Sales Training Details
Kensei-1 – Knowing Your Sales Equation (check)
- Identify what aspects of the sales process you will measure and why
- Understand the conversion ratios between each stage of the sales process to focus on specific areas of improvement
- Know the activity level necessary to exceed your meeting generation and revenue targets
- Measure and track your results to know what works and continuously improve
- Increase your time management skills and effectiveness
Kensei2 – Earning Executive Attention
- The true process of sales and how it relates to prospecting
- Define the ‘Power Line’ and what true ‘Power’ really means
- Understand the Org Chart and why it’s so important
- Know what executives do and don’t respond to and why
- Drive 15-20% response rates from executives through a specific e-mail technique that produces immediate results
- Ensure you have a different reason to connect with prospects every time
- Turn cold leads into warm ones
Kensei3 – Messaging That Gets Attention
- Using our words to our advantage
- Know why most elevator pitches fail
- Develop multiple ‘attention grabbing’ statements that inspire executive interest and curiosity in the first 5-15 seconds
- Use the power of the introduction to start the conversation in the right direction
- Make the “Winning Call” and stand out from the rest
- Work with gatekeepers
Kensei4 – Creating Desire & Driving Demand in the Meeting
- Why most meetings are like going to the Doctor’s office
- Align you and your prospect’s ‘temperature’ levels to ensure rapport, credibility and results
- Use questions to get where you need to be (Power)
- Sell to pleasure as well as pain
- Prepare for meetings to increase your probability of success before you walk in the door
- Follow up in a way that gains commitment from the prospect and earns their respect
Kensei5 – Objectively Negotiating Through the Buying/Selling Process
- Transfer ownership to your prospect
- Identify and execute the vital components that advance deals to closure
- Create a common language with your prospect, management and channel partners
- Objectively assess the “health” of any deal
- Close healthy deals faster
- Accurately identify and confidently cut bait on unhealthy deals sooner
- Always know what you want from your prospect and how to ask for it
- Establish and maintain control throughout the entire sales process
- Ensure accurate forecasts based upon measurable prospect actions
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Kensei6 – Earning the Right to Close
- Know what the best closers are willing to do
- Expose common buying signs and what to do with them
- Explore the effectiveness of various closing styles, when to use them and who to use them on
- Develop your own personal closing style