1: SALES SUCCESS MINDSET FOR INCREASING YOUR AND YOUR TEAM’S PERFORMANCE
Sales Success Mindset
What makes a personal hugely successful in selling?
Confidence in Selling
Expectation and how it Impacts conversion rates
Dealing with change
The one question most sales people don’t ask and yet it is the one that helps conversion more than anything else.
Why many sales people make progress for a while then drop back, then get in an endless loop of making progress and dropping back. How can they consistently increase and avoid the drop off?
The biggest thing that stops most people achieving their potential and they don’t even realise it is stopping them
The one simple thing everyone knows but so few do.
Understand what value really is and how to demonstrate your business and or product/service value in the correct way. This can lead to more business, more profit and increase client or customer retention. It also makes it much easier to distinguish yourself against people in the same line of business.
Learn how to win more business without having to be pushy or “salesy”
2: SMART NEGOTIATION, CLOSING, FOLLOW UP AND OBJECTIONS
Step by step processes and frameworks of what to do, what to say and how to act in different situations including:
Beyond Benefits to Ultimate Emotional Gain (Powerful Sales Position)
Dealing with Objections
Price/Fee discussions and objections
Following Up – the easiest way to win more business if it done correctly
How to leave voicemails that get people to actually call you back!
The easiest way to close
Dealing with people who say “No”
Dealing with people who say “I need to think about it”
3: SMART NETWORKING PRACTICES THAT ALWAYS WORK
Most people find Networking difficult and uncomfortable and most of the minority that don’t mind Networking actually do networking the wrong way.
In this session Mark will explain easy strategies to make Networking comfortable and easy to do and give you ideas on what to say and do in different situations.
He will share how to feel confident, not end up in difficult situations, and come away feeling it has been worth it.
What Networking is really about (most people get this wrong)
What your goals and targets for the event should really be.
How do you arrive?
How do you find the right people in the room to talk with?
What to say when asked what you do
How to develop and deliver a winning 60 seconds (Elevator pitch) about what you do
How do you talk about what you so people want to know more?
How do you get into (or out of!) groups?
How do you make sure the ideal people agree to meet up with you at a later date?
We will look at all types of Networking including structured events and non-structured events.
How to motivate your clients, customers or contacts to refer and make introductions for you to win even more business
4: HOW TO DELIVER SALES PRESENTATIONS YOUR CLIENTS WILL LOVE AND YOU’LL ENJOY DOING!
Getting your mindset and confidence right.
Overcoming objections that you think they may have to you or what you are going to present on.
Dealing with mistakes.
The opening and avoiding the “hesitation gap”.
Developing Great Content that keeps them engaged.
How to rely on slides less and engage them more.
Seeding your content so it sells for you every time.
Getting the audience to take action.
Dealing with questions.
How to prepare.
Delivering on the day.
