The First Session Under our New Weekly Format Begins June 7th, 2010.  This runs for 20 weeks every Monday and includes as many people as you can fit into your conference or meeting room.


Many salespeople come across like the man in the photo--as people who are only interested in trying to sell their 'stuff'.  Successful salespeople help their prospects to solve their problems.

During this course you will learn the PRISM-CEP consultative selling method and techniques used by top sales performers in every industry! Most sales people settle for mediocre results or give up because they don't realize just how close to true success they really are. Some eventually stumble upon a better way but top performers invest in their own success so that they consistently produce excellent sales results! Many of our participants report that they've seen 25-30% increases in their sales while still taking our class! This proven process will take you to the next level of your career as a professional sales person.

This course combines all of our Core Sales Courses plus sessions on Attitude, Goal Setting and Defining Your Vision.  This program represents a tremendous value to any sales department. 

Salespeople and Entrepreneurs will cover:

Prospecting & Cold Calling Like a Pro

Cold calling and prospecting is essential to sales success. Suspects to Prospects to Customers. You'll grab their attention, qualify and become a master at getting in front of decision makers. Gatekeepers are rarely an issue when you understand their role--and it's not to keep you from talking to their boss!!
You will have more appointments and more opportunities than you can imagine after attending these sessions.

Rapport Building

Increase your chances of success by building rapport--but if not done the correct way, a salesperson risks putting themselves at a disadvantage or possibly losing the opportunity to continue the sales process.  You'll cover what to do, how to do it as well as what not to do and how not to do it.

Mastering Sales Objections

Objections can come up anywhere in the sales cycle. Participants will master our objection handling process and leave these sessions with concrete responses for anything that clients can throw at you.   

Power Negotiating Skills

This workshop delivers an interactive approach to negotiations. The skills you acquire will help you in your role as a mediator and negotiator as well as in your day-to-day responsibilities. You'll learn to focus on interests rather than positions, so you can develop relationships of mutual trust, fairness and respect for one another. This common-sense approach is based upon developing a balanced and lasting partnership to solve issues. Problem solving and consensus building are highlighted, in order to turn face-to-face confrontation into side-by-side problem solving.

Effective Questioning to Generate Interest

Telling ain't selling. These comprehensive sessions cover effective questioning methods to uncover needs, wants and potential obstacles to gaining the sale and building a lasting relationship. You will walk out of this sessions with a time-tested process and a list of questions directly related to the products and services that you sell.

Presenting Your Solution

If you've mastered the first steps in the selling process, presenting your solution becomes easier. In this seminar you will master how to successfully present solutions that directly appeal to your prospect's hot buttons.

Motive

Most salespeople don't use this very powerful step in the sales process for one of three reasons: 1. They've never been taught or don't understand how to use motive, 2. They haven't uncovered the buyer's motive or 3. They aren't comfortable with using motive because they lack the experience and coaching required.  If you can uncover and satisfy the buyer's motive, your chances of success improve exponentially. 

Closing the Sale, Building the Relationship

There are only six ways to ask for the sale and yet most salespeople never actually ask, they wait for the prospect to buy. Closing the Sale, Build the Relationship not only covers how to ask for the business, we'll show you how to do what 90% of sales people fail to do so that you'll be able to solidify your customer relationships.

Think of the last time you were sure that you'd gotten the sale and didn't close. How emotionally involved was your prospect? This step in the sales process is not only frequently skipped, most sales people aren't even vaguely familiar with this concept. You'll learn how to get your prospects emotionally involved on a number of levels as you present your solution. As a result you'll close more sales.

Execution

Yes, you actually have to deliver on all of your promises in a timely fashion.  Master this area and be willing to go the extra mile for your clients and riches await.  Repeat business becomes almost a given and referrals come pouring in your door. 

Postmortem

Many people think of a postmortem as an examination after death and in the case of a lost sale or a lost opportunity this might be accurate.  The definition we refer to is "A discussion of an event after it has occurred".  Most salespeople and their managers never take the time to reflect on sales opportunities both those won and those lost.  If an honest evaluation isn't conducted, salespeople continue to do the same things; both the things that worked well and unknowingly, the things that cause issues.  Some of the best learning and the best lessons learned come from by conducting a postmortem.  In this section we'll cover a quick, easy and painless process to uncover and benefit from learning opportunities.

Sales Planning: The Often Overlooked Critical Step

Plan your work and work your plan so the saying goes yet most sales people ignore this critical step. You will become more efficient and more prepared by implementing just a few of the ideas we cover. Many participants actually report being able to reduce the amount of time prospecting while building stronger relationships penetrating deeper into their current client's organizations.


Weekly Coaching Included!!


This course is taught almost exclusively by our CEO, Richard Gandon.  Richard has sold everything from investment products, information and household products to advertising, training, contact lenses and online games.  He coaches and makes sales calls with a growing number of entrepreneurs and top level executives and has taught and coached hundreds of salespeople to greater sales success.  

Salespeople are encouraged to email questions they have and issues that they are faced with.  These questions will be addressed and answered by the group and by the instructor in each weekly session so that all participants benefit from the real-life issues that others are encountering.

This live, online course runs each Monday for a total of 20 weeks*. Start at anytime because we go through the entire sales process and then start again from the beginning. Each session runs from 8:00am to 9:30am EST

* 2-3 Additional weeks may be added at no additional cost if deemed necessary to cover all of the material.   Monday sessions that fall on a holiday will be conducted the following week. 

You will need a PC or Mac with speakers or a speaker phone and a headset with mic (optional).  

Need a web cam or headset?