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The following is a list of sales training programs available from McCann Motivations. These sessions can be mixed and matched to apply to any specific organization. The programs are informative and lively.
The following topics are available:
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 “Top-Down” Selling
Basic Selling Skills
Selling Key Target Accounts
Sales Training for Customer Service Representatives
Successful New Product Launches
Enhancing Oral Presentation Skills
Time Management
Improving Negotiating Skills
Understanding Other People
Accepting Change
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Each of these programs can be conducted individually, or combined with any of the other programs listed above. |
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Sales people today should be calling on larger accounts with larger profit potential. Too many sales representatives, from too many companies, call on small to medium sized accounts and spend their entire life in that account calling on the purchasing department. They have never been taught how to find, penetrate and close the larger, more profitable accounts and to sell that account from the Top-Down.
This program provides methods and ideas that can be put to work the very next day that they return to their territories. We cover:
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 Prospecting techniques to find key accounts,
Buying levels within our accounts,
Building trust with all levels of a major account,
Professional methods to approach these buyers,
Professional phone etiquette,
Using the “gatekeeper” to get to the decision makers,
Buying influences within the account and why each is so important
to the ultimate sale,
Conducting the sales interview with Mr. or Ms. BIG,
Professional needs assessment interviews,
Presenting your solutions to decision makers and demonstrating
your product,
Closing the sale,
Managing the account after the sale,
Managing your territory to grow your business
Best sales call – “Take your Number One customer to lunch!”
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This program is packed with needed information for any sales person selling in today’s competitive markets. With this program, you will set yourself apart from your competition. If time allows, we can also conduct role-plays to put into action the material that we cover in the classroom session. These role plays can be video taped as well.
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Any sales organization can benefit from a program like this because several important areas of selling are reviewed. During our session we cover selling skills, listening and questioning techniques. Role-playing is used to bring all areas of training together at the end of the session. |
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Topics include:
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Steps to a $ale |
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Greeting, Warm-up, Qualification, Commitment, Presentation, Close
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Developing Customer Needs |
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Customer Needs Analysis:
Improving Questioning Techniques
Questions we WANT and NEED to ask
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Improving Listening Skills |
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How to demonstrate to customers that we are great listeners
We need to be able to answer W.I.F.M. for the customer
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Making a Professional Sales Presentation |
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Benefit Selling vs Feature Selling
Determining a Buyer’s Personality
How to sell to each buyers’ personality
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Handling Objections |
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Product or Service Objection (customer still has doubts)
Postponement Objections (customer puts off making decision)
Price Objection (customer may use price to prevent having to buy)
Personal Objection (customer has had a problem with your company in the past)
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Closing the Sale |
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Role-Plays (can be videotaped) |
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Group role-play scenario
Individual Role Plays
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These sessions are structured to specific sales occupations and markets. The role-plays are real selling situations using sales management in buying roles to allow sales people to practice techniques learned in the classroom sessions. We have fun and the sales force is provided an opportunity to sharpen their selling skills.
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Selling Key Target Accounts is different than selling smaller customers. Key Target Accounts are usually larger in size and business potential. They are a more complex sale and have many more buyers involved in the decision process. Selling techniques used to close smaller accounts will not produce similar results with these larger prospects.
Each participant comes to the first class with the name of a Target Account that has potential for large dollar volume sales annually. During our program the sales representatives will build a target profile of their account and determine a game plan to sell this valuable business prospect.
Classroom sessions cover the following topics on Key Target Account Selling:
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Getting to the Key Account customer |
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Researching the Prospective Customer
Business Letter Writing – Getting to the Right Buyer
Telephone Techniques for Sales Appointments
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Customer Needs Analysis |
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Levels of Account Management
Questioning Techniques – the SPIN Selling method
Determining Customer Needs and Problems
Building on Customer’s Problem Implications
Being a Good Listener
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Key Target Account Management |
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Buying Roles Within the Account
Buyer Personality Styles – Building Rapport with Buyers
Building a Workable Account Profile
Developing an Account Business Plan
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Closing the Sale |
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Presenting a Solution
Handling Sales Objections
Building a Win-Win Proposition through professional negotiations
What If I Lose the Sale?
