Sales Courses

 

1/2 Day Course

  • Overview of the Sales Process
  • Developing a Sales and Marketing Plan
  • Telephoning for Appointments
  • Pre-call Planning
  • Sales Funnel
  • Qualifying Prospects
  • Building Rapport
  • Building Credibility
  • Asking Questions
  • Effective Presentations
  • Time Management
  • Building a Positive Attitude

1 Day Course

  • Understanding the Buying/Selling Process
  • Creating a Real Sales & Marketing Plan
  • Getting Easy Referrals for More Business
  • Finding More Prospects That Can Actually Buy Now!
  • Managing Your Sales Inventory to Close Business Fast!
  • Getting More and Better Appointments
  • Pre Call Planning - What Do You Really Need to Know?
  • Building Rapport to Gain Their Trust
  • Creating Creditability that Counts
  • Questioning that Discovers What They Really Want
  • Presentations Skills Like a Real Professional
  • Handling Objections That Puts Your Client at Ease
  • Gaining Commitment and Closing More Sales

2 - Day Sales Course

Day 1 - Morning

  • Overview of the Buying Selling Process
  • Developing a Sales & Marketing Plan     
  • Characteristics of the Idea Prospect
  • Managing Your Sales Inventory
  • Strategic Selling – Knowing the Players and the Process
  • Making the Appointment
      Dot1 Getting Past the Gatekeeper
      Dot1 Speaking with the Economic Buyer
  • Pre Call Planning
  • Building Rapport
      Dot1 “Why Meet” Statements
      Dot1 Gaining Favorable Attention
      Dot1 Building Rapport on a Subconscious Level

Day 1 - Afternoon

  • The Effective Use of Questions
      Dot1 Situation Questions
      Dot1 Solution Questions
      Dot1 Roadblock Questions
      Dot1 Payoff Questions
  • Understanding the Motivation for Buying     
  • Presentation – Removing Doubt
      Dot1 Features and Benefits        
      Dot1 Evidence
      Dot1 Showmanship
      Dot1 Powerless Phrases
      Dot1 Working with Power Point
  • Preparing for Sales Talk Championship

Day 2 - Morning

  • Working a Trade show
  • Gaining Commitment
  • Trial Closing & Handling Objections –
  • Trial Closes
  • Handle Objections
      Dot1 Uncovering the Hidden Objection
  • Strategic Selling – Continued
      Dot1 Setting Objectives
      Dot1 Managing the Sale Strategically
  • Sales Talk Championship
  • Fulfillment – Turning Customer Service into Sales

Day 2 - Afternoon - (Session includes Personal Profiles Completed Online)

  • Selling Styles and Effective Communications
      Dot1 Understanding Ourselves Selling Style
      Dot1 Understanding and Appreciating How Our Prospects are Different
      Dot1 Learning To Adapt to Improve Sales and Enhance Communication
        and our Selling Skills

 
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What People are Saying about Sig

 “Energy, Enthusiasm and a Great Sense of Humor”
  Gary Davis,
  Wells Fargo Home
  Mortgage

 “Unique, Exciting and Information Packed”
  Greg Hurt,
  Microspace
  Communication Inc.

 “Whenever I Hire a New Sales Professional, I Always Call Sig”
  Jack Huisman,
  StrickIron Inc.

Hear & See Sig in Action!!! 
In front of a Live Audience
“The Buying Selling Process” 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 
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Home . Community Leader . Keynote Speaker . Sales Programs . About Sig . Contact Us

Phone: 919-740-8848
email: Sig@SigHutchinson.com

Copyright © 2007 Sig Hutchinson & Associates, All Rights Reserved.

 

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