| Advanced Sales Training Topics |
| Salesperson Toolkit Review |
- Total Product Concept
- Features to Benefits to Value
- Time and Technology Management
- ABC Customer Analysis
- Market Segmentation
- Preparing for Critical Sales Calls
- Customer Satisfaction
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| Delivering Value |
- RICP-V
- Pricing method for materials
- Significance to the customer
- Article: How to Fight a Price War
- Translating features to value
- Exercises
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| Negotiation |
- Don't bargain over position
- Separate people from the problem
- Focus on interest, not position
- Create options for mutual gain
- Exercise
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| Impacting the Supply/Demand Model |
- Growing the pie
- Evaluating alternatives
- Substitute products
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| Sales Management |
- Sales management trap
- Effective leadership
- Accounting and reporting
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| DISC Personality Profiling |
- Introduction to DISC Selling
- Personal DISC Profile
- Understanding buyer types
- Adapting your style to the customer
- Exercise
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| Role Play Exercise |
- Assessing the customer's DISC Profile
- Anticipate likely responses
- View and critique different approaches
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| What Participants will Learn |
- How does your company add value to its products and services?
- How do you move the discussion from price to project costs?
- How to avoid the win/lose trap in negotiations?
- How can you anticipate and respond to what motivates a customer?
- How do you maximize your limited sales resources?
- How are industry trends impacting your results?
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