Following the initial phase of obtaining new customer proof data and customized construction of the Leading-Edge Best Practices for Sales, training begins for all salespeople with the presentation of each step in the selling process. The new best practices training document includes compelling language and key phrases for all aspects of direct conversational engagement with potential customers in such areas as:
- Strategy for Networking, Industry Association, and Conference Meetings
- Initial Telephone Contact
- Exploring Language of Needs
- Communicating Value Proposition/Competitive Advantage
- Overcoming Objections
- Closing
- Requesting Referral Names
- Asking for 1st Appointment
- Use of Testimonials and Proof Data
- Construction and Use of Case Studies
- Asking for Follow-Up Meetings
- Formal Proposal Presentations
- Construction of Initial Contact Letter
- Constructing Written Proposal
- Integrating Competitive Advantage in On-line Website Marketing
- Rapport and Relationship-Building Skills
Follow-Up Intensive Practice and Coaching:
EPC is committed to clients seeing real behavioral change in their salespeople. Most short-term sales trainings result in rapid fade out of learning. Research in leadership training shows that more extended coaching of at least six months is needed for individuals to show sustained change and behavioral improvement. Consequently, EPC offers follow-up coaching for salespeople to practice and fully internalize the new Best Practice Sales Skills and for sales managers to acquire new leadership/coaching skills. Follow-up coaching sessions include live-case discussions, strategizing, and role-play/rehearsal.
Read more on EPC’s Leading-Edge Best Practices Sales Training
Read more on EPC’s Top 5 Key Leading-Edge Best Practices in Sales
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