Sales Management Training Seminars that Provide Knowledge and Tools to Drive a Better Bottom Line
Too frequently, owners and Managers hire Sellers and then hope – really, really hope – that the new hire becomes a productive part of the Sales effort. Too frequently, the expectations for the new hire are way too high. Too frequently, the new hire’s real capabilities are a disappointment. How much sense does this scenario make? What can be done? And what can owners and managers do to bridge the gap?
The reality is that hiring Salespeople is a pain in the neck! Should I hire a “free agent” or develop from within? And, there are absolutely no guarantees. Adding or replacing Sellers causes disruption internally and externally. “Churn” is the enemy of a well-run Sales organization. Interestingly, I have found that often – perhaps too often – the people responsible for hiring Sellers may have little or no Sales experience at all. And, where does that leave us? So, those hiring decisions better be good ones.
Three (3) Hour Session
As a result of the Sell Like Hell Manager’s Training Session, Sales Managers will be able to:
Use six (6) techniques to realize immediate improvement in the their Sellers’ skill-set and Account Management.
Use five (5) questions that will enable Sellers to solve more of their problems by themselves.
Establish the skills and techniques their Sellers would possess in a “perfect world.”
Understand the “real world” skills and techniques their Sellers possess – and need to improve.
Determine the root of the problems experienced by their Sales staff.
Use SLH techniques to deal with staff issues and problems.
Understand and identify industry-specific objections and handle accordingly.
Provide constant reinforcement on a day-to-day basis.
Analyze the strengths and weaknesses of their Sellers and provide a “SLH Prescription” for each.
Enable their Sellers to get to “I’m not interested” as quickly as possible.
Lead by example.