B2B Sales Training Program
Developing new client relationships is an exciting and sometimes daunting task. As with most
challenging endeavors, the development of customer opportunities from cold call interactions to
multi-million dollar accounts takes time, patience and much practice. The SSA sales training
program provides candid, insightful and most importantly applicable information necessary
for improving individual proficiency in developing and closing new sales opportunities.
Who should attend?
Sales personnel and management involved in the following circumstances:
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0 - 10 years selling experience within B2B forum
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A selling environment of multiple competitors and competing technologies
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A selling environment requiring customer management and follow-up
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A selling environment requiring consultative or problem solving solutions
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Sales campaigns that take 30 days to several years from initial contact to closure
Program
Overview
Overcoming Perceptions & Understanding Reality
Fledgling or struggling sales professionals require support and affirmation regarding their efforts. In most cases, this requires a straightforward discussion
on the perceptions and realities often associated with the sales profession. Reality based
affirmation fosters an enduring self confidence, the best staring point for establishing long term success.
What Every Representative Should Know
Don’t pick-up the phone, set-up a sales’ call or meet with prospects until you have a working knowledge of the basic information all sales representatives
need to know. This itemized list takes minutes to complete, but provides a lasting and vital impression for initiating communication with future
clients.
Objections
99% of all objections are based from perception. Perceptions can be changed with legitimate and rational alternatives if
presented in a reasoned and articulate manner. Coherent responses require preparation; therefore you can’t just wing it.
 Getting Started – making the Most of the Cold Call Interaction
Avoiding uncomfortable introductions and getting your message to prospects quickly and professionally. Qualifying opportunity and moving on to the
next step. Simply stated and executed when based on the simple principle of “Predicated Calling”.
Understanding the Forms of Communication
Knowing your product’s feature & benefit profile is a good start but isn’t nearly enough. Good communication skills
require listening, speaking and writing. It is essential to minimize the impact of non-verbal cues by avoiding the typical
pitfalls that can derail your message. Excellent communication secures client support and often represents an
external expression of an internal confidence.
Written Communication – Never Write the same Letter Twice
Written communication can be the great equalizer in leveling or improving your position on the playing field. Well-written correspondence whether in
the form of a letter, e-mail, text or direct message speaks volumes as to your level of professionalism and level of competency. However, written
communication has its limitations as well. Learning when to use it and how is the key to success.
Building Confidence
You cannot be a successful sales' professional unless you retain a genuine level of self-assurance and confidence. Confidence in
your ability, confidence in the products and services you provide and confidence in the organization you represent. Just how confident
and proficient are your sales personnel? A 5-minute candid assessment helps to quantify confidence and proficiency.
Leveraging Internet / E-mail – the “Gold Standard”
E-mail represents one of the most powerful forms of communication available to the sales representative. When used appropriately, it enables the
sender the ability to passively communicate directly with the intended recipient.
The question is how to acquire this information, when to use it, how to use it and how to avoid future legal issues associated with current and pending SPAM legislation.
Establishing an Identity in Your targeted Markets
Even if you fancy yourself as the best sales professional on the planet, you cannot engage within a complex sales campaign
as an industry outsider
or unknown commodity to your clients. To develop information and qualify opportunity in a non-intrusive way, SSA shares 5 situations that offer a
supportive incentive for establishing viability, rapport and voluntary dependence in your customer’s perception of your shared relationship.
Fundamental Selling Activities & Time Management
Avoiding distractions, staying organized and focused on the day to day objectives is the hardest part of today’s sales professional. How
much time should be focused on administrative, selling, prospecting and marketing? SSA provides realistic and achievable metrics that
serve in balancing time with the required activities necessary to develop and close new business opportunities.
Client Relationship Management (CRM)
CRM programs serve to assist companies in prioritizing their business focus towards establishing and building satisfying
customer relationships. When employed correctly, CRM changes the focal point of information collection and utilization
from company centric to client centric. SSA helps qualify the “key” information relevant to establishing, building
and maintaining your satisfying customer relationships.
Promoting Exclusivity & Value
How does an organization market and sell their portfolio to the industries served? It requires an in-depth review of the two-2 vital perspectives involved
in the process, yours and the prospects. What options are actually available to both parties? Without a product offering that promotes exclusivity
and value, you’re competing in a me-too environment.
Pragmatism & the Selling Cycle
SSA identifies three-3 basic selling strategies conditional to the inherent “sales cycle”. Whether the selling cycle is 30 days or
3 years, SSA provides key insights on where to focus sales and marketing efforts to maximize return.
Setting-up Formal & Informal Sales networks
It is improbable to consider that an individual sales person (or direct sales force) will be able to track, uncover and close all
relevant opportunities available in the market at a given time. Developed Sales Networks offer organizations the possibility to
maintain surveillance of market activity and opportunities the instant they develop.
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