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Sales Training
START Marketing offers customized sales training that includes development of a sales process for each client's specific business and target markets. To maximize effectiveness, we strongly recommend the development of a strategic marketing plan before initiating sales training. In the case where a client already has a marketing plan in place, we may offer the sales training on its own.
Sales training includes:
*Understanding of the importance and benefits of selling; both to the business and the individual doing the selling itself.
*Review of the business' target markets, specific needs of each group, and how to prove that your business can meet their needs.
*Identification of the information that must be gathered before the first sales contact is made, and places and methods to gather research and find new leads.
*How to prepare an introduction and initial questions for the first phone call to the prospect....including custom writing of introduction and phrasing/sequencing of questions.
Includes how to wrap up the call and suggest a meeting.
*How to use voicemail effectively; including custom writing of several sequenced voicemail messages.
*How to prepare for the initial sales meeting, i.e. How to start the meeting, what to cover in the meeting, and how to handle objections This is built into a meeting format specific to your business.
*What to do after the meeting...and stay on track of to do items resulting from meetings.
*What to do in second meeting, subsequent meetings. Creative ways to handle mistakes.
*Image and Appearance guidelines, such as what to wear for meetings, and tips on dressing appropriately.
*Live practice with cold calling is done one on one....the salesperson researches actual leads, and we will assist in prepping the calls, and role playing the calls. We then have the salesperson actually place the actual cold calls, and then give feedback on style and substance of the calls. This ensures the learning has been absorbed, transferring theory into practical application very quickly!
*Tracking clients, and setting sales expectations ....how many calls/meeting should be made? What sort of sales results can be expected?
Cost of Custom Sales Training:
$1600 for development of custom program, and materials, and sales manual for the business. Costs to deliver the training range from $500 each (based on a group of 5) to $2400 (group of one). Maximum recommended group size is 5 persons. Course delivery duration is approximately 3 half days, with space in-between where trainees are expected to research and prepare their own leads for real cold calling practice.
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