70% of sales forces report a minimum 20% increase in sales using the Dale Carnegie process.
Saturday Sep 30, 2023
Saturdays Sept. 30 - November 18, 2023 Online - Via Zoom $2195.00 pp
Renee MartinDale Carnegie: Winning with Relationship Selling
Selling is a lot more than just describing a bunch of features and benefits. And in today’s world, selling is more competitive than ever before.
• Quotas keep growing
• It’s tougher to get to decision-makers
• Competition is fierce and continues to grow in the marketplace
• Customers demand much more
• Your own company wants to “raise the bar” of sales performance
What has worked in the past doesn’t seem to be working anymore. Good salespeople follow a process that leads from prospecting to closing. Great salespeople combine that process with the drive to make the sale. Sales Advantage is the only course that gives you both sides of the success equation. Sales Advantage is the only course that gives you these critical ingredients for making the sale because it is the only one that interweaves Dale Carnegie Training’s proven principles of success into every session. It will turn you into a sales leader because it develops the whole you.
1. Build Rapport
• Apply a proven seven-step selling process to create partnerships with buyers
• Employ three strategies to make buyers eager to talk
• Establish immediate credibility to build alignment with buyers
2. Generate Interest
• Practice methods to uncover and appeal to different buyer interests
• Create power questions to get the information needed from buyers
• Widen the buyer expectation gap to create interest
3. Provide Solutions• Develop solutions that are unique to each buyer
• Formulate solutions that appeal to buyer’s logic and emotions
• Present solutions that are persuasive and convincing
4. Resolve Objections• Identify points of agreement to lower buyer resistance
• Apply a win-win process to identify hidden objections
• Respond to the six most common objections with confidence
5. Appeal to
Motives and Gain
Commitment• Evaluate buyer perspectives to move the sale forward
• Engage the prospect’s emotions in the buying process
• Practice six methods to ask for the sale with confidence
6. Uncover
Opportunities• Penetrate existing accounts and increase customer loyalty
• Identify the best prospecting methods to fill the sales pipeline
• Create a referral network of champions who bring business
7. Plan for Success
• Develop a motivating personal vision
• Establish meaningful goals to ensure higher levels of sales success
• Learn ten ways to manage time to focus on profitable action
• Create five approaches to add value for clients with effective follow-through
8. Master the
Selling Process• Tie the seven-step sales process together
• Appraise and communicate strengths to create relationships
• Build on the successes experienced in this program
Date and Time
8:00 AM - 10:00 AM CDT
Location
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Dale Carnegie: Winning with Relations...
