Planning Your Client Visits
How much time and energy
do sales representatives put into
planning sales visits? Surprisingly, the
answer is, “Not much.” Sales reps tend
to invest a lot of energy into learning
all the features and advantages of their
products and services, and then rely on
their charm and enthusiasm to help them
steer their prospects toward a deal. Not
surprisingly, this approach yields a
distressingly low closing rate.
In our two-hour Planning Your Client
Visits sales training seminar, you
will learn how to do the important
homework to prepare you to hit a home
run with a particular client instead of
smiling and hoping for the best. Our
experienced sales training professionals
will walk you through all the stages of
planning and research that you need to
cover to get to know your prospect and
predict in advance how he is likely to
respond and understand what his most
important needs will be. You will
receive personal coaching and hands on
practice using the tips and skills
covered in the class. You can put your
new strategies into action the minute
you get back into the field, where you
should see an immediate increase in your
closing rate and your bottom line.
On-Site Training: can be tailored to the needs of
client organization and delivered on-site at time and location
of client choice.
Objectives:
Participants will learn to:
-
Plan and prepare for
any type of sales scenario.
-
Learn how to adapt
your sales presentation to the
behavioral style of the prospect.
-
Take into account
all mitigating cultural and
regulatory factors when preparing
for
your sales presentation.
-
Design sales
presentation strategies to respond
to all the needs that are or could
be a part of the play.
-
Prepare ways to
discover the real underlying issues
that might influence this buyer
to buy.
-
Develop a set of
effective options and strategies to
use if your initial proposal
is not attractive to the prospect.
-
Estimate and plan
strategies to respond to likely
objections the prospect might
raise.
For more information and pricing, please
complete
this form and we will email you a confidential Annotated
Outline that will provide you with an hour by hour description
of this training seminar.
|
Class Size: |
8-20 (Please
note that we can increase the class size for private
seminars) |
|
Length: |
2 hours |
|
Time: |
Variable |
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