Advanced Selling Skills
The New Psychology of Selling II

The Situation
Selling today is more competitive than ever before. Sales success in this market demands a new breed of top caliber professionals with advanced selling skills. And whatever got salespeople to where they are today is not enough to keep them there.

The Opportunity
Corporate survival today is absolutely dependent on a world-class sales force. As many as 70% of companies do no sales training at all. The ones who do will control the markets of tomorrow. By fielding the best-trained, most highly skilled salespeople, the company can control its own destiny.

The Potential
This state-of-the-art training program, custom-tailored to your organization, will give your people powerful tools, techniques and methodologies enabling them to defeat the competition and achieve their sales quotas on schedule. It will enable them to make an immediate jump in sales performance.

The Benefits
> Create a world-class sales team.
> Learn how to penetrate major accounts.
> Identify the multiple decision makers involved in each sale.
> Uncover and solve the real problems of the customer.
> Position yourself as the best all-around solution.
> Rapid, measurable improvements in sales performance.
> Learn how to negotiate, sell against competition.
> Greater power, purpose and direction in achieving sales quotas.

The Program

Business-to-Business
1) Challenges of Selling
2) Being the Best
3) Selling Like a Professional
4) Positioning Strategies
5) Information-Based Selling
6) Personal Performance
7) Prospecting for Profits
8) The Heart of the Sale
9) Consulting vs. Selling
10) Partnering for Profits
11) Interviewing Techniques
12) Balancing Life and Work
13) Gap Analysis
14) Building Buying Desire
15) Competitor Analysis
16) Competitive Strategy
17) Reducing Risk
18) Leading the Field
19) Power and Politics
20) Proposing and Presenting
21) Holding Your Prices
22) Sales Negotiating
23) The End Game of Selling
24) The New Paradigm

Individual Series
5) Knowing your Customers
7) Power Prospecting
19) People and Influences
20) Powerful Presentations

The Facilitation
Designed to be custom-tailored for your specific market situation. Choose between the Business-to-Business version which is geared to salespeople selling to businesses or the Individual Series which is formatted for sales to individuals. This interactive, multi-media, three-day training program can be conducted by inside personnel or outside professionals.

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