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.