TÀI LIỆU HAY VỀ NGHỆ THUẬT BÁN HÀNG (Action Selling Presentation)

Nội dung bao gồm:Setting the “Best” Sales Call ObjectivesDeveloping Rapport and Interest Rate the Quality of Your ProspectsIdentifying a Differentiated Sales PositionIdentifying a Deeper Level of NeedKnowing Your Competitive StrengthsImprove Your Company StoryPresent the “Best” SolutionsAsk for Commitment More ConsistentlyDefeat Stalls and ObjectionsPlan Better Sales CallsReview Your Action Selling Performance

Sales Training Plan Overview

Featuring

Distributed By:

The TEAM Approach

800-864-4911

Training Plan Objectives

Determine which business objectives you want to impact

Example Objectives:

-Increase Market Share -Improve profitability -Reduce Turnover -Raise Sales Productivity

Identify the skills that will lead to achieving your business objectives

Design a training plan that develops the needed skills

Business Objectives

Skill Objectives Training Objectives

Why Train Salespeople?

or their products from the competition

miss sales opportunities

commitment

Statistics based on research conducted by The Sales Board Over 16,000 customers and 300 salespeople

in 25 industries were studied

Training Implementation Plan

language

structured process

tactical mindset

competitive

advantage

The Action Selling Process Provides:

4

Best Sales Practices

Action Selling’s “open architecture” requires the training to be tailored to your company, products and marketplace

• Your sales process will be clearly defined and

documented

• Salespeople will learn how to apply the Action Selling

process to your unique sales cycle

• The “best sales practices” of your top performers will

become standard conduct for all salespeople

Milestone #1 Commitment Objective

Milestone # 2 Commitment Objective

Milestone # 3 Commitment Objective

Milestone # 4 Commitment Objective

Milestone # 5 Commitment Objective

Initial Contact

Meeting with Initial Contact Decision-Maker(s) Set Meeting with

Meeting with Decision-Maker(s) Present Proposal Set Meeting to

Proposal Meeting Secure the Order

Product Delivery Determine Future

Business Opportunities

Set Appointment for

a Meeting

Sample Sales Cycle

Sample Sales Cycle

Milestone #1 Commitment Objective

Milestone #2 Commitment Objective

Milestone #3 Commitment Objective

Milestone #4 Commitment Objective

Milestone #5 Commitment Objective

Initial Contact

Meeting with Initial Contact Decision-Maker(s) Set Meeting with

Meeting with Decision-Maker(s) Present Proposal Set Meeting to

Proposal Meeting Secure the Order

Product Delivery Determine Future

Business Opportunities

Set Appointment for a

Meeting Clearly define your sales process

6

* Your sales cycle may be longer or shorter than the

one above

Apply New Skills in the Field

Our reinforcement strategy will actively involve your entire sales organization

• Ensures the rapid transference of skills to the field

• Allows business objectives to be achieved

• Guarantees the long-term impact of the training

• Produces a significant return on your training investment

87% loss within one month*

TRAINING

TIME

I

M

P

R

O

V

E

M

E

N

T

*Source:Huthwaite study published in American

Society for Training & Development Journal

87% of all sales

training is lost

within 30 days due

to the absence of

reinforcement

Field Reinforcement Exercises

In 12 Weeks New Skills Become Habit

8

10 Defeat Stalls and Objections

11 Plan Better Sales Calls

12 Review Your Action Selling Performance

Measurement Gets It Done

By measuring the knowledge and application of the skills that

are taught, students and managers are held accountable for their

professional development

• Benchmark Skills Assessment:

•Pinpoints each students’ individual strengths and weaknesses

•Used to show the progression of improvement

• Action Selling Skills Assessment:

•Provides managers with a coaching and retraining strategy

•Formulates an aggressive plan to further sharpen skills

• Action Selling Final Certification:

•Tracks skill gain compared to business objectives

•Certifies the selling competency of each sales person

Measuring the Outcome of Sales Development

Sales Skills Learning Trend

• Shows Scores for Each Phase of Skill Development

• Spots Trends in Skill Gain

• Clearly Identifies Gaps in Learning and Application of Learning

Combined Skills Improvement

• Summarizes the Learning and Application of all Skills

• Demonstrates the Direction that the Learning is Taking

• Provides Tangible Results of the Training

10

• Portrays the Individuals’ Growth in

the Five (5) Critical Selling Skills

• Describes the Status of Each

Individual, Group and Company

• Tracks the Growth in Learning

Compared to Application of the

Learning

Individual Skills Improvement

Accountable System for Sales Development

Comparison Report

• Compares Individuals and

Company Average

• Measures Each of the Five Critical

Skills

• Pinpoints Strengths and

Weaknesses

Training Recommendation

• Compares Knowledge as well as Application of Skills

• Recommends a Specific Retraining Plan

• Used as a Coaching Tool

Reports

• Provides Overall Ranking

• Highlights Top and Bottom Performers

• Shows Individuals and Groups that Certify

11

Action Selling Training System

TRAINING

MATERIALS

REINFORCEMENT

MATERIALS

CERTIFICATION

MATERIALS 12

TRAINING MATERIALS

Selling Skills

Benchmark

•Determines what skill

gaps exist

•35 minute, 62 questions

•Creates a reference

point for learning

Student Preparation Booklet

•Prepare students to receive training

•Shorten classroom time

•Set expectations for the training

Student Workbook

•53 Interactive training exercises

•Workshop or self-study

•12-Hour course with role plays

Laminated Quick Reference Card

•Key concepts are reinforced

•Planner sized pages

Selling Skills

Benchmark

13

REINFORCEMENT MATERIALS

Selling Skills Assessment

•Measure learning status

•69 questions, 40 minutes

•5 critical selling skills are analyzed

Skill Drills Video

•Provides “spaced”

learning

•Reviews key modules of

training

•Reinforce and apply

concepts

Selling Skills Assessment

Student Practice Guide

•12 weeks of reinforcement

•Field-based homework exercises

•Training transfers to the field

Audio Support - Reinforcement Tapes

•Audio version of the Action Selling video

•Convenient reinforcement

Skill Drills

14

CERTIFICATION MATERIALS

Certification

Exercises

•Review key modules

•Fills learning gaps

•Improves application

of skills

Student Exercises

•10 units of retraining based on assessment scores

•Prepares students for certification

Final Certification Assessment

Final Certification

•Measure knowledge and application

•64 questions, 40 minutes

•Certify trained salespeople

Certification

Exercises

Action Selling Certificate

•Certify on critical skills

•Overall score of 75% required

•Achieve learning objectives

Action Selling Certified

Your Name

15

15.8%

0%

2%

4%

6%

8%

10%

12%

14%

16%

Non-Certified Salespeople

Certified Salespeople

Sales Growth

16.1 %

16.6 %

15.8%

15.9%

16.0%

16.1%

16.2%

16.3%

16.4%

16.5%

16.6%

Non-Certified Salespeople

Certified Salespeople

Action Selling Certified

Salespeople Grow Their

Sales at Twice the Rate of

Non-Certified

Salespeople, While

Increasing Margins Margin Improvement

Action Selling Impact*

*Based on studies of 1,250 salespeople,

representing over $3B in sales revenue