| Morrell & Associates Training Programs |
| Effective Selling Strategies |
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| Summary |
| This action-oriented program for professional sales people focuses on developing the positive attitudes, specific skills, and winning habits required for successful selling. |
| BENEFITS TO THE ORGANIZATION |
- To increase the productivity and "bottom line" of your business
- For participants to become goal-directed and focused in their work
- Exercise authority effectively
- Get more done through better time management
|
| BENEFITS TO THE ORGANIZATION |
- To increase the productivity and "bottom line" of your business
- For participants to become goal-directed and focused in their work
- Exercise authority effectively
- Get more done through better time management
|
| THIS IS AN OPPORTUNITY |
- To increase the productivity and "bottom line" of your business
- For participants to become goal-directed and focused in their work
- Exercise authority effectively
- Get more done through better time management
|
| SUCCESS |
|
If you keep doing the same thing you will keep getting the same results. Morrell & Associates provides new information that is essential in developing attitudes and behaviors to assist your business or organization to achieve its goals. The slight edge. Successful businesses are not twice as good as other businesses; the difference is they have the slight edge. The Effective Selling Strategies seminar series helps you and your business to develop the slight edge. Leadership. Effectiveness is successful leadership. Doing the right things at the right times with the right people. Morrell & Associates will bring this success to your business. |
| PROGRAM CONTENT |
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1st Session: Introduction, Success, Attitude and Growth - The power of Planning and Organizing
- How Attitudes are Developed
- Exploring Success, Motivation and Characteristics of Successful People
2nd Session: My-Tyme - Understanding the "The Tyranny of the Urgent"
- Effective Time Management Skills
- Developing EffectiveTime Management Skills
- How to Use Your Personal Success Planner
3rd Session: Defining Your Target Market - The Power of Target Marketing
- Choosing Your Target Market
- Determining the Needs of Your Target Market
- Approaching Your Target Market Through Relationships
- Prospecting Attitudes and Activities
- Profile of a Class "A" Prospect
- Methods of Prospecting
- Obstacles to Professional Referral Prospecting
- The Referral Prospecting Process
- How Value Added Service Fits In
4th Session: Approaches That Sell - What Is the Approach?
- Pre-Approach Communication
- The Telephone Approach
- Systematic Telephone Approach
- Other Approaches
5th Session: The Sales Interview - What Is a Sales Interview?
- Why Have a Planned Interview Process?
- Learning the Interview Process
- The Nine-Step interview process
- Preparation for the Interview
- Focusing on the Prospect's Self-Interest
- Ensuring Favorable Conditions
- Adding Interest to the Interview
6th Session: Discovering Prime Buying Motives - What Prospects Want and Why
- Know Yourself
- Know Your Prospects
- The Power of Probing
- Asking Probing Questions
- Listening Pays Off!
7th Session: How To Close Sales - Closing Principles
- Recognizing Buying Signals
- Selecting the Right Closing
- Steps to Mastering Closing Techniques
- Don't Buy Back Your Sale!
- Don't Leave Business on the Table!
- Asking for Referrals
- Becoming a Closing Expert
8th Session: Overcoming Stalls and Objections - Handling Stalls
- Objections as Buying Signals
- Handling Objections
- Countering Objections
- Handling the Price Objection
- Disagree Without Being Disagreeable
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| OBJECTIVE |
The Effective Sell Stratagies program, provided by Morrell & Associates, increases personal productivity, achieves goals and produces greater teamwork and success with businesses and organizations.
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| METHOD |
- The Effective Selling Strategies program is presented in a series of eight seminars. Each seminar is approximately two and one-half hours long and the seminars are spaced one week apart. This arrangement significantly increases the retention and utilization of seminar information.
- Weekly assignments include reading and listening to the lesson on CD. Each week participants complete written exercises applying what they are learning to their unique and specific work experiences. Participants invest about 30 minutes each day completing assignments for the next week.
- Individual progress is measured as participants advance through the course.
- A "triangle of communication" is established between the participant, the participant's supervisor and the instructor. This informs the supervisor about what the employees are learning and how they are applying the new information to their jobs.
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| ENROLLMENT |
- In-house Seminars: Morrell & Associates coordinates with businesses and organizations to provide performance development for their employees. Together, we decide when and where the seminars will be conducted. Some businesses prefer to hold the seminars in their facility, while others choose to use our conference room. The day of the week and the time of day for the seminars are arranged to fit the employer's schedule.
- Open-enrollment Seminars: Provide the Effective Selling Strategies seminars to a group of individuals from different businesses and organizations. Typically, they are held in the conference room provided by Morrell & Associates.
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