This module will take about 30 minutes to complete. Target advertising channels send your message to a specific target market, while awareness advertising channels send your message to a broad audience (which may include your target prospects). This lesson covers channels such as: Target: Trade publications Website Internet Search Engine Optimization Sponsorships Associations Networking Awareness: Broadcast (radio and television) Outdoor Newspaper Magazines
This module will take about 35 minutes to complete. For many small and mid-size businesses, marketing is reactive rather than strategic. But a clearly defined plan is essential to reach your goals. This lesson simplifies the components of marketing strategy and advertising campaign development. Understand and implement concepts such as: SCOT analysis Market potential Messages Advertising channels Tracking & analysis
This module will take about 25 minutes to complete. Proper preparation enables you to maximize your time, build credibility with your contact, and speed up the sales process, which in turn means fewer stalls and objections. This lesson helps you develop the skills necessary to effectively prospect in person, by phone or through networking activities.
INCLUDES 2 FULL COURSES. This training set is made up of two core Pre-Sales Activities to help you generate high target sales opportunities. Courses included in this set are: 1) Properly Prepare for Sales Activities 2) Conduct Effective Prospecting Sessions
INCLUDES 2 FULL COURSES For high-performing sales professionals, the sales process doesn’t end with closing the sale. There is still work to be done! Now is the time to engage in your Post-Sales Activities. This Training Set will walk you through two key elements of your Post-Sale Activities: 1) How to Position and Obtain Case Studies and Testimonials for use in future sales opportunities and 2) How to Obtain Referrals to other highly-qualified prospects. This allows you to progress from the “one to one sale” to the “one to many” sale and leverage your time with high-target, high-return prospects.
INCLUDES 8 COMPLETE COURSES. Once you are engaged with a prospect, there are 8 Core-Activities that, if followed, will increase the likelihood of a successful sale. This Training Set includes the following 8 courses: 1) Building Professional Trust and Rapport 2) How to Uncover Key Decision Makers Involved in the Decision-Making Process 3) Setting Agenda’s and Expectations for the Meeting 4) The ins and outs of Impact Based Company Overview Presentations 5) The Steps to Conduct an Effective Needs Analysis 6) Presenting Your Solutions 7) Essential Closing Skills 8) How to Overcome Objections
This module will take about 25 minutes to complete. Many sales representatives encounter stalls in the sales process because they do not properly establish expectations. This lesson covers how to establish agendas and expectations that enable you to maintain control, avoid stalls, and accomplish all the steps of your sales process. The result: a positive outcome that drives up your close ratio. This lesson includes areas such as: The importance of setting an agenda in establishing expectations Components of the agenda Involving prospects in establishing expectations Best practices of setting agendas and establishing expectations
This module will take about 35 minutes to complete. Sales materials are used in response to leads or requests for more information that are generated by advertising campaigns, prospecting activities or during presentations. Companies need a toolbox of sales materials with the flexibility to customize response packages and sales presentations. This lesson covers the various materials in a sales toolbox and how to use them: Brochures Sell sheets Catalogs Videos PowerPoint presentations Proposals
This module will take about 35 minutes to complete. Many sales people fear objections, generally because they do not know how to handle them when they arise. Really, sales people should embrace objections because they indicate that the prospect is engaged and participative in the sales process, and this is a terrific sign! This module provides the tools necessary to handle any objection that comes your way, and in a way that leverages the objections to get MORE buy-in from the prospect and helps close the sale. This lesson includes: Why objections are good The difference between objections and stalls and why they occur Types of objections and how to handle them In addition, we include an exercise that will enable you to fine-tune your newly developed skill using the objections you typically get from your prospects.
This module will take about 30 minutes to complete. Referrals (both internal and external) are crucial to a sales person's success. Internal referrals help ensure you know all the decision makers, the decision-making process and buying criteria for opportunities in process. External referrals help by warming up cold calls and increasing your close ratios. In this lesson we discuss why referrals are important, why you need and must have referrals, and how to secure, leverage, manage and position them in the sales process. This lesson includes: Types of referrals, internal and external Why you want, need and must have them How to get them How to leverage them How to manage them How to position them in the sale
This module will take about 25 minutes to complete. Companies must develop several messages to ensure the points that will interest and engage a prospect are included in their advertising and sales material. Vertical messages, often called niche or target messages, focus on one market only; they target a specific group of prospects. They position your company as the expert in that particular market. This lesson covers the various techniques in developing vertical messages: Identifying vertical markets Solution messages Niche market messages Customer messages Third party messages
This module will take about 25 minutes to complete. To effectively connect with prospects you must have several marketing messages. The purpose of a company message is to promote your company to the broadest range of prospects. Learn company message development techniques such as: Developing a company story Verifying value statements Presenting features and benefits Cross-selling Using philosophy and mission statements Employing internal marketing
This module will take about 45 minutes to complete. A solution-based sales presentation ties together all the other parts of the sales process and positions you for the final close. This lesson covers: Proper preparation for solutions presentations Appropriate presentation types based on the opportunity Identification of tools and resources for a successful presentation A tried-and-true presentation model that fits most any sales program Building your own presentation components
This module will take about 25 minutes to complete. Prospecting for new business is one of the most difficult skills to master. Many things “get in the way” of successful prospecting, such as call reluctance, planning and scheduling. But the biggest obstacle is the use of ineffective techniques. This lesson covers: How to prepare to prospect Key components to in-person prospecting How to make phone prospecting easy and effective How to prospect through networking activities
This module will take about 30 minutes to complete. Advertising is one way you communicate company messages, identity and products/services to prospects. Direct advertising sends your message directly to the prospect you are targeting. The various methods used to accomplish this are called channels. Learn the various direct advertising channels, the components of developing a campaign in each channel, and how to track the results. Topics include: Direct mail Opt-in email Events Trade shows Prospecting calls Tracking & evaluation
This module will take about 30 minutes to complete. Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results. This lesson includes: A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it Tools to help with decision maker identification and decision-making process navigation
This module will take about 25 minutes to complete. Establishing the correct corporate image is critical in today’s crowded marketplace. Your brand and messages compete with thousands of other messages on a daily basis. Discover the components needed to evaluate your current corporate image or to develop a new one, including: Learning the function of a corporate image Criteria of a corporate image that attracts your customer Aspects of corporate image Elements of corporate image Techniques to evaluate your corporate image
This module will take about 25 minutes to complete. Many companies and businesspeople think corporate identity is simply a logo. To be truly effective, a corporate identity must seamlessly bring together the design, layout and graphics used internally, and in advertising and sales material. It should also include your company positioning statement, which should present a consistent brand image and message. Learn how to evaluate your current corporate identity or to develop a new one through concepts such as: Components of corporate identity design How to develop a positioning statement Elements of corporate identity system Development of a standards guide
This module will take about 45 minutes to complete. In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include: What an analysis is and why it is important? How to prepare to conduct an effective analysis The different types of impacts and why people buy Important questions to ask in order to develop impacts How to position your solutions presentation based on the information you obtained during the analysis
This module will take about 25 minutes to complete. This module addresses “selling your company” through a capabilities presentation, one of the most crucial steps of the sales process. Learn how to: Prepare to give a powerful company overview presentation Identify and develop all the key components of company overview presentations Create your own company overview presentation Create different versions of company overview presentations