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Case Studies and Testimonials (SA-014) - $65.00

Most sales organizations do a poor job effectively using case studies and testimonials to support their efforts. To the extent you obtain and use these tools correctly, your close ratios will increase exponentially. In this lessen we cover the difference between case studies and testimonials, why both are important, and where and how to use them to get the biggest impact. Then we help you build your own templates for each. By using the knowledge you gain from this module and filling in the templates with your information, you will position yourself to immediately close more sales. This lesson includes: The difference between case studies and testimonials, and the importance of both Where to use them in the sales process The components of a case study The components of a testimonial Downloadable templates for both ...


Obtaining Referrals (SA-013) - $75.00

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 ...


Decision Makers and Decision-Making Processes (SA-011) - $75.00

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 ...


Overcoming Objections (SA-010) - $80.00

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. ...


Closing Skills (SA-009) - $75.00

There are myriad training programs that focus on just the "final close" -- and not the "incremental" closes that make for a more seamless progression through the sales process. Some sales people view closing as potentially confrontational and "salesy," but it doesn't have to be that way. Learn closing skills that work and are natural and painless to both you and your prospects, including: Preparing to close Closing for next steps Trial closing The final close ...


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