Obtaining referrals following the sale
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Sales Training for Customer Service Representatives
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Most companies today have a group of people who man the telephones and serve their employers in the capacity of Customer Service Representatives. These people will conduct many valuable services for their employer, from answering customer questions to solving customer problems, to processing incoming orders. Our program teaches CSR’s to sell product to customers on every incoming phone call.
During our sales training program we will teach Customer Service Representatives (CSR’s) the following: |
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Selling incremental increases in new business to Inbound-calling customers
How to feel more comfortable in dealing with customers in a selling role as a CSR
What customers look for in sales people
Three ways to communicate – listen, ask questions and make statements
Questioning techniques – questions that help to sell
Developing a customer needs analysis approach on the phone
Uncovering customer problems and proposing reliable solutions
Feature vs Benefit selling
How every incoming problem call is really a sale waiting to happen
“Soft” closing techniques
Most common selling mistakes and how to prevent them, and
The secret to customer satisfaction.
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During our program we will have opportunities for role-plays and demonstrations that will highlight key points brought out during our session. We will also review phone etiquette as it applies to using the telephone in selling. This session can be structured for either a half-day or an entire day program depending upon company requirements.
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SUCCESSFUL NEW PRODUCT LAUNCHES
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Sales meetings devoted to the launch of new products from manufacturers can be profitable meetings, provided the launch meeting proceeds successfully. There are some simple steps, which if followed, can dramatically increase the amount of new product sold.
Following the game plan outlined below will create a sales force directed to specific accounts where the new product – any new product - can and will solve customer problems. The result will not only be larger than normal sales at higher margins, but also higher than normal new product reorders at the end user level.
Here are the steps involved: |
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New product features and benefits are presented – emphasis on BENEFITS,
Customer problems that the new product will solve are detailed
How the new product will solve these customer problems is explained,
Potential customers who might have the above problems are listed by class of trade
Specific customers, by account name, within each class of trade are listed by each sales person
Specific buyers who might have these problems within each account are listed by name and title
A list of specific questions designed to bring a conversation around to uncovering customer’s problems are developed and listed.
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Sales meetings are important to each sales organization, and the time they utilize is valuable. These meetings should be able to generate new dollar sales for the organization in a professional, consultative manner. Each sales person will develop their own list of accounts, with specific buyers within each account, who might have the problems brought out during the sales meeting. Sales management can then obtain a copy of these lists for future follow up after the meeting.
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ENHANCING ORAL PRESENTATION SKILLS
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Speaking in public is one of the most difficult things for many people to do. Some people consider the fear of public speaking to be worse than the fear of snakes and even the fear of death.
This seminar is designed to provide an opportunity to polish one’s speaking ability in front of peers, which some people feel is more difficult than speaking in front of buyers. The sessions can be video taped and the group will critique each presentation.
We cover the following material during the seminar: |
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Expressing ideas effectively,
Types of presentations – planned and impromptu,
The F A S T Technique – Focus, Amplify, Specify, and Tie Up,
Four steps to overcoming stage fright,
Learning relaxation techniques,
Methods of presentation – informative and persuasive,
Organizing your presentation,
Using handouts
Using audio visual assistance.
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Upon completion of this program, each participant will have given two presentations to the group. There will be marked improvement shown with each individual upon completion. If they can improve in front of their peers, and everyone does with this program, then they will show marked improvement when giving presentations to their buyers during sales calls. Self esteem and personal confidence automatically improve as well.
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After all the books that have been written on the subjects, it seems that managing our time is still a major problem in this fast-paced world of today. This seminar is intended to review the causes of our time management problems with suggestions for how to solve these problems, along with ideas to prevent them from recurring.
