Foundations
High Performance Sales SeriesThe key to high performance sales is understanding what questions to ask, in which order, that lead you to the desired outcome. This development session will help your sales team create the ideal path to take your prospects down for the eventual sale.
“When you can articulate someone’s problem better than they can, they will naturally believe you have the solution.”
Sales
It is often said that nothing happens until something is sold. The sales game is equal parts mental, emotional, activity, preparation, and strategy. In the high performance sales series we do a deep dive into each category to help your team WIN the deals they’re targeting.
Whether your sales team is full of rookies or senior level sales experts, the Renzo Experience High Performance Sales Series will impact their sales success and improve the bottom line. We do this by accentuating the process that your most successful salespeople are using, along with enhancing the questions that are asked, and the ability to deliver the message in a way your prospects most want.
The High Performance Sales Series is ideal for companies that are looking to refocus their teams on the way sales are closed, how prospects are targeted, and a re-commitment to best practices.
After going through The Renzo Experience, your sales people will have be well-versed in the following:
The Sales Process
Creating a buying atmosphere is critical and that starts at the very beginning of your prospect interactions.
You’ll learn how to create absolute clarity in each phase of the sales process, with corresponding questions to validate that the prospect is either with you or not. You’ll come to understand how the decisions are made by different individuals and use that information to your advantage.
Ensuring the Right Sales Activity
By doing some introspection into your current activities, you’ll begin planning your days and weeks with a level of priority you may have lost over the years.
When focused on high priority activities and managing your pipeline to get the best results, you’ll see your time effectiveness compound exponentially.
Presenting Solutions and Closing the Sale
The critical step that many sales people make is creating a unique and personal solution to the problem that the prospect has revealed.
This comes through very intentional question asking (discovery) and building a case to which the prospect can’t possibly object. When it comes time to close the sale, it will be a very natural process of the prospect buying instead of you selling.
The Renzo Experience
SESSION ONE: OVERVIEW OF THE SALES PROCESS
- Creating the “buy” at the beginning of your relationship building
- Learning how to open the sale so that you can close it as well
- Ensuring clarity with the prospect to continually move the sale forward
- Understanding and leveraging different buying styles
SESSION TWO: ENSURING THE RIGHT SALES ACTIVITY
- Prioritizing activities on a daily and weekly basis
- Defining the results you’re after – setting objectives
- Managing your pipeline for maximum results
- Holding yourself (and others) accountable
SESSION THREE: EFFECTIVE DISCOVERY
- Asking the right questions in the right order (Discovery stacking)
- Engaging your prospects and customers effectively
- Capitalizing on information gathered
- Clarifying questions for deeper understanding
SESSION FOUR: PRESENTING SOLUTIONS/OVERCOMING OBJECTIONS
- Personalizing each solution based on answers
- Being proactive with top objections
- Clarifying real versus smoke-screen objections
- Identifying the decision makers and securing commitment
SESSION FIVE: PUTTING IT ALL TOGETHER
- The Action Plan for yourself and your team
- Making this a part of your company’s DNA
- Setting goals and ensuring results
- Daily habits to install for ultimate success
Testimonial
“Working with The Carden Group has been a fantastic experience. We finished with our best sales year and highest earnings ever. Thank you again for your guidance and mostly your friendship. ”
-Dale Housh, Lockridge Inc
Get In Touch
(800) 209-6330
PO Box 693
Jefferson City, MO 65102
Offices in Jefferson City, MO,
Des Moines, IA & San Diego, CA