that of your customer, recognizing that people like to buy from people most like themselves.

STRATEGIC BUSINESS REVIEW

1. Impacting and growing business with key accounts.
2. Developing accounts currently performing below potential.
3. How to set up Strategic Business Reviews - who should be present (both sides), questions to ask, and how to create industry dominance.

SUCCESS: WHAT IT IS, HOW TO GET IT, AND HOW TO KEEP IT

1. Commitment to your company, its products, and yourself.
2. Confidence in persuasive presentation skills.
3. Value added sales strategies.

CREATING AN ACCOUNT DEVELOPMENT PLAN

Based upon the specific meeting objectives, each sales representative may be asked to bring to the meeting:

• 2 key accounts that have a significant impact on their territory.
• 2 accounts from their territory currently performing well below their realistic potential.
• 2 accounts from their territory that they are in jeopardy of losing or in which business decline is apparent.
• 2 accounts (new) they would like to open.

Each representative will leave the meeting with a specific, measurable plan that will significantly impact the business in their territory and their company overall.

SOME COMMENTS FROM OUR CLIENTS:

"In reviewing the results, your presentation was one of the highlights of the event, one that had a very positive impact on our sales team. Our attendees appreciated the additional time you put forth to interact with the group during the remainder of the day's program."

Larry E. Cox, Director, Sales & Marketing
 Sunstate Equipment Co.

"Thanks for a job well done at our recent sales meeting! Speaking to a group of veteran sales people is always a challenge because they have seen and heard it all before. The fact that you took the time to travel in the field with Gary, one of our senior sales representatives made a big difference in getting their attention. Everyone went away with many good ideas on how to be more effective in a very competitive marketplace and how to build better relationships with their customers. It was informative and fun!"

Floyd Bretzman, Vice President, Industrial Sales
Briggs & Stratton Corp.

"The two presentations you presented to our sales team last year and this year were not only among the best . . . they were absolutely the best! You clearly opened our eyes to many new ways of thinking that we have never before thought about. 

There are many great speakers out there, but very few provide the level of content and extremely usable ideas and strategies that you do. You are a real pro."

Wayne Galvin, V.P. Sales/National Sales Manager
  The Fashion 500 Group