The Real-World Selling™ Seminar

ATTENTION PHASE
  • Cold-Calling techniques that actually work in the real-world
  • How to gain - and receive - more referrals
  • E-mail messages to make your sales efforts much easier
  • Three steps to develop a quick and strong rapport with the buyer/client
  • The Initial Contact - How to capitalize on the first call
  • How to capture the buyer/client's attention more favorably
  • Methods to establish immediate credibility over the competition
  • Ways to pique the client's curiosity to hear your message
  • Words and phrases to avoid to make your sales message more appealing
  • Proven techniques to determine if the other person is being truthful
QUALIFICATION PHASE
  • The not so obvious reasons why salespeople should be asking questions
  • Encourage the client to want to answer your questions
  • Techniques to get the real answers - not just the answers that sound good
  • The questions overlooked by at least 95 percent of salespeople
  • How to structure the questions to get answers you want and need to hear
  • Encourage buyers/clients to willingly discuss their problems
  • 16 little known ideas to remember when asking questions
PRESENTATION SKILLS
  • Create more belief in the benefits you have to offer
  • Arouse the buyer/client's desire to seriously consider your product or service
  • How to undersell rather than oversell your product or service
  • Encourage the buyer/client to concentrate on the positive aspects of your idea
  • Establish more credibility over competing products or services
  • How to position your company so competitors have to follow your lead
TELEPHONE TECHNIQUES
  • How to "get past" the gatekeeper more effectively and professionally
  • Voice-Mail messages that work and why most others do not
  • What to say and what not to say to gain more appointments
  • 13 critical ideas to remember when calling for an appointment
  • How to present your idea on the telephone so the client wants to meet you
  • Tested ways to respond to, I'm not interested
  • Tested ways to respond to, Were happy with our current situation
  • Tested ways to respond to, Send me some information
  • Tested ways to respond to, Call me another time to schedule this
  • Guide the telephone conversation in the direction you choose
HANDLING THE PRICE OBJECTION AND CLOSING THE SALE
  • Techniques to get the buyer/client to answer his/her own objection
  • What to do when you or your company cannot solve a valid objection
  • Eight tested ways to respond to, Your price (or rate) is too high
  • How to shorten the sales cycle
  • Move the sales process forward without pressuring the buyer/client

OPEN DISCUSSION
Throughout the program, the instructor will address any specific, sales-related concern that class members wish to discuss. Consequently, each participant can gain additional specific ideas to help them become even more effective in their daily selling.

Class Schedule--February, 2004
Ses Day Date Time
Day 1

Mon

 Feb 2 8:30am - 5:30pm
Day 2

Tue

 Feb 3 8:30am - 5:30pm
Day 3

Wed

 Feb 4 8:30am - 4:00pm

A hot-plate lunch and afternoon snacks

provided each day with your tuition

$750.00 per person
Discounts are available for 3 or more
 For Information and/or Reservations

Call 281-492-1265

(All major credit cards accepted)
Five Important Details to Know
1. This is a 3-day program (22 hours total) to allow time for you to adapt the ideas to your specific situation, plus have all your questions answered.
2. The instructor is a successful, practicing salesperson with over 30 years of direct, sales experience. Even the veteran salesperson will learn many new, specific, how-to ideas - not empty theories or motivation!
3. We only enroll 25 people per class to provide you more personal attention.

4.

RESERVATIONS NECESSARY

5.

MONEY-BACK GUARANTEE

 

Class Objectives

 

WHY
We discuss the theory pertaining to specific techniques. This gives, each participant a better understanding of the importance of the principles introduced.

HOW
Each participant is shown what to do, and how to apply the techniques to their specific situation. This encourages each person to apply the ideas immediately in their daily selling.

APPLICATION
Time is dedicated to practice the ideas discussed. In addition, ample time is allowed for the participants to ask questions regarding the new techniques, so that each person feels more comfortable with the principles.

Our method of Instruction
This is not a lecture program.  This class includes a high degree of interaction with the participants.  The instructor will help each class member adapt the techniques to the individual situation and the salesperson's personality.  This seminar is designed for you to learn and have fun and does not include role-play.  No participant will be asked to make a sales presentation to the group.  In general, the training is conducted with the following five-steps:

STEP 1 The instructor will briefly discuss the technique (or the need for the technique).
STEP 2 The instructor will assume the role of the salesperson and demonstrates the technique to the class. This will allow the group to watch and experience the situation from the buyer/client's viewpoint.
STEP 3 The instructor will then dictate exactly what was said while the participants record the ideas in their manual (provided).
STEP 4 The class will then be divided into small groups to read and practice the technique. Consequently, everyone will have the opportunity to determine if, and how the principle fits his/her personality and/or situation.
STEP 5 Opinions and comments about the technique will then be discussed, to adapt the ideas to fit the salesperson's personality, the product or service and the situation of each participant.

Please send questions and comments to info@rickalan.com.