SJS Productions Inc. - hands-on sales coaching workshops, Sales Skills Seminar

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

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

Customized Two-Day Skills Seminar

Learning Overview

Participants secure the skills required to take control of any face-to-face sales call. Learning includes how to plan and measure sales call objectives; how to apply a step-by-step methodology for creating and testing the content of formal and informal presentations. Participants also master the art of using theatrical devices to control and motivate an audience. The all important self-assessment behavior is also reinforced.

Learning Specifics:

Day 1: Content

Develop and use Islands of Structure in a sales call, including first impressions, take the reins (set the direction and tone in the first thirty seconds; ask three key questions), read the audience, verify facts, offer the solution, close, and test the audience reaction to uncover hidden roadblocks.
Identify buying signals in order to know how and when to proceed.
Agree on common next steps in order to make it easy for customers to buy.
Set the foundation for a presentation by defining the audience needs and expectations, presentation objectives and essential ingredients.
Articulate the story behind the presentation.
Produce a captivating opening-minute/line and main body of a story outline using basic ingredients.
Script the story outline.
Produce a memorable ending.
Add spices to script, positioning them for maximum impact.
Produce a visual snapshot of story outline and identify supporting visuals.
Create a winning metaphor to accelerate customer understanding.
Self-assess presentation template using a a scorecard.

Day 2: Delivery

Encode presentation for effectiveness and consistency of delivery.
Apply basic rehearsal techniques to present story.
Each participant delivers a three-minute presentation.
Participants self-assess their performance to sharpen the self-assessment skill.
Class evaluates their colleagues' performances using a scorecard in order to learn from others and hone their own ability to read an audience.
Class offers enhancements; best practices recorded.
Q&A time.
Recommendations on next steps.

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