SJS Productions Inc. - hands-on coaching workshop

SJS Sales Effectiveness Systems - Steven J. Schwartz, Author of How to Make Hot Cold Calls

So Your Foot's In the Door...Now What?

Intensive, Hands-on Training

The learning model for this training program is based on definition, acquisition, application and reinforcement. Learning takes place through seminar workshops and role-play, homework, one-on-one coaching, and real-life application. The synergy of hands-on coaching with pre-session and post-session homework is the key to the continuous application of learned skills and behavior.

Sales Call Audit

Objectives

To uncover existing benchmarks (close rate, sales cycle, percentage of sales where prospect does the closing), main obstacles to closing, main show-stopper, most asked questions, list of presentation topics.

Deliverables:

1. Sales call audit.
2. Base performance benchmarks.
3. Customized seminar and coaching sessions.
4. Recommendations for preventing obstacles to closing.

Objection Portfolio

Not required if one is already in use from previous How To Make Hot Cold Calls training.

Objective:

To maintain control of the conversation, build trust and move prospects to a positive decision faster by immediately and effectively responding to frequently asked questions.

Deliverables:

A template of effective responses to up to ten of the most common objections.

Course materials

Objective:

To make sure participants are familiar with the basic principles, tools and concepts of the system.

Deliverables:

1. Copies of the popular book So Your Foot's In The Door...Now What?

2. Customized seminar workbook.

So Your Foot's in the Door - Now What?

Intensive Hands-on Program - Cont'd

Sales Call Audit, Objection Portfolio, Course materials

Customized Two-Day Skills Seminar

One-On-One Coaching
Coaching Support for Management