Online Sales Training: Live Instructor Led Webinars

"The Art of Recommending Solutions and Handling Objections"

Date: May 4, 2010
Time: 12:30pm to 1:30pm CST

Content:

Some sales representatives are great at building rapport; others are wonderful at explaining features, advantages and benefits. However, for a lot of people in sales, the moment of truth comes when the deal gets personal, when they recommend solutions and must deal with customer anxieties and objections. There is an art to navigating this part of the sales process. You don’t have to revert to high-pressure tactics right here at the end; it doesn’t even have to be uncomfortable. But you do have to understand how to handle both your emotions and your customer’s emotions, and be able to carefully guide both of you to the successful conclusion you both want to achieve.

During this interactive webinar you will:

1. Learn to recognize when the time is right to recommend a solution
2. Understand how to correlate recommendations with benefits
3. Learn how to respond to three types of customer resistance
4. Learn how to use value equations to predict customer response
5. Discover how to deal with the four main types of customer objections

"The Power of Effective Probing"

Date: August 3, 2010
Time: 12:30pm to 1:30pm CST

Content:

The true definition of “consultative selling” is, “to first, uncover and fully understand the goals, problems and needs of our customers and then, and only then, to offer options and recommend relevant solutions.” However, most fail to be highly successful in uncovering the scope of their customer’s needs. In today’s economy, people buy based on value. Our ability to demonstrate how our product or service creates value for the customer is directly tied to whether or not we truly understand our customer’s needs and desires. Yet, many sales people continue to make the fatal mistake of skipping this all-important probing process and jump straight into trying to sell their customers on the features of their product or service.

During this interactive webinar you will:

1. Learn to appropriately use open-ended questions to diagnose the customer’s problem
2. The difference between risk and benefit questions and how to demonstrate consequences
3. How to use close-ended questions to confirm the customer’s needs
4. Ways to identify customer commitment

"‘Close’ Encounters"

Date: November 2, 2010
Time: 12:30pm to 1:30pm CST

Content:

A Close is defined as "to put an end to; to finish." In selling, this means the process used to bring your customer to a decision, whether it be yes or no. Closing actually is a logical progression of ideas bringing about a decision. Since the close is the process of helping your customer make a decision, you should keep in mind that everything you say during the approach and the demonstration is directed toward closing the sale. You begin closing the sale when you first meet your customer. From the very beginning, all of your talking, thinking, and action is directed toward closing.

During this interactive webinar you will:

1. Learn how to build rapport
2. Understand the importance of building long-term relationships
3. Conducting a thorough and effective needs analysis
4. Asking for the order