Selling Skills
Selling Face-to-Face! (John's most requested program)
Take the guesswork out of the selling process. One of the easiest and most effective ways to close sales and get referrals is to learn to recognize your prospect's "buying style"...and this training program will help your sales team do just that!
Selling Face-to-Face combines body language and temperament styles to give participants the communication and negotiation skills they need to close more sales in less time. This unique and entertaining program will dramatically improve participants "people skills" and enrich the quality of all of their relationships… from the kitchen table to the sales table.
Participants will discover how to…
- Use body language to consistently make a favorable first impression and build rapport quickly over the phone or face-to-face.
- Learn to adjust their own behavioral style to become more versatile, adaptable and highly successful.
- Customize their presentation style to fit their prospect's "buying style."
- Close more sales by learning to listen like a homicide detective.
- Avoid personality conflicts and learn proven relationship strategies to work with difficult and demanding people.
- Read key body language gestures to determine if a prospect or customer is interested, stalling, bored, deciding, lying or being critical, etc.
Body Language: How to Read Your Prospect Like a Book
Are your salespeople missing their prospect's buy signals? If so, it's costing your company a fortune in lost sales and customer retention. To be effective, a salesperson must continuously monitor their prospect's body language and adjust their presentation accordingly. Acquiring this important nonverbal communication skill can literally make the difference between a salesperson's success and failure.
Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to "listen with their eyes". They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect's "buy signals". By understanding their prospect's body language gestures they will minimize perceived sales pressure and know when it's appropriate to ask for the order!
Click the link below to read John's article.
http://johnboe.com/articles/read_prospect_like_book.html
Participants will discover how to…
- Use body language to consistently make a favorable first impression over the phone or face-to-face.
- Build trust and rapport quickly by using the "matching and mirroring" technique.
- Identify their prospect's nonverbal "buy signals" and know when the moment is right to ask for the order.
- Read key body language gestures to determine if a prospect or customer is interested, stalling, bored, deciding, lying or being critical, etc.
- Reduce perceived "sales pressure".
- Spot untruthful or deceptive behavior.
- Eliminate negative body language gestures that sabotage their presentation.
- Recognize the meaning behind the eight body language gestures every salesperson must know before they get in front of a customer.
Selling is a Contact Sport: Keys to Effective Phone Calling
Phone calling in today's marketplace is much more challenging than in years past, but fortunately the basics of effective phone calling never change. Calling prospects is critically important and for the majority of salespeople, it is the most challenging and stressful aspect of their profession. Like most successful endeavors, the key to effective phone calling has a lot to do with training, preparation and practice.
In this dynamic program, John incorporates phone scripts and role-playing exercises designed to bypass the gatekeeper and get your sales force talking to the decision maker!
Click the link below to read John's article.
http://johnboe.com/articles/selling_contact_sport.html
Participants will discover how to…
- Overcome the fear of call reluctance by utilizing powerful phone scripts.
- Maximize pre- call research and preparation.
- Master the key steps of an effective phone call
- Establish rapport and relate to different "buying styles".
- Develop their active listening skills and questioning techniques.
- Schedule appointments and fill their calendar.
- Leave powerful voice mail messages that get prospects calling back.
Building an Advocate Army: Keys to Prospecting Success
To be successful in the sales profession salespeople need assistance from their clients in the form of referrals. Average salespeople do not invest their time nor spend their money developing their good clients into advocates. An advocate is a person who will go out of their way to recommend a salesperson to their friends and associates. Advocates aren't born they're developed over time!
In this powerful program, John will show your sales team how to use proven techniques to help them prospect effectively and have a steady flow of new business. It really doesn't matter how organized, knowledgeable, or motivated your sales team is if they can't effectively prospect.
Click the link below to read John's article.
http://johnboe.com/articles/prospecting.html
Participants will discover how to…
- Identify, train, motivate, and reward their Advocates.
- Consistently and effectively ask for referrals.
- Follow up on hot leads and make initial contact in a timely manner.
- Establish rapport quickly and relate to different personality styles.
- Qualify the prospect at maximum range.
- Increase their conversation-to-appointment ratio.
- Respond to and overcome typical prospect objections.
Overcome Objections & Close the Sale
In today's challenging, hyper-competitive and ever-changing business environment, your sales team's ability to negotiate effectively with their customers is critical to the profitability of your company. Nothing happens until the sale is closed! Before a salesperson has earned the right to ask for the order they must first qualify their prospect financially and conduct a thorough needs analysis.
People dislike being pressured into making an important decision. They want a salesperson that takes the time to understand their needs and treats them with respect. High-pressure closing tactics are unneeded and ineffective. John teaches participants to close the sale using professional, low-pressure, win-win closing strategies.
Participants will discover how to…
- Differentiate themselves and your product or service from their competitors.
- Learn a step-by-step process for handling objections that turns a No into a Yes.
- Develop their active listening and persuasion skills.
- Recognize key body language gestures.
- Use proven negotiation strategies to overcome sales resistance and objections.
- Identify their prospect's nonverbal "buy signals" and know when the moment is right to ask for the order.
- Effectively overcome standard prospect objections; "I want to think about it", "It costs too much" or "I can get it cheaper elsewhere".
Cross-Selling & Up-Selling Takes Teamwork
Progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth. It is a proactive, ongoing sales process designed to provide your existing customers with a full range of your company's products and services. The good news is, cross-selling is one of the most profitable and least risky endeavors a company can undertake. The bad news is, if your cross-selling program is not properly administered and monitored you run the risk of losing customers and creating conflict within your sales team.
Not surprisingly, two of the key elements that make cross-selling work are trust and convenience. Your customers already possess a degree of trust in your company, and this can be converted into additional sales that are not directly related to their existing products. Some might suggest that customers are irritated by cross-selling and perceive it as an aggressive sales approach. Interestingly enough, consumer research indicates that the reverse is actually true. Most customers prefer a full spectrum of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. In addition to generating new sales, cross-selling promotes customer loyalty and as a result, keeps competitors at arms length and your business on the books.
Click the link below to read John's article.
http://johnboe.com/articles/cross_selling.html
Participants will discover how to…
- Establish rapport quickly and relate to different personality styles.
- Identify cross-selling and up selling opportunities.
- Conduct an effective needs analysis.
- Develop their active listening and persuasion skills.
- Avoid the common pitfalls associated with cross-selling and up selling.
- Measure customer satisfaction.
- And much more!
Customers for Life: Going the Extra Mile!
The most successful companies place great value on developing lifetime relationships by creating a solid foundation of customer service. They recognize the fact that their customers are aggressively prospected and their loyalty cannot be taken for granted. Progressive companies emphasize commitment to customer service from the top down by establishing training standards and continuously monitoring customer satisfaction. They understand the power of customer service and recognize it as a critical component for promoting both customer retention and revenue growth.
Companies that fail to implement an effective customer service program actually do a disservice to their customers and unknowingly, leave the backdoor open to their competitors. If you do it right, sales and service blend seamlessly and you will exceed your customers' expectations by "going the extra mile!"
Click the link below to read John's article.
http://johnboe.com/articles/customers_for_life.html
Participants will discover how to…
- Provide superior customer service that generates referrals and additional sales.
- Build trust and rapport quickly... over the phone or in person.
- Improve their telephone etiquette and active listening skills.
- Handle complaints, upset customers, conflicts and stressful situations.
- Avoid misunderstanding and manage customer expectations.
- Personalize customer service and keep loyal customers coming back.
- Uncover additional service, cross-selling and up selling opportunities.
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