FIELD AND DIRECT SALES TRAINING CLASS             

Direct Sales Techniques Training Class Description

Our Field and Direct Sales Techniques Training Class is typically 3-4 days in length and is tailored to each client’s needs via our pre-workshop interview and assessment process.  Included are participant workbooks, tailored role-plays and exercises and a multitude of immediately useful sales tools.

Direct Sales Competencies Developed

• Substantially boost prospecting success rates
• Quickly develop rapport and trust
• Gain assistance reaching decision makers
• Improve professional selling skills and decision-maker success
• Boost appointment close rates
• Become adept at selling value in order to minimize price objections
• Minimize the number of “follow up” calls required to close sales
• Better understand prospect and customer needs
• Significantly increase the conversion rates between appointments, proposals and closes
• Reduce sales stalls due to lack of customer urgency
• Prevent and better handle objections
• Increased effectiveness closing sales

Direct Sales Techniques Taught

• Lead generation
• In-person and telephone prospecting
• Qualification
• Developing relationships
• Setting appointments
• Conducting appointments and needs assessments
• Selling value
• Creating and magnifying urgency
• Presenting solutions
• Handling objections
• Closing and commitment building

Direct Sales Techniques Training Class Outline

Boosting Earnings and Self-Motivation

• Describe how sales and service people successfully influence purchase behavior
• State why customers prefer people who listen well
• Explain his or her own top sales skills improvement goals
• Cite at least two reasons why support people often can outsell professional salespeople
• Describe how product selling is different than GREAT Sales and Service™
• Describe the GREAT Direct Sales and Service Process
• List at least six professional selling skills to immediately boost sales
• Determine your personal earnings and activities goals 

Getting GREAT Results: Greeting Your Customer

• Explain the five steps to becoming a GREAT Direct Sales professional
• Segment your accounts and prospects based on both sales revenue potential and market factors
• Measure and maximize your return on time invested (ROTI)
• List at least three time and territory management techniques
• List the four key elements in the shopping sales cycle
• Understand your real competitors
• Learn at least six sources of direct sales leads
• Identify direct sales marketing and event opportunities
• Learn the five characteristics of a prospect
• Develop a direct sales call opening that results in cooperation and conversation
• Describe four techniques to develop a winning attitude
• Use at least six “words that work”
• Describe the meaning of various customer “body language cues”
• Build confidence and overcome call reluctance

Developing GREAT Customers: Relating to the Customer

• List at least three characteristics of each personality type
• Explain at least two direct sales techniques to be effective with each personality type
• Know at least three words that are likely to work with each personality type
• Practice “role shifting” techniques to better communicate with other personality types
• Describe how each personality type reacts to pressure (backup styles)

Finding GREAT Opportunities: Exploring Customer Needs

• Describe at least four reasons why Direct Sales Reps often talk too much
• List at least four direct sales techniques for improving listening skills
• Explain why salespeople’s performance often declines over time
• Cite reasons why premature prescriptions can be poisonous
• Learn effective listening techniques
• Discover the explore process
• Enhance the effectiveness of your initial sales call and discover how to set and control the agenda
• Customize the seven sales call steps to match your own style
• Develop a “how we work” statement
• Create a qualification questions list
• Develop at least five open and closed-ended questions
• Successfully use the Wide-Narrow Questioning techniques to elicit all customer needs
• Develop cost-justification questions for improved urgency
• Create questions for each personality type
• Explain specific questions and techniques to generate direct sales referrals 

Providing GREAT Ideas: Advising Your Customer

• Define a feature, benefit, and potential benefit
• List at least two potential benefits for each personality type
• Describe how customers determine value and how to best influence their perceptions
• Learn how to financially justify your customer proposal
• Successfully translate customer needs into solutions via an effective “advise” statement
• Explain the three elements of advising a customer, including the transition statement
• Explain why inappropriate or premature mention of features can kill a sale
• Be able to effectively handle at least ten different customer objections
• Successfully counter each of the four different price objections
• Overcome price resistance, complaints, “I’m happy” and “Send me information”
• Discover sales techniques to prevent objections from occurring
• Describe ways of handling objections without experiencing personal rejection

Getting a GREAT Pay Raise: Tying It All Together

• Describe the four levels of direct sales success
• Explain how to cope with rejection in a positive manner
• List at least three commitments to obtain if the buyer isn’t ready to close
• Develop and use at least two trial closes
• Describe and use at least five different closes
• Explain three ways to use installation set up or an implementation plan as an additional direct sales opportunity
• Explain the concept of a “soft” close and demonstrate how to use the technique
• Recognize at least five closing cues
• Demonstrate effective cross-selling and up-selling techniques
• Effectively use the preferred ending statement while closing sales

What’s Included and Additional Options

This Direct Sales Techniques Program Typically Includes

• Pre-workshop interviews, sales skills assessment and customized sales training program design
• Pre-workshop management meeting to solidify workshop agenda and content
• Professional instruction and facilitation by experienced sales training speakers and program authors
• Workbook/reference manual, prizes and all course materials
• Best sales training materials, strategies, skills and tools
• Small-group role-plays, feedback and coaching
• Highly-interactive format using accelerated learning techniques
• More than a dozen group exercises, skits and case studies
• Six different games and contests
• Five role-plays and three mini-role plays 
• Over 30 illustrative stories, jokes and anecdotes
• Post-workshop reinforcement and application plan

Sales Tools Developed in this Direct Sales Techniques Class

• Direct sales lead sources list
• Call openings list
• List of “A” “B” and “C” prospect/customer qualifiers
• Qualification questions list
• Needs assessment questions
• Questions for each personality type
• Potential benefits for each personality type
• Financial justification sales tools
• Objections-responses list
• Commitment list

Workshop Modules That Can Be Added

• Phone day program (on-the-phone prospecting)
• Networking and social networking
• Presentation skills
• Negotiation skills
• Customer service sales training
• Selling against the competition
• Sales management training
• Sales team coaching programs

Program Options and Upgrades

• Sales process development, testing and implementation
• Corporate sales consulting / sales consultant services
• Salesperson certification and certification process
• Content-related pre and post training exams
• Course completion certificates and reference cards
• Direct Sales Techniques Instructor manual, course license and train-the-trainer program

All Rights Reserved.   The Sales Alliance Inc.   San Diego, California.