Selling to C-Levels & Other Influential Decision-Makers

Effective Sales Calls & Investigative Selling Program Description   Focus:   Sales calls are the essence of selling, developing relationships, managing accounts and the platform for any negotiation. Everyone interacts with other people and Effective Sales Calls is the most powerful education for communication – be it sales, customer service, technical support and/or sales management. Sales calls cost anywhere from $2,000 to $10,000, and costs skyrocket as more people join the sales call. Therefore, meetings and interactions must produce results beneficial to the sellers and the buyers.

Bottom Line Impact:

 

• Productive Sales Calls
• Win-Over Buyers
• Differentiate from Competition
• Get Commitment to Move Forward
• Develop Coaches and Supporters
• Access to Information and Introductions

Effective Sales Calls is the process for getting commitment from individuals to move forward in the sale, the relationship, or other desired objectives of the person you’re meeting. Preparation and proper execution is taught and practiced in the session. This sales call process brings focus to sellers’ goals and recipients objectives. It discusses the recipient’s state of mind and how to expose and entice him/her towards your initiatives. Using the 5 types of questions and effective listening skills, the seller can learn what’s necessary to win the commitment from the individual. The program shows how to structure value propositions to present recipients what they value most - in a way that competition can’t say, “We do that also.” Finally, the social scientific steps are detailed to get commitment, and if it arises, how to handle objections, no’s or other issues.

What’s Covered: 

 

• Call Preparation
• Developing Credibility
• Getting the Attention of the Recipient to Have a Meeting
• Developing Questions To Get Information, Get Feedback, And Get Commitment.
• Handling Objections, Issues and No’s
• Team Approach to Calls
• Presentation Skills

What’s Unique:

• Investigative Reporter - Questioning and Listening Skills using your own style and strengths.
• Building One of a Kind Value Propositions – Captivating the listener and leaving Competition Behind
• Enticing and Exposing – Consulting to bring the buyer into your agenda.
Take Aways:

 

Take Aways
• Learn the individual’s motivation, desired results, Risk/Reward/Effort Issues and all factors playing into this person’s mindset.
• Gain the confidence and credibility to be seen as competent and believable.
• Win the recipient’s vote and move forward to commitment.
• Leverage buyers trust for endorsements, information and introductions to others.
 

Program Process:

• Concepts are presented to the group. Participants practice in small groups. Using actual sales call opportunities, participants get comfortable with the process and get team feedback. Then, the whole group debriefs on issues, comments, concerns, applications, etc.
• Group size - up to 30 people preferred. Small teams – 5-7 people
• Program materials include workbook and worksheets (can be computerized).

 

"With Sam's training we closed 50% more sales in one year, pricing margins nearly doubled and account retentions are 30% higher” Rod Bond, President Sodexho Marriott.