SELLING YOUR WAY INTO THE FUTURE

Permanent Skills for Sales Professionals

Introduction:

The following proposal outlines a recommended sales development program for all sales professionals. In this development, the challenge is to build a sales force of "Super Achievers", who seize new sales opportunities and set new standards for consistent high performance for themselves and the company.

The mission is to cultivate improved levels of sales performance for each individual through sales training; to benefit everyone in sales from "entry level" to "top professional".

For most corporations, sales costs are increasing at a faster rate than either inflation or the price of goods and services that they offer. There is an urgent need for increased productivity from those involved in sales and presentations. Sales strategies and theories are simply not enough. There must be the adapting of techniques relating to the psychology of sales, not the adopting of the strategies involved.

The inevitability of changing conditions in the marketplace is a daily challenge for businesses - demand for new products and services, the development of new markets and introduction of new competition. To address these changes in the most productive way brings about even more change inside the organization - new management styles, new employees, new production techniques, and new philosophies.

As a result of company growth, new sales employees join the team. The faster they can successfully enter the daily work flow, comprehend the company's philosophies and goals, and develop solid sales skills the more productive they become in a shorter period of time.

Overview:

This program is a customized, week-long, intensive sales training "boot camp" with follow-up programs. The program is an effective sales training approach that has proven to bring about measurable improved sales performance.

In that the group of salesmen to be trained represents a diverse group in terms of experience and sales style, the analysis of individual profiles and tailoring the program to fit the needs of each individual becomes extremely important.

Proven and effective approaches to improved performance make up the foundation of our recommended program. There is an emphasis on enhanced individual performance and its inevitable culmination in overall sales performance and customer satisfaction. John Evans brings over twenty years of training experience into each workshop. Assuring the participants results in their job performance that stand the test of time. The content is powerful and is delivered in a fast-paced, upbeat, dynamic style.

Our goal is to help the organization to identify and develop communication and sales strategies that will produce the desired business results. Employees with improved awareness of sales and communication skills translate efforts into heightened productivity and satisfaction both for the individual and the organization.

Whether the context is a sales call, client conference, media interview, internal meeting or daily job performance, every company benefits from employees who have been trained to maximize their personal and professional sales, communication and presentation skills potential.

Objectives:

• To improve presentation skills and sales performance qualitatively and quantitatively in all markets.
• To develop strategies and sales skills for opening new markets and increasing business from existing markets.
• To provide comprehensive training on the psychology and strategy of sales.
• To provide an enduring learning experience that can stand the test of time for each individual on the team.
• To instill excitement, enthusiasm and commitment; viewing all sales challenges in a new light.
• To strengthen managers’ understanding of sales allowing them to readily accept bigger sales quotas.
• To reinforce positive philosophies and mind-set of top UCGC professionals, resulting in a unity of purpose from the entire sales force.
• To develop the spirit of cooperativeness and organizational patriotism of a winning sales team.
• To encourage the participants to further develop their individual presentation and sales skills after the training.

Preparation:

In order to bring the training program into full focus on your organizations needs, John Evans needs to spend additional time with top management. In multiple interviews, John needs to assess the various strategies required for selling and providing services in all markets and to further establish the needs of the individual managers in each division.

Each upcoming participant must fill out two worksheets and complete the computer-based Sales Performance Assessment Profile. This instrument is designed to assess the current perceptions people have towards successful sales performance; it is extremely detailed and broken into nine categories with 36 capacities. The importance of this profile for sales development cannot be overstated; it lays the foundation for comprehension and adaptation of all sales skills, techniques and communications.

Two other analysis instruments will be utilized dealing with communication skills and personal profiles. In the last nine years, John has administered these instruments successfully to over 7,500 participants in the Personnel Management for Executives Program, (PME) and in 2-day workshops of over 17,000 managers, professionals, and supervisors.

With the proper interpretation, these assessments make all the workshops more effective for each participant, by allowing attention to every detail of performance needs.These instruments allow for future measurement of skills development. In twelve months a reassessment would measure improvement or future development needs in all areas of sales competencies.

