Professional Selling Skills Training Course with Mark Hunter, The Sales Hunter

Sales Training Program / Sales Training Course

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Below is a sample agenda of how a 3-day Professional Selling Skills Training program would flow. Following discussions with you and others on your team, we will modify the agenda to ensure the goals we decide on are achieved.  Depending on the skill level of the team and the size of the need, we can also adjust the length of the sales seminar.

Prior to the sales training program, attendees will also receive a telephone call or an in-person meeting with me, Mark Hunter, to allow them to have any questions answered and to allow them to get to know me personally.  We believe this is a key reason why our sales training seminars are so effective. 

During the sales training program, the attendees will work from a personalized "Professional Selling Skills with The Sales Hunter Tool Kit" tailored to your company.  This tool kit consists of a traditional 3-ring binder with the full program, a mini highlight deck they can use on-going and small reinforcement cards/aids.  Additionally, each participant will receive a link to still more PSS / sales development material on the web.

In the weeks following the program, the attendees will receive a minimum of four additional sets of information to help reinforce the program and ensure the product launch is as successful as possible.

Finally, approximately 45 days after the sales training seminar, the participants will take an on-line assessment to provide you with the feedback and information you need to assess the true return on investment of the Professional Selling Skills Program.

Day 1:            “Lead Your Customer”

Objective:  Allow the participants to see how they can increase their level of success by leading their customer by pro-actively applying professional selling skills.

Modules:

• Your company – What are we offering?
• Selling “Vs” Buying
• Your selling style
• The role of the inside and outside sales person
• Your sales model
• Identifying prospects ‘Vs” suspects
• Listening to the customer
• Probing the customer
• Separating the buyers from the influencers
• Hierarchy of needs – Sales Need Triangle
• Selling of benefits and not features

Day 2:            “Removing Roadblocks….Building Your Sales”

Objective:  Attendees will learn how to leverage the customer’s areas of pain and close them both profitably and timely.

Modules:

• Crafting the presentation / establishing the sales timeline
• Maximizing the customer’s pain
• Selling to multiple buyers / multiple decision makers
• Dealing with gatekeepers
• Identifying the customers style
• Dealing with objections
• Closing the sale
• Selling via Email and Voicemail
• Managing your territory / accounts

Day 3:            “Putting it All Together”

Objective:  In the morning, the participants will learn how to deal with difficult customers and in the afternoon, they will put the entire sales training program together into a role-play and personalized action plan. 

Modules:

• Leveraging your sales resources
• The financials of the transaction
• Negotiating “Vs” selling
• Overcoming timeline obstacles
• Knowing when to walk away and when to stay
• The body language of the sales call
• Next steps after the sale
• Videotaped Role-play
• Personalized action plan

Professional Selling Skills Program / Sales Development Training / Sales Training / Sales Training Course