Applied Excellence

Three of the most critical elements combined into one powerful sales training course! Learn the psychology behind why a client makes a decision through eight closing principles that you can apply to close sales every time! Understand how to respond to situations such as, I’ll think about it, it’s too expensive and I’m looking at your competition and tap into a hidden power behind your communication that positively impacts your message! Get fewer objections! Learn how to receive fewer objections and identify what's behind the objections you do get! This course shares how to respond to an easy objection so it becomes the reason for moving forward and how to handle a difficult objection using communication techniques that realign the clients base of thought to reduce it's importance and re-focus the client on why they should move forward. Winning presentations require a framework and structure that can be easily customized and tailored to each client. Learn a powerful eight-step process that ensures you effectively communicate the benefits and results that match your client needs and how to position your price so your client views it as an investment. Ensure that every presentation is dynamic, interactive, engaging and memorable.

Top Closing Techniques & Skills

• Overview of the key elements that need to be instilled in the mind of the decision maker, influencers and users of the product you are selling.
• Psychology of Closing - Understand the psychology of why someone will buy and what is needed to create and establish a platform of trust, which reinforces a comfort level to your client, that it's good to make the decision to move forward. Understand the critical elements that need to be incorporated into every interaction and how to ensure you have established enough trust that enables your client to make the decision to move forward!
• Learn how to close the sale, using techniques that simplify the decision, by narrowing down the options for your client!
• Understand why your client is calling you back and how to trigger a response that gets you back in the game!
• Learn and apply new creative ways to close business that is in your sales forecast or business funnel. Learn new techniques that enable you to dig deeper and ascertain the real reason your client is stalling on a decision!
• Sales professionals tend to receive fewer objections than the average sales performer. Understand why that is and learn techniques and skills that ensure you will always receive fewer objections and move the sale forward when you do answer them.
• Learn the three powerful words that will turn a conversation around and how and when to incorporate them into your client response so that you naturally transition into moving the sale forward!
• Learn how to respond to objections such as; ‘I’ll think about it,’ ‘it’s too expensive,’ or I’m considering your competition and how you can change the base of thought so your client feels good about making the decision to move forward!
• How do you ascertain whether your client has an objection or a condition? Learn the difference so you can establish what direction you need to take and where to focus your communication

 Handle Objections Like A Pro

• Sales professionals tend to receive fewer objections than the average sales performer. Understand why that is and learn techniques and skills that ensure you will always receive fewer objections and move the sale forward when you do answer them!
• Throughout every stage of the sales process you're going to get objections so learn how to respond to an objection and more importantly how to answer the objection so your answer becomes the reason for moving forward!
• Learn the three powerful words that will turn a conversation around and how and when to incorporate them into your client response so that you naturally transition into moving the sale forward!
• Learn how to respond to objections such as; ‘I’ll think about it,’ ‘it’s too expensive,’ or I’m considering your competition and how you can change the base of thought so your client feels good about making the decision to move forward!
• How do you ascertain whether your client has an objection or a condition? Learn the difference so you can establish what direction you need to take and where to focus your communication

Master Your Sales Presentation

• The Pre-Presentation: The sole purpose of the presentation is to prove what you have previously proposed. Learn what questions to ask to ensure you know which product or service you are going to present, what differentiation you have identified and what additional benefits match the needs of your customer, and to whom you need to present them.
• Learn the six steps that reinforce in your customer's mind, who you are, who you're doing business with now, what the specific solution is you're about to present, and the results they're going to get from that.
• Learn how to portray an authentic enthusiasm that ignites your audience, energizing every presentation so it becomes a personalized, emotionally charged interactive experience!
• Price Presentation Learn how to position price so your client views it as an investment and the most effective pricing framework.
• Winning presentations require a framework and structure that can be easily customized and tailored to each client. Create dynamic presentations through a powerful eight-step presentation process that ensures you effectively communicate the benefits and results that match your client needs and how to position your price so your client views it as an investment.
• Presentations must be memorable, Learn how to increase engagement and create dissatisfaction for their current product or service and build value in wanting what you are offering.
• Transition away from "telling" and progress to selling through a presentation methodology that ensures customer connection and interaction every time.

The advanced and up-to-date selling skills and strategies are presented in their simplest form, offering you the ability to quickly and easily achieve the tremendous rewards that professional selling has to offer without having to learn the hard way. My goal is for you to work smarter-not harder and immediately gain from the knowledge I have gleaned from the thousands of sales calls and presentations I have made, the hundreds of books I’ve read, audio books I’ve listened to and sales seminars I’ve attended. The content of this sales training offers a perfect blend of fresh, thought provoking and effective techniques from the award-winning book “The Sales Pro” and international best selling book “The Go-Giver”.