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Sales Coaching.

Bernard Training Sales Coaching Program

Sales Success by Phone – Achieving Sales Success One-On-One Sales Building Your Business Coaching Program

24 hours or 12 month (whatever comes first)

Coaching

  • Shift a prospect’s indifference to curiosity to commitment
  • Provide a custom designed sales coaching program
  • Examine the planning, goal setting and attitudinal qualities necessary to implement effective sales skills
  • Increase appointments by 30% to 50%
  • Become a Hunter vs. a Farmer
  • Develop an effective USP (Unique Selling Proposition/Defining Statement)
  • Stimulate Prospecting Lead Ideas
  • Handle objections (real life scenarios used on a conference call)
  • Increase your success ratio by 20% in converting prospects to clients
  • Manage voice mail
  • Handle the customer who invites you to “state your pitch”
  • Increase your bottom line – Put more money into your pocket and your business

ACHIEVING SALES SUCCESS” BUILDING YOUR TERRITORY

THE METHOD

There are many models of sales coaching.  However, whether you get your leads through relationshipsnetworking, referralsword of mouthhunting or farming, you must at one time or another make contact with your prospect to set up a discovery meeting.  This means using the telephone or another piece of technology.  Most people put telephone prospecting somewhere in between death and taxes—-something to be feared and if at all possible avoided.  The fact is that telephone prospecting is not easy.  Why is telephone prospecting so intimidating?  No sales system!  This sales coaching will coach you with a unique 7 Step prospecting Sales system.  With the correct coaching approach, coupled with persistence and confidence, you will get your first appointment with a prospect.  It will maximize your ability to make the most effective use of this important sales tool, the telephone.  This program will be hands-on to provide you with simple tools you can utilize to increase your confirmed appointments by getting through to the right people and ultimately, close the sale.

THE COACHING DIRECTIVES

  • Shift a prospect’s indifference to curiosity to Commitment – Redefine the sales process
  • Work through Fear disguised as procrastination
  • Examine the pre-planning, planning and preparation of each call
  • Reviewing the much needed Balance and Motivational tools to succeed in sales
  • Cold Calling: Hunting vs. Farming, Prospecting
  • Account Classification
  • Develop an effective USP (Unique Selling Proposition/Defining Statement)
  • Stimulate Prospecting Lead Ideas
  • Handle objections
  • Learn your behavior styles and how to work with other behaviors
  • Increase your close ratio by 20% in converting prospects to clients
  • Tools to ask for the business
  • Time Management
  • Handle the customer who invites you to “state your pitch”
  • Manage voice mail and email
  • Learn to use an authentic approach in the selling process

Through one-on-one coaching, we identify and implement the sales tools important to each individual prior to the coaching.  It is important for the sales coach to appreciate the needs and prospecting challenges in order to tailor the coaching program to Achieve Sales Success.

We use pre-meeting sheets and post meeting sheets to measure and provide the resources necessary for each participant prosper and excel in sales.

  • Time Management
  • Objections
  • Building your book of business in your territory or region

Generating Leads: Prospecting is the backbone to a successful business.  Suggestions for finding qualified leads are discussed.  Knowing where and how to get leads is essential in the sales process.

This will be interactive as you need a place to be bad before you are placed in front of a qualified prospect!

Making the calls.  This is interactive coaching of who your customer is, how not to lose business, and breakdown prospecting.  Discover how many calls need to be made to hit your targets.  These are all parts of the sales system to get the appointments 

Getting the appointment. Closing the sale!  Even the most veteran of sales people often walks away from a sales call empty handed.  We offer the correct way to close the sale, how to ask the right questions in real time.  How to be ready for objections and deflections and how to be in control of the sales call at all times.  Asking for the sale is often a missed opportunity.  We build your confidence to ask for the sale.  Ask for referrals.   When you have the appointment, never leave without asking for an action step and following through on that action.

We put the system together. We coach you on your way to building sales and building confidence to make your calls. We will provide the sales tools to get your appointments and close the sale.

It is a place for you to continue your personal and professional evolution.

Follow Up

Bernard Training Solutions will follow up with management to discuss feedback from the coaching sessions. Post meeting sheets are available for review.      

Success in business is not a mystery… IT IS IN THE COACHING!!

Please call Mark Bernard at 403-554-0421 or email info@bernardtraining.com for investment options and a free consultation.

 

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