Grow profitable sales
Find
prospects and convert them to customers
Build relationships and avoid
creating interpersonal issues
Provide real VALUE to your
customers by understanding their needs
Deal effectively with price
issues
Close more accounts
Manage your time by prioritizing
and scheduling your work with our unique system
Focus more on doing what's worth
doing
John Mitchell packs every minute of his sales seminar full of practical, useful ideas that will generate more income for yourself and your company. Get new ideas on how to develop lasting relationships, build empathy, hold the line on price and close more profitable sales! Attendees will learn a new system to schedule their time based on priorities. It is ideal for both the beginning sales person who needs to know what to do and what not to do and the seasoned veteran who could benefit from new ideas on being more effective. This two-day program has extensive role-playing on both days where you will practice the techniques that are presented.
In our public seminars we limit the class size to 12 persons, so you get personalized treatment. Each class includes discussion about your situation and John Mitchell does everything possible to tailor the program to your needs.
Seminar
Content - Two Day Program Most companies do a pretty good job of teaching their sales people the technical aspects of their job. We specialize in teaching them the softer aspects of their job.... managing time and managing relationships. (To open and then print our brochure in PDF format click here: "Relationship Selling")
Introduction:
Market Model, Purchase Facilitators, Readiness-To-Buy curve, Selling Process, Distribution
of prospects for our products.
Profits: Understanding
the importance of profits; Techniques to increase profits
Understanding Behavior: Recognizing
different types of people and how to react to them. Motivation
theory; Types of people; Styles of
people; Right and left brain; How to
recognize right and left brain people; Do's and don'ts for
right and left brain people; Role-playing in this segment.
Added-Value Selling:
Learning about your customer to understand his needs; Providing real value
to your customer with
your products and services.
Value-Added Selling:
Using your own experience, professionalism and other unique personal
characteristics to provide real value to your customer.
Being Professional: Handling
yourself and your customers professionally. Extensive how-to tips are provided.
We show you how to differentiate yourself with your appearance,
preparedness, empathy for others, ability to provide Value,
being dependable, product knowledge and
enthusiasm. We show you how to make tons of
customer contacts;
Role-playing in this segment.
Starting A
Sale: Getting a sale going from finding prospects to closing the deal;
Creating "Unique Selling Advantage" statements and "What's In It
For Me" statements; Developing databases
and how to go after new customers using technology. We lay out the whole process
including: Starting Off; Asking
General Questions; Going For A Walk; Asking
Focused Questions and probing; Matching Needs With Your Products;
Establishing Goals; Creating a winning Proposal. Role-playing
in this segment.
Using
Technology: Using the phone more effectively; Using a database for tracking
activity; Auto-faxing with WinFaxPro; Auto-emailing HTML pages using Outlook
Closing: Understanding the
purchase cycle. Event closing techniques;
Preferred supplier closing techniques; Accomplishing your
objective; Dealing with price; Overcoming
objections; Summarizing; Getting the
order; After the order; Dealing with
rejection.
Role-playing in this segment.
Selling In A Down Economy: Learning methods
to grow your business when your market or the economy is down.
Strategic Linkages, Commonalities;
Partnering; Vertical Networking; Existing
Linkage Expansion, Problem Solving, Adding Value, Lead tracking, Resurrecting Old
Accounts, Sharing Successes, Team Selling, Developing New Markets, Auto
Contacting, Up-Selling and Cross-Selling; Holding the line on price; Re-looking
at your assumptions.
Public Speaking: Feeling more comfortable
and getting more business through speaking. Dealing with
fear using unique start-offs; Preparation; Delivery;
Importance of stress; Asking for the order. Role-playing
in this segment.
Managing Your Time: Using
our unique system to
select accounts and schedule contacts to them; Setting up Microsoft
Outlook synchronized with a PDA for calendaring, tasking and keeping
contact information. Crisis/priority quadrants; Establishing goals
and plans; Maintaining a yearly schedule; Quebec
example; What to do on Mondays and Fridays. Role-playing in this
segment.
Being Organized: Setting
goals and plans; Keeping track of purchases; Keeping
"travel" folders on major customers; Keeping track of what you have;
Contacts with headquarters; Handbook of
information; Set up a home office; The
best trunk in the business.
Tools of the Trade: Using planners, to-do
books, calendars, computers and software to do it right. Briefcase;
Pocket Secretary; Things-To-Do book;
Appointment book; Franklin planner; Inventory
book; Microsoft Outlook, Palm Pilots; Computer and
printer; Word processing; Spreadsheets;
Database programs; Other programs; Cellular
phone.
Common
Problems To Avoid: Common Problems To Avoid.
Audio Files, Presentation and eBook Files
1360 Puritan Avenue, Birmingham, Michigan 48009, USA
John Cell Phone: 248-644-8092
John Email: john@mitchellsell.com
© Copyright Mitchell Selling Dynamics Inc. www.mitchellsell.com