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Sales Coaching

soft skill development

PHASE 1

  •  Traits of Successful People
  • Everything Begins with Attitude
  • Personal Development as a  Professional
  • Mission Statement and Goal Setting
  • How to Implement Personal Goals and Measure Results
  • How to Motivate Yourself Every Day
  • Organization and Time Management
  • Balance of Mental, Emotional, Spiritual and Physical
  • The Power of the Subconscious
  • Focus and Persistence
  • The Sales Pipeline
  • Prospecting and Lead Generation
  • Dealing with Fear in Sales
  • Qualifying, Probing Questions and Scripting

PHASE 2

  •  Presentations that Focus on Benefits
  • Closing that is Automatic
  • How to Add Value to a Customer
  • Relationship Building and Trust
  • Accessing and Working with Personality Types
  • Account-Based Selling
  • Selling a Service
  • Passion
  • How to be Creative and Analytical
  • The Power of the Subconscious
  • Why your Customers Buy

PHASE 3

  •  Professional Telephone Selling
  • Why is Phone Selling Key to Success
  • Review the Unique Characteristics of Phone Selling
  • Lead Generation and Prospecting on the Phone
  • Scripts
  • Objections on the Phone
  • How to get an Appointment
  • Follow-up on the Phone
  • Voice Mail, Screener and Gatekeepers
  • How to Build a Telephone Relationship
  • How to Deal with Telephone Burnout

PHASE 4

  • Sales Management and Leadership
  • Team Mission Statements
  • How to Hire Exceptional Sales People
  • Performance Evaluations
  • How to Motivate your Rep
  • Forecasting and Team Goal Development
  • Sales Contents and Special Incentive
  • Compensating the Sales Team
  • Teamwork in Sales
  • Future Sales Trend
  • How will customers respond to personal selling in the future?

PHASE 5

  • Worksheet Forms/Action Plans
  • Personal Mission Statement and Goals
  • Sale Action Plan
  • How to Improve Attitude
  • Personal Assessment Worksheet:
    Opportunities, Threats, Strengths,
    Weakness and Personality Profile
  • Four Components: Mental, Physical, Spiritual, and Emotional
  • Prospecting and Lead Generation
  • Dealing with Fear in Sales
  • Customer Profile
  • Features/Benefits
  • Probing Questions

PHASE 6

  • Worksheet Forms/Action Plans
  • Customer Objections
  • 30-Second Commercial
  • Personal Tracking
  • How Does Your Product/Service Add Value?
  • How to Build Trust
  • Competitive Analysis
  • Script Development
  • Follow-up Questions
  • Why your Customers Buy
  • Trial Closes and Closing Statement