$2,500 Introductory Rate
Session 1: Prospecting and Lead Generation
- Understanding the Importance of Prospecting: Learn why consistent prospecting is crucial for sales success.
- Techniques for Effective Prospecting: Explore various methods such as cold calling, social selling, and networking.
- Building a Robust Sales Pipeline: Strategies for maintaining a healthy pipeline to ensure continuous opportunities.
Session 2: Relationship Building and Trust
- The Foundation of Trust: Understand how trust impacts sales and long-term client relationships.
- Effective Communication Skills: Learn active listening, empathy, and how to ask powerful questions.
- Building Rapport: Techniques to connect with prospects and clients on a deeper level.
- Level 4 Value Creation – Anthony Iannarino Concept – Give Value, Strategic Advisor
Session 3: Sales Process and Methodology
- The Sales Process Blueprint: Overview of a structured sales process from initial contact to closing.
- Qualification Frameworks: Learn how to qualify prospects effectively using frameworks like BANT (Budget, Authority, Need, Timing) and the Sales Propensity Model (HC Original).
- Handling Objections: Strategies to anticipate, address, and overcome common sales objections. The Magic ¼ second and the trick to engaging RBO’s (reflex, brushoff, objection)
- Gaining Commitments: Ensuring the client is prepared to continue to the next stage by resolving concerns and empowering the salesperson to advance the deal
Session 4: Value Proposition and Presentation
- Crafting a Compelling Value Proposition: Learn how to articulate the unique value of your product or service.
- Trading Value for Time: You are the value proposition. Become a strategic advisor.
- Presentation Skills: Techniques for delivering engaging and persuasive sales presentations.
- Storytelling in Sales: Using stories to illustrate value and create emotional connections with prospects.
Session 5: Closing the Sale
- Closing Techniques: Explore various closing techniques and when to use them.
- Negotiation Skills: Strategies for negotiating terms that benefit both the client and the seller.
- Finalizing the Deal: Steps to ensure a smooth and successful closing process.
Session 6: Post-Sale Follow-Up and Customer Retention
- The Importance of Follow-Up: Understand the role of follow-up in maintaining customer satisfaction and loyalty.
- Customer Retention Strategies: Learn methods to keep customers engaged and reduce churn.
- Up-Sell/Cross-Sell strategies and how to re-engage after the initial sale.
- Leveraging Referrals and Testimonials: Strategies for using satisfied customers to generate new business opportunities.
