The Sales Certification Program:

Prospecting, Cold Calling, Finding, and Closing New Accounts

For most salespeople, the toughest part of selling is identifying the right buyers . . . so that cold calling doesn’t always mean rejection.

Wouldn’t it be nice to be able to breathe easily, knowing your “pipeline” is full of qualified prospects? Your job would be easier, you would truly enjoy your daily routine, and you would earn more money, right? Instead of focusing on a sales quota – seeing prospects as numbers rather than people – learn, instead, to identify all the elements that qualify the lead as a prospect. That way, cold calls become getting-to-know-you sessions in which you find out how you can help, and rejection becomes a thing of the past. Establishing strong rapport early on builds the trust that leads to the eventual closing of the sale.

Who should attend?

Sales representatives, sales engineers, account managers, territory managers, account executives, account specialists, and any other professional involved in sales. Bring onto your site or our Bellingham, Washington training facility.

Core Competencies

· Influence and persuasion skills · Projecting confidence and competence · Ability to maintain a positive attitude · Interpersonal communication and listening skills · Building credibility and trust in relationships · Questioning to unearth needs · Ability to handle rejection · Changing direction as needed when a sales approach isn’t going anywhere · Enthusiasm · Product knowledge

The Sales Certification Program

The Sales Certification Program is based on core competencies necessary for sales success as identified by highly successful sales professionals and consultants throughout the United States.

The complete Sales Certification Program consists of ten modules. The first module is a full-day overview on Basic Sales Techniques. The nine remaining modules are half-day content modules covering specific sales topics. Each content module is followed by a half-day application module that addresses one of the defined sales competencies and is designed to be highly interactive and have

real-world application.

The Application Module The application module is a half-day, skills-application workshop designed to follow the content module. It is in the application module that participants are given the opportunity to apply key concepts learned in the content module to work-related scenarios and experiences.

Benefits/Course Objectives

In this module, participants will learn strategies and techniques that will enable them to: · Define the attitude and mindset that lead to success in cold-calling and closing. · Discuss the communication approaches that ensure positive results in cold calling and closing. · Explain the importance of listening and asking the right questions as integral parts of selling. · Clarify how objections are a desirable part of the cold-calling and closing processes. · Recognize the actions of a prospect that indicate a closing opportunity. · Describe at least three closing techniques that can be used to lead to a sale.

Program Agenda

Course Methodology

· Pre- and post-tests to determine incoming and exiting knowledge · Self-assessment · Inbound selling skills exercises · Large and small group discussion · Individual reflective review and direct application · Interactive group and partner activities · Facilitative lecture · Role plays · Case studies

Master Communication Essentials

· Establish trust with honesty and forthrightness. · Put people at ease the moment you meet them. · Use your posture, gestures, and other nonverbal signals to convey genuine interest and caring. · Listen “between the lines” to get to unearthed emotions. · Overcome barriers to good listening. · Ask questions that get people to open up about unmet needs. · Have answers ready for any potential questions.

Manage the Sales Cycle

· Identify -- and focus energy on – the most likely prospects. · Turn cold calls into a game by seeing rejection as a step toward victory. · Use the eight building blocks of cold calling to your advantage every time. · Put the prospect first from start to finish, and avoid a lot of wasted time.

· Ask purposeful questions to get the answers you need more quickly. · Not meshing with the prospect? Break it off early to save you both time and energy. · See objections as veiled questions – and have answers to every objection ready. · Use objections as a springboard to a close: answer, summarize the resolution, gain commitment to move ahead. · Beware the “closing posture”! · Time your closing with the prospect’s words and nonverbal communication. · Make one of the ten common closes your own – or build one that suits you even better.

Improve Your Attitude and Improve Your Sales

· Define yourself as a salesperson in the best sense of the word. · Change your perception of rejection to one of opportunity rather than defeat. · Build on the traits others have identified as your strengths. · Adapt your sales approach according to your SELF Profile. · Rank order the “must-haves” for sales success, and work toward the ideal. · When you meet with resistance, reconnect your product/service with the prospect’s needs. · Prepare more up front and meet with less resistance along the road. · Analyze your sales techniques with an objective eye, and polish them so your success is ensured. · See every sales call as a learning experience on which to build an even better experience the next time.
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