We will discuss the following topics and areas of concern: |
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The real causes of our time management problems
“Self-management,” not time management
Benefits of better time management
How productivity increases dramatically just by managing ourselves
Organizing our sales territories
Planning our day
Balancing personal as well as business goals
Putting the 80/20 Rule to work in our territories
How to really use a “To Do” list.
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We will discuss solutions to the biggest Time Wasters in our lives, such as:
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Managing by crisis
Telephone interruptions
Personal disorganization
Determining the best use of our time – right this minute
The inability to say “No!” and more.
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We will wrap up our session by developing a personal action plan for ourselves. This will help us in getting organized quickly when we return to our offices. Our program will be fun, but also extremely useful. Participants will leave with many ideas to help organize their lives at work and at home. We will use an open format so that everyone will be able to ask questions as we move through the material.
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NEGOTIATING SKILLS for SALES PEOPLE
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This seminar will sharpen the skills of sales people when it comes to their personal negotiating in any selling situation. Your sales people will benefit from this program by learning a Win-Win approach with their customers. Our topics include areas of discussion including:
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Negotiating defined as “Getting what you want or need, but making the other person feel that they have won!”
Negotiating tactics used by others – and how to deal with each
Rules for Win-Win negotiating
Three keys to negotiations – information, time and power
Negotiating methods based on personality styles
How to improve negotiating with each personality style
The importance of body language in negotiating
Testing non verbal reading skills
Negotiations and seating
Hidden meanings in conversations
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This program is fun, but also very important. Everyone can benefit, from the person about to buy a car, to the sales person about to close a Key Target Account.
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UNDERSTANDING OTHER PEOPLE
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Each of us has a set of personality patterns that make up our behavior. These patterns express themselves in our actions and in the way we interact with others. Knowing how buyers look at their world will help us in selling them more easily.
In sales, we say: “If you look through Jim Jones’ eyes, then you sell what Jim Jones buys.” This seminar reviews how different buyer personalities react during the sales process and will cover the following areas:
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How personalities affect personal behavior
How and why we behave as we do
Take a personality quiz - determining your own personality
Your personality is reflected in the way you think about sales, about other people, and how you solve problems
How and when to modify our own behavior to become more effective in dealing with others around us
Knowing the other person’s personality will improve
communications and our ability to sell to many different buyers
Building rapport with different buyer styles
The predictability of behavior based upon knowing four different personality styles
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This program is fun and very useful in selling situations, as well as at home and in social settings. We will discuss how to tailor our sales presentation to the way a buyer wants to be sold.
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This program is for anyone and covers the various aspects of change today and its effects on each of us. During the program there will be discussions centering on:
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Why change is a necessary part of life - both business and personal life
Handling the effects of change
Learning how to cope with change
The death of our old ways, means the birth of opportunities
“Ready, fire, aim!”
“We need to make our mistakes faster!”
Living outside “the box”
Predicting the future by creating it!
The secrets to survive in today’s rapidly changing world
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This is an important seminar, in light of the changes occurring today. The discussion is non-threatening with lots of opportunities for questions and answers from the audience.
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John’s experience is grounded in the real world of business. In his presentations, he shares proven solutions and strategies he developed while working with major companies across the country. He has sold product to end user customers through distribution channels as well as direct channels, so he has sales experience from which to draw.
Following seven years in the insurance business, John began his career with Johnson Wax in 1979 as Territory Manager. Three years later, he was promoted to Field Training Manager where he developed motivational and product-use seminars for customers and distributor sales forces.
John has conducted successful seminars and training programs for Johnson Wax Professional, Ace Hardware, Shurtape Technologies, Fuller Brush Company, US Airways, Windsor Industries, Marietta Corporation, and Clemson University. His work has taken him to Canada, Australia and New Zealand.
In 1998, John left Johnson Wax to start his own sales training consulting company, called McCann Motivations. He travels extensively as a conference speaker, lecturer and trainer. His first love is motivation, a topic he has addressed in many national publications.
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