The Sales Coach Training Modules
Attitude is everything
To be successful in selling you need to have the correct approach and attitude. This is one of the main elements in the sales process. Back to basics with “If you’re happy and you know it clap your hands.” Attitude is everything and is discussed in all modules.
It is important to know where you are going so that you know when you’ve arrived. We look at having a goal, the desire for a goal, and the visualisation of your goals. Goal setting is discussed in all modules.
Prospecting and pre-approach to selling
Are you looking for new customers or leads? Any luck? We equip you with the skills to find and get appointments with your prospects. How do you qualify the buyer and what "homework" should you do? (Best presented with the Sales Process module.)
The sales pitch is used to create interest, and captures your customer’s or prospect’s attention; to make the appointment or create interest in the sales call. In my opinion the best sales pitch is done by M&M's candy. (Best presented with the Sales Process module.)
Sales questions - module 1
The quality of your Questions will determine the Quality of your sales. How to use questions to gain information, control the sale and deal with difficult customers? (Also included in Sales Process module.)
Sales questions - module 2
Fact, Consequence and Feeling. In this module, we look at questions that help you find solutions to your customers’ sales concerns. (Follows Module 1 of Sales Questions and is presented with the Sales Process module.)
How to handle objections - module 1
What are Objections and how do you clarify them in order to address the customer’s concerns? We also address your attitude towards objections and work on techniques to overcoming objections. (Best presented with the sales process module.)
How to handle objections - module 2
We look at dealing with questions using the Feel, Felt, Found method. (Follows Module 1 of Sales Questions and is presented with the Sales Process module.)
How to handle objections - module 3
Are you too expensive? We take an in-depth look at price as an objection. (Follows Module 1&2 of Sales Questions and is presented with the Sales Process module.)
Closing the sale - ACT module 1
Understanding buying signals and the many ways to close a sale. We look at the 1 - 10 process and a few others that could work best in your business. (Best presented with the Sales process module.)
Closing the sale - ACT module 2
A reasonable request at a reasonable time. We look how you should always be closing and overcoming the stall in a sale. (This module works best when presented with the Sales Process module and with Closing the Sale Module 1.)
A story makes it simple
How to get customers to remember the Features and Benefits of your product by telling stories. Most great sales pitches are stories, most sales people convey their products uses by telling customers stories. How good are you stories? (Also presented with the Sales Process module.)
My body language
An in-depth look at body language, and how to use your body to get the customer to say “Yes”. Some behaviourists say that up to 80% of our communication is not verbal. (Also presented with the Sales Process module.)
How to plan your presentation - from preparation to questions and completing your “NO” list. When last did you sell your product or service to someone other than a customer? (Presented with the Sales process module.)
Understanding customer behaviour
Salespeople have a single style of selling. Dealing with customers that are highly responsive, but not very assertive; or who are not responsive but are assertive. How to read people. (Add onto other modules.)
“What do I really need from this decision? I need for all parties to feel successful and fulfilled.” Negotiation is a fact of life, it happens all the time. It is basically a way of getting what one party wants from another in exchange for as little as possible. Never be prepared to negotiate if you not willing to walk away. Everything is negotiable except my fees.
Servicing of customer
Some companies (salespeople) have to grow their relationship-selling skills. What do you do when you have to call on (service) the same customer every week? Most salespeople drink their customers’ coffee and discuss the week’s sport.
How to match you with your product - role play
Practice makes perfect. In this module, we do role play and watch ourselves using our skills to sell our own products. Repetition through variety - key skills need to be learnt and reinforced by practicing them.
What you do with your time versus what should you do with your time. How to increase productivity, increase income and handle crises all while taking control of your life and time.
We cover retailing characteristics. Store image and display - eye level is buy level! Retail selling prices, from handling complaints and returns, to handling problems and customer personality types.
Value added selling
Have you ever been to the hardware store to buy a tin of paint only to get home and find out that you needed a new paint brush that you forgot to buy? Value added selling teaches how to sell the sandpaper, paintbrush, thinners, paint tray and the paint.
Selling a service
We look at the definition of service, and the characteristics of selling a service; the buyer process and purchasing a service versus purchasing goods. How to assist the customer by selling your service.
Mind over matter makes the call. Direct marketing by telemarketing is difference than face-to- face selling. Sell the benefit. We look at how to approach the customer, your pitch, objections, and closing the sale. Telephone sales records and your Voice.
When salespeople are responsible for their own territories they need to understand how to manage them. We look at two types of analysis and strategies for sales in the area, as well as what tactics you should implement to increase sales.
Key Independent Dealers. Most companies get 80% of their business from 20% of their customers. How do we look after the key independent customers and grow their sales? (Incorporates notes from time and territory management.)