Objectives & Benefits

This training seminar will grab your attention from the beginning and provide each member of your sales team, new-hire and seasoned veteran, with a 'rare skill set' that will improve the way they sell for the rest of their working lives. Get them all 'pulling in the same direction' and maximize the impact of your sales team. In truth, anyone who sells for a living should definitely participate in this seminar.

Based on rock-solid industry research your salespeople will learn how to: (4-hours)

  • Separate Real Prospects from Suspects
  • Determine Sales Potential (SP) for Accounts
  • Use Probability Factors (PF) to Make Wise Time-Investment Decisions
  • Qualify Accounts for Expected Value (EV)
  • Focus on Accounts that have the Highest EV
  • Determine 'Dollar Volume Limits' for Account Classifications
  • Classify Accounts Based on EV
  • Determine Call Frequencies based on Account Classifications
  • Adhere to Call Cycles to Insure Effective Coverage
  • Maximize Time and Effort with Highest-Potential Accounts
  • Design Efficient 'Cluster Routing' Patterns through a Territory
  • Avoid High-Opportunity Cost Activities
  • Plan Daily and Weekly Sales Calls More Effectively
  • Determine and Prioritize Customer Needs
  • Develop Sales Strategies based on known Customer Needs
  • Use the Price/Value Formula to Overcome Sales Objections

Benefits to your company include:

  • Increase Sales and Profits
  • Train Salesforce to Work Smarter
  • Assure Market Coverage for Your Products
  • Improve Sales Management Effectiveness
  • Standardize Account Qualification and Classification
  • Provide Quick, Low-Cost Sales Training In-House
  • Motivate Salesforce to a Higher-Level of Productivity
  • Turbo-Charge Salesforce and Reduce Costly Turnover
  • Gain the Competitive Edge in Your Industry

Proven Effective for More than 50 Years

Analytical Skills Essential to Successful Salesmanship

21st Century Selling Skills Learn how to maximize time and effort with accounts in your territory that have the greatest sales potential for your products