Beyond Effective Salesmanship Training (BEST-sales)

Why do you need this program?  Conventional sales strategies and techniques no longer work in the new millennium. To survive in today’s scenario of keener competition and cut- throat pricing, salespeople must have not only better-honed selling skills, but stronger drive, dedication, and commitment as well.

Are your salespeople prepared to face the tougher challenges that lie ahead? Do they see selling as a career, or “just another job?”

This course will equip participants with the knowledge and skills for better communication, expanded creativity, and improved control of the sales process. More importantly, it will help them develop the habits of highly effective salespeople.

Who will benefit from this course?  This course is highly recommended for all sales personnel, as well as sales managers and supervisors. Marketing support staff would also benefit a great deal from this program.

How will participants learn?  Participants will learn by DOING — through role-plays and practice sessions. They will test their knowledge through case discussions, individual questionnaires, and group exercises. Brief lectures and readings will also supplement the learning process.

Course Outline:

Becoming a Highly Effective Salesperson
• The Private Victories
• The Public Victories

Shifting our Paradigms on Selling
• Conventional Views on Selling
• A Revolutionary Selling System: The Guerrilla
• The Nine-Word Guerrilla Credo

Guerrilla Prospecting
• Five Steps in Finding Prospects
• Successful Prospecting
• Centers of Influence
• The Power of Unconventional Prospecting

Understanding the Human Mind
• Why Do Prospects Act the Way They Do?
• The Six Phases of the Human Mind
• Appropriate Approaches for Each Phase
• Six Types of People

The “Need” Stage
• Setting the Stage
• Building Credibility
• Assessing Prospects
• Probing Techniques
• Listening Actively

The “Budget” Stage
• Discovering Your Prospect’s Budget
• Helping Prospects “Find” Funds
• Discussing Money with Different Types of Prospects & Building Future Sales

The “Commitment” Stage
• Summarizing
• Handling Objections
• Getting Commitment

The “Presentation” Stage
• Organizing Your Presentation
• Adapting Your Communication Style to Your Prospect’s Personality
• Being Prospect-Centered

The “Transaction” Stage
• Timing Your Closing
• Types of Closes
• Adapting Your Close to Your Prospect

The “Reward” Stage
• The Element of Surprise
• Going the Extra Mile

Self-Enhancement, Leadership, and Flexibility (SELF)

Why do you need this program?
Recognizing the critical need for personal and organizational effectiveness as your company gears up for bigger challenges in the coming years, this seminar-workshop aims to provide managers, supervisors, and other employees with the necessary knowledgeskills and attitudes to become more effective in managing themselves and interacting with other people.

What will participants learn? 
After completing this seminar-workshop, participants will be challenged to:
• Implement practical tips on self-enhancement.
• Understand why other people respond to situations in different ways.
• Expand their own circles of influence and become more proactive individuals.
• Identify the purposes and values in their professional and personal lives
• Exercise greater self-discipline and balance in managing time, energy, and other resources.
• Use a win-win approach in dealing with colleagues, staff, and superiors.
• Understand others better by becoming more empathic listeners.
• Build better teams by working towards synergistic relationships.
• Develop a balanced, integrated, and do-able program for continuous self-renewal.

How will your objectives be met?
The learning experiences will be facilitated through group dynamics and hands-on exercises, videotape viewing, and open forums. These will be supplemented with brief lectures, audio-visual aids, and related readings.

Course Outline:

I. Surfacing of Expectations
ii. Introductions

I. Understanding Your SELF and Your Environment
a. Perception and Paradigms
b. The Power of the Subconscious
c. Life’s Universal Principles
d. “Character” vs. “Personality” Ethics

II. Developing the Habits of Effective Leaders

a. Principles of Personal Vision:
Habit #1: Be Proactive
b. Principles of Personal Leadership
Habit #2: Begin with the End in Mind
c. Principles of Personal Management
Habit #3: Put First Things First
d. Principles of Interpersonal Leadership
Habit #4: Think Win/Win
e. Principles of Empathic Communication
Habit #5: Seek First to Understand,
then to be Understood
f. Principles of Creative Cooperation
Habit #6: Synergize
g. Principles of Continuous Improvement
Habit #7: Sharpen the Saw

III. Becoming a More Flexible Person
a. Understanding your change patterns
b. TEAM Elements of Flexibility
c. Handling Pseudo-change

IV. Enhancing your Inner SELF
a. Continuous Self-Improvement
b. Self-Enhancement Areas
c. Practical Action Steps

iii. Commitment for Action
iv. Wrap-up and Closing

Service four

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Service three

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book.

Service two

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book.

Service one

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book.