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SalesAbility
II |
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This
consultative, relationship-based approach to selling
skills is based on the "best practices" demonstrated
by top salespeople in a variety of Fortune 1000 Organizations.
Through customized case studies, role plays, team exercises
and video models, participants in this interactive workshop
learn sales process and practical selling skills to
guide their customers through a defined "customer
decision process". Pre-workshop materials and Post-workshop
reinforcement tools ensure a systematized approach to
learning that is easily transferable to the field sales
environment. |
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SalesAbility II
is available as one and two-day workshops. |
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Modules and
topics include: |
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Building trust relationships |
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Providing value to your customers |
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Planning effective
sales calls |
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Opening the sales call (the
three essential elements) |
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Asking "FOCUS" questions
to identify customer needs, priorities, and goals |
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The sales presentation: relating
benefits to customer priorities |
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Obtaining feedback |
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Active listening skills |
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Handling customer resistance |
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Gaining commitment/closing |
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Following Up |
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Available in two versions:
Selling to end-users and selling to resellers |
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Web-Based
Sales Training Modules : |
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Build
sales via Porter Henry eLearning modules available over
the web. Our "exSELL" self-study modules can
be used as standalone training and refresher modules
for new and experienced salespeople,or in conjuction
with our interactive workshops. |
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Each 45-minute course offers
a focused, interactive approach to learning. |
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Courses : |
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Planning Results Driven Sales Calls |
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Identifying Customer Priorities
and Focus |
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Anticipating and Handling
Customer Resistance |
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Techniques for Gaining Commitment |
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Orchestrating a Collaborative
Negotiation |
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Win-Win Negotiating Tactics |
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Navigating the Complex Account |
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Accesing Multi-Level Decision-Makers |
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Introduction
to Selling |
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This Workshop is
designed for non-sales professionals who have some sales
responsibilities. Available in one-and two-day versions,
this highly interactive workshop focuses on learning
and practicing the fundamentals of a consultative yet
persuasive approach to Selling. The Program can be customized
to meet your learning and development needs, and it
can be facilitated by our professional trainers or we
can certify your internal associates. |
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Modules and topics include
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What is Selling ?Negative connotations
and positive realities |
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Ten secrets of master salespeople |
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Setting sales contact objectives |
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Planning sales contacts for
maximum effectiveness |
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Approaching the customer/client;
optimizing the first 30 seconds |
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Asking the "right"
questions to identify needs. |
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Listening techniques that
really work |
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Presenting your recommendation(features/benefits) |
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Handling resistance and objections |
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Closing skills/gaining commitments
to next steps |
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The workshop
features customized role plays, skill practice and feedback,
team and individual exercises and a participant's workbook/reference
guide. |
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Influencing
skills : |
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How do
you achieve results through other people when you do
not have direct authority over them? This highly interactive
workshop, ideal for project managers and others who
work in a matrix or team environment, offers practical
skills and strategies for influencing others. Role plays,
case studies, and action learning assignments(in which
participants apply skills to their actual "influence
challenges") help participants transfer skills
and strategies to immediate and practical use on the
job. |
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The Program focuses on these
four major areas: |
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Ten Principles of influencing Others |
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Persuasion Skills as Influence Tools |
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Negotiating so Everybody Wins |
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Dealing with Problematic People
and Situations |
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Available in one-and two-day
workshops |
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Retail Selling
Success |
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This
highly-interactive and practical selling skills program
is guaranteed to achieve results for selling at retail.
Group interaction, team exercises, and customized role
plays build skills and create team spirit. One-to- two-hour
modules allow you to offer training with great flexibility
and focus. |
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Topics Include : |
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Greeting the Customer |
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Establishing Rapport and Trust |
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Identifying Customer Needs
and Preferences |
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Making On-Target Recommendations |
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Closing |
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Handling Customer Resistance |
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Cross Selling and Up Selling |
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High-Impact Programs |
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Offer higher-level
skills in half-day modules : |
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Presenting Value-Added Benefits |
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Achieving a Competetive Edge |
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Managing the Territory |
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Prospecting Skills |
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Selling to Multi-Level Decision-Makers |
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Implementing Account Strategies |
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STAR II provides social style
and profiling to help build interpersonal relationships. |
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Custom Sales
Training Programs |
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Click
here for information about our custom-developed training
programs. |
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Other Off-the-Shelf
Programs |
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Advanced Sales
Strategies |
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Sales
Management |
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General Supervisory
and Communications |
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"Porter
Henry Complete Course Catalog" |
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| For more information call us at 516-944-5017 or email at: |
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