Methodology:

A 5-day intensive study course on sales with a two day workshop on presentation skills and six half day follow-ups has proved to bring about the best results for sales training and presentation skills development. Optimum training group size is 28 to 35 people. This group should never exceed 40 in number.

Outline:

Psychology and Strategies of Selling.

• How to use natural selling ability ; unleashed through selling your way education.
• What to establish in the first two minutes of contact in each and every encounter.
• The right things to say to keep the presentation moving forward towards desired results.
• How to determine the best approach for each prospect with remarkable accuracy.
• What qualities, characteristics, behaviors and treatment the prospect or customers desire in a sales professional. 
• Capitalize on skills and techniques that are significantly different from the 
  competition, i.e. the individual’s uniqueness.
• Factors that impact the impression one makes on a prospect, resulting in
  “getting into step” with that prospect.
• People skills that build competence and confidence in the representative.
• Relationship strategies that capitalize on selling opportunities.

Selling to the differences in others.

• How to read the prospect like a book.
• The language to use for the best approach.
• What turns prospect off.
• How do customers want their sales representative to act.
• Relationships strategies that open and improve communications at all levels resulting in fewer misunderstandings, errors, and people problems.
• How to formulate communication in a clear and concise manner.
• Speaking and listening more effectively.
• Developing superior group presentation skills.
• Identifying the language to use for the best approach.

Follow-up Programs.

Group Presentation Skills:

Selected candidates would be invited to this extended workshop. In a two day video based training workshop, the focus will be on advanced techniques for group presentation skills. Individual needs will be addressed in each video practice session. The psychology and strategy involved in group dynamics will be thoroughly covered as will as optimal room set-ups and visual aid use.

This program is designed to build the confidence and competence for group communication performance for selected individuals in the training who need to make presentations. Emphasis will be given to the preparation of the communication for committee or industry presenting.

The two day program will be followed by a series of six 4-hour sessions each month or twice each month. These will be fine tuning practice sessions. The follow-up sessions are an integral part of the overall training for group presentation proficiency as these skills can only become ingrained and natural with practice.

Each participant will learn:

• How to create a lasting favorable impression on an audience for the products,
  services and ideas offered.
• How to win the audience over to support your selling proposition.
• How to develop poise, confidence and personal communication power to move the audience to action by making motivating presentations.
• How to be in control of emotions and convey the intended message with a
  blend of personal style, innovative ideas, timing and the subtle influence these combined skills provide.
• How to gain the respect and acceptance for products, services and ideas through preparation from research; organizing and practicing what will be presented so that even on short notice, a well prepared presentation is always ready.
• How to entertain and excite the audience through utilizing very appropriate nuances that are developed through a series of practical participative exercises assuring long lasting impressions.

Strategy:

This program has been designed to meet the described objectives and to provide timely information with meaning, in an up-beat, dynamic style.

The program will be highly interactive, blending appropriate humor with substantive content and high impact delivery to effectively educate, motivate, inspire and inform the participants. The program will employ a blend of surveys and assessments, visual aids, videos, audio tapes and participatory handouts to maximize interest, value and retention.

Training Location:

Meeting space is critical for the success of the training. It is highly recommended that off site facilities be utilized. The value of a location which provides an adult learning environment that minimizes interruptions and encourages the participants to maximize the experience is very important. A private meeting room in a near-by first class hotel hotel is best.

Post Survey and Analysis:

A system will be designed to allow for profile re-testing and measurement of the progress made from the training. This needs to be planned and closely coordinated with Top management to fit into existing business performance analysis.

From the beginning to the end of all personnel development, John Evans and Associates, Inc. Has the training and research resources to make sure that results are tangible and measured long after the workshops are over.

WORKSHOP -VS- SEMINAR

The program will be structured as a WORKSHOP - not a seminar.

THE EMPHASIS THROUGHOUT THE WORKSHOP WILL BE ON PARTICIPATION.... “LET’S DO IT .... NOT TALK ABOUT IT!”

The workshop is designed to produce a positive and lasting change in the Selling Skills of all participants empowering them to take charge in all sales interviews.

EDUCATION -VS- TRAINING

Please contact John Evans if you are interested in a
presentation for your organization.