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.
Case Studies and Testimonials Course
This module will take about 25 minutes to complete. 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 Course
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