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Services Description:
Doug Dvorak offers an interactive process for sales professionals
to discover their natural talents and how to overcome
potential roadblocks to sales success.
Every individual has a unique selling style that sets them apart. This interactive
process allows the individual to focus on and develop their strengths, while
identifying potential weaknesses through Doug’s sales self-development
plan. Immediately, sales professionals can complete the process and start
implementation for sales success.
Doug’s customized program focuses on selling techniques that are used throughout
the sales process, from creative prospecting, to developing customized value
propositions, to first impressions, to demonstration, to closing. In prospecting,
it is imperative to understand the different types of clients you will encounter
and what selling techniques will work best for them. Some clients are going to
want all of the facts and supporting data and may take a long time to make a
decision to move forward. Other clients will want to know how the product or
service will benefit the organization and may even make a decision without hearing
the entire presentation. When dealing with demanding situations, sales professionals
need to be able to adapt their selling techniques and style to match the client’s
needs. After all, the golden rule has changed to, "Treat others
how THEY want to be treated."
In order to adapt to a client’s needs, a sales person must first understand
his or her own selling style. Which selling techniques come naturally, and
which one is a challenge? How does he or she naturally tend to handle objections,
make
decisions, pay attention to details, and how fast does he or she move through
a presentation? If a client does not handle these items in the same manner,
a communication breakdown is likely to occur. To avoid the breakdown, you
will want to choose a different selling technique.
In addition to selling styles, properly managing an organization’s sales
talent can be a key competitive advantage in today’s workforce. It will
lead to higher productivity, job satisfaction, increased morale and decreased
turnover. All of these factors can contribute to a healthy increase in the organization’s
return on investment and are addressed in this customized sales training
program.
Sales professionals tend to be goal oriented and results
driven. Through sales coaching and the use of Doug’s sales assessments, individuals
learn how to satisfy their natural motivators and to behaviorally adapt their
sales style
to target the communication needs of their clients. As a result, sales will
increase and job satisfaction rises.
The Managing For Success® Sales report (MFS) is designed to help sales people
attain a greater knowledge of themselves as well as others. The ability to interact
effectively with people may be the difference between success and failure in
our work and personal life. Effective interaction starts with an accurate perception
of oneself. The MFS Sales™ report quantifies information on how we
see ourselves and presents this self-perception in a detailed computer report.
Results and Benefits of the MFS Sales Report:
• Helps spot winners and establish a reliable method
of choosing sales people.
• Evaluates the performance of both new and existing
sales people.
• Shows the sales manager how to get the most out of
the sales team.
• Provides coaching for the sales team for maximum results.
The assessment also looks at six areas
of the sales process and helps select the sales person that
best fits the present needs of the company:
• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence
• Closing
Once the results are received, sales skills development can
be tailored to the different needs of each sales person
and organization. When sales
people understand
themselves and their prospects, communication becomes more
effective. Therefore, sales productivity and performance
increase. The information
given in these
assessments will enhance the sales development process for any
organization.
Duration:
Half-day abridged version is delivered in a 3-4 hour format.
Complete version may be delivered in a 6-8 hour format.
Equipment Required:
LCD projector and screen
Table
Wireless lavaliere microphone
The program can be customized for any event including:
Breakout Sessions
Breakfast / Lunch / Dinner Events
Sales Meetings
Management Conferences
Corporate Retreats
Special Events
Program Fee:
$5,000.00
Travel expenses billed separately
We look forward to working with you and your organization.
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