The Track Selling System

Selling today has many new challenges.It requires the most contemporary and most professional selling skills available.Sales people must be able to differentiate themselves in a crowded profession of selling.It is essential they increase sales without succumbing to the pressure of lowering their price.

The reality is that all those who communicate with customers either sell or un-sell their company.Companies today are becoming increasingly aware that all employees play an important role in the customer satisfaction process.

Jason Kleid will share proven, principles, process and techniques in selling and communication which will enhance and optimize communication at every level increasing job performance and the bottom line.

Some of the subjects we will be addressing are:

• The attributes of a successful salesperson
• Woven through the entire program is the value and importance of planning
  
• Exploration of “why people buy” and “how people buy”
• Examination of the five decisions that must be made by a prospect prior to the decision to buy followed by an examination of the techniques that a salesperson must use to prompt the decisions to be made
• How to motivate the prospect to want to hear the salesperson’s presentation
• A structured approach to selling that assures a salesperson’s ability to stay on track.
• Understanding that the prospective contributor’s needs mean more sales
• How to maximize sales
• A simple, low pressure, yet persuasive method to closing the sale
• Positive and effective method of handling objections
• Building relationships to build sales

 

Jason will share a selling procedure that takes the mystery out of selling for management and salespeople.Remember, “When selling becomes a procedure, it ceases to be a problem.When it is not a procedure, it will always be a problem.”This is a procedure that will allow managers to manage skills and techniques and not personalities.

Bottom line:long-term motivation for improved results.

Track Selling System Course outline – First Day

First Day: 8:00 am – 5:00pm

Keys to Professional Selling

• Pyramid Of Success
• How Interest and Attitude influences how we sell
• How and why to continue building a professional sales career
• How Energy, Method results in Success
• Defining the professional salesperson
• Five Buying Decisions and their precise order an exploration of How people buy

Scientific Selling

• The “TRACK” – Seven steps to the sale
• The importance of rapport in relationship selling and how to develop it
• Importance of physical appearance in the sales process
• Attitude of the salesperson and its effect on sales
• The sales cycle and how to work it
• Tangible vs. Intangible sales

Steps One and Two: Approach and Qualification

• Motivation – An exploration of Why people buy
• Non-verbal communication signals and impact
• Seven ways to improve your people to people effectiveness
• We are in the people business
• The importance of rapport
• Active Listening – the untaught skill
• Three Rules Of Communication
• The importance of Qualification and the Art Of Developing and asking the right type of questions
• Questioning techniques: Kinds, Types and when to use
• Telling is not selling

Step Three: Agreement on Need – Understanding your prospect’s unique situation

• Assuring your understanding of what the prospect’s/client’s needs means more sales
• A step that is the difference between success and failure in selling
• Introducing the Sales Plan
• Individual development of the “Track Dialogue”
• Role-play

Today’s Most Important Idea

End of first day.

Track Selling System Course Outline – Second Day

Second Day: 8:00 am – 5:00pm

Review of Day One

• Things to Remember
• Questions, Comments and Observations
• Review of home-fun

Step Four: Sell the Company

• Understanding the psychology of why they should do business with your company
• What your prospects needs to know about your company
• How to Sell the Company
• Use of visuals and their importance to communication: How, when, and why

Step Five: Fill the Need

• Describing your product or service: Features, benefits and reaction questions
• Translating features into benefits
• How to keep the prospect engaged
• Selling intangibles
• How to get your price without ‘giving away the store’

Step Six: Closing the Sale “Act of Commitment”

• A low-pressure highly effective procedure for closing the sale or getting the act of commitment
• A new way of handling objections positively and effectively

Step Seven: Preventing Buyers Remorse – Cement the Sale

• Techniques preventing buyers remorse and keeping the sale sold
• Principles and Concepts of tactical and strategic actions that contribute to success
• Identifying next steps
• Full role-play

Today’s Most Important Idea

Most Important Idea Overall