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Lecture Topics, Workshops, and Role-plays
To begin enjoying the benefits of a custom sales training program by Todd Bermont, first, you choose the desired length of your program. Each half-day segment can accommodate up to eight (8) lecture topics, two (2) group workshops and one (1) interactive role-play. Once you determine the length of time you want to invest in, you then proceed to the following menu of topics, workshops, and role-plays, and select the items you would like to include in your custom sales training program.
It’s that simple!
You can download a brochure of our custom sales training solutions right from this page. Just print it out and place an 'X' in the boxes next to the topics, workshops and role-plays you want to choose to start the process. Once you select your choices, we will set up either an in-person or phone meeting between you and your sales trainer to formalize the agenda and summarize the goals and objectives of the program.
Lecture Topics
COGNITIVE Fundamentals of Selling
Positive Attitude
Passion – Solution, Company, Territory, Job
Drive
Competitive Spirit
Goal-Orientation/Focus
Customer-Centric Philosophy
Winning Character
Attention to Detail
Persistence – NOT Accepting NO for an Answer
Creativity
STRATEGIC Fundamentals of Selling
Effective Time Utilization & Leverage
A Plan For Success (Goals, Objectives & Strategy)
Product/Solution Knowledge (Feature/Function/ROI)
Customer Understanding
Industry/Market Expertise
Competitive Awareness
Ongoing Funnel Development (Suspects & Prospects)
Call Higher in the Organization
Sell Earlier in the Decision Making Cycle
Create Messages that Sell
TACTICAL Fundamentals of Selling
Prepare for the 6 Phases of Every Sales Call
Communicate Effectively
Qualify (Identify Decision-Making Criteria)
Position to Win
Price According to Value/Focus on Total Cost of Ownership
Quantify ROI
Negotiate a Win-Win
Handle Objections
Always Be Closing
Follow-up
RECOMMENDED General Topics
The Customer’s Decision Making Hierarchy
The Fundamental Selling Model
Taking Immediate Action
Expanding the Sale
Non-traditional Closing Techniques
Leverage
The Law of Focus
Workshop Topics
Key Selling Points Workshop
Decision-Making Criteria Workshop
Sales Call Messaging Workshop
Competition Workshop
Product/Solution Workshop
Quantifying ROI Workshop
Negotitating Workshop
Funnel Development Workshop
Decision-Maker Mindset & Motivation Workshop
Sales Call Workshop by Decision-Maker
Objection-Handling Workshop
“Live” Opportunity Workshop
Role-play Topics
Cold-call
Competition
Introduction/Establish Credibility/Generate Interest
Qualifying
Present Solution
Objection-Handling
Negotiating
Closing
Non-verbal Communication
Verbal Communication
Irate Customer
If you are interested in a custom sales training solution, just click here for a PDF Brochure, print it out, and place an 'X' in the boxes next to the topics, workshops and role-plays you want to choose to start the process. Once you select your choices, call us to set up an appointment between you and your sales trainer to formalize your agenda and summarize the goals and objectives of the program. It's that simple.
For more information, call us today at 1-888-894-6400 or directly at 312-493-0582 for more information today. You can also click on the box below to request a free, no obligation quote. Thank you for considering Todd Bermont of 10 Step Corporation for your sales training needs.
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