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BASIC Sales Training
For Sales People New to Sales or the Industry

We have designed a three-day sales program that addresses the specific needs of the Aggregate and Concrete Industries. This program is a combination of 25 years of experience conducting sales trainin across the country. The program has been updated and compressed into an intensive three days of highly interactive instruction.

We will use group discussions, breakout sessions, case studies and video role play to encourage participation and promote learning.

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Basic Sales Training Topics
Fundamentals of Sales
  • Changes expected over the next decade
  • Changes will create challenges for sales
  • Professionalism
  • Characteristics of successful sales people
Excellence in Marketing and Sales
  • Sell more than the commodity
  • Product and company differentiation through service and support
  • Other than price, why do people buy
Time and Technology Management
  • Changing customer expectations
  • What are the biggest time wasters
  • How to best use today's communication technologies
  • When does technology inhibit communication
Translating Features to Value
  • Product and service features have specific value to the customer
  • Identify which features are important to particular projects or types of customers
  • Communicate how these features add value to the customer
  • Understand benefits relative to substitute products
Strategic Selling
  • Define the characteristics of your best customers
  • Analyze your customer base according to these characteristics
  • Use this analysis to develop strategies for improving overall profitability of the customers you serve
  • Understand the five building blocks for strategic selling
All About the Buyers
  • Personality types
  • Dealing with different types of buyers
  • Identify what needs to be communicated to the customer
Segmenting Customers for Maximum Results
  • Market segmentation options
  • Analyzing customer needs by segment
  • Developing segment-specific strategies
Preparing to Succeed on Critical Sales Calls
  • Learn to be a better listener
  • Prepare for the call by identifying important questions to ask the customer
  • Identify what needs to be communicated to the customer
Customer Satisfaction
  • The importance of service
  • What are the main points of dissatisfaction
  • Ten keys to sustainable customer satisfaction
What Participants will Learn
  • What are the challenges to being a better sales person?
  • Other than price, why do customers buy from you?
  • What are the characteristics of your best customers?
  • What do you do to prepare for an important sales call?
  • What can the sales person do to improve prices?
  • What are the qualities of the best communicators?
  • What are the greatest challenges to satisfying your customers?

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