With competition everywhere, a great product or service isn’t enough anymore. Many sales deficiencies are directly related to the design, scripting and flow of your sales call. Successfully qualifying, assessing needs, building value, handling objections and closing, are all dependent upon a meticulously crafted delivery.

Topics include:

• Core Presentation Design Components
• How the open impacts the close
• Three Ways to Build Value
• Maintaining Buying Desire
• Preventing “Objections”
• Increasing cross sales
• Eliminating buyer’s remorse
• Developing trust
• Establishing your expertise
• The new ABC’s of sales

When it comes to handling objections, how prepared is your sales force? Are their rebuttals more like arguments? Are they letting sale after sale go? Most sales are lost when prospects aren’t quite ready to commit at the close. This in depth session exposes the myth behind objections and rebuttals and shares the most effective responses to turn that why, into a buy.

Training topics:

• There’s no such thing as an objection
• Increase ROI
• Stop Chasing Maybes
• 5 sales obstacles
• Have more confidence at the close
• Stop being a “but” head
• When isolation is good
• Stop Letting sales go
• Increase Cross Selling opportunities
• Qualifying follow up appointments

Do you sell over the phone? If 92% of all customer interaction involves a phone, then yes, you do. How effective is your team at engaging the prospect, qualifying the sale and closing? In this session, Rob Liano shares strategies that are essential to mastering telesales, and are easily adaptable to face to face sales.

Insight covered:

• Engaging the Prospect
• Why Cold Calling sucks
• Warm calling isn’t always so hot
• Stop bobbing for apples
• Qualifying vs disqualifying
• Focused follow up
• To leave or not to leave, that is the voicemail
• The Telesales Process

Although others might think differently, many salespeople have the ability to shorten the sales cycle and close on the very first call. However, it takes a specific skill set and an evolved mindset in order to do it successfully but it is possible, depending upon the product or service.

Lessons include:

• 4 blocks to one call closing
• Why you’re losing sales
• The #1 reason to close sales
• Why letting customers go is a disservice
• Assuming the sale
• Closing with confidence
• One call closing checklist

Secrets of Top Producers
Referrals & Retention Machine
Born to Sell!
Setting SMARTer Goals (Motivational)

Message in a bottle
Change is Good, You Go First (Change Mgmt)
Sticks in a Bundle Don’t Break (Team Building)
Reigniting Your Passion (Motivational)