Selling With “Style”:
Using the DISC Language to Communicate
Understanding the DISC language increases
sales call effectiveness and allows salespeople to
gain an understanding of their behavioral styles and
the styles of their potential prospects and clients.
Each participant will gain an understanding of how
they communicate, how they are perceived, how others
communicate, and how to communicate to those people.
The workshop includes an individual assessment for
each participant.
Topics covered during the workshop:
- Understanding behavioral styles and
how they influence each individual’s selling
abilities.
- How to increase sales through adaptability
– meeting the customer’s needs and winning
the sale.
- Identifying each customer’s
behavioral style and knowing how to use it to communicate
effectively.
- Strategies for adapting to each customer
and increasing your chances of closing the sale.
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Selling With Impact: The Power of
Understanding Personal Interests, Attitudes, and Values
(PIAV)
With an awareness of your employees’
personal value systems and how they shape their behavior,
you can develop new strategies to increase your sales
success. Simply changing the words you use in the
sales process can cause a tremendous and productive
reaction from buyers. Words are extremely powerful,
but unless you know what factors motivate each person,
your chances of choosing the correct words are slim.
In this workshop your salespeople will
learn to:
- Develop communication skills - open
the lines of communication so they can speak to
others with a language that will build long-term
relationships.
- Identify the six driving values and
the impact they have on the sales process.
- Understand how to use core values
to make a connection with another person.
- Develop selling skills using techniques
and strategies for communicating effectively with
those they interact with everyday.
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Qualifying, Prospecting and Cold
Calling Skills for Sales Professionals
Identifying your target customer is
crucial to the success of your business. A target
customer or target market is the group of people that
are most likely to purchase your product or service.
By understanding who these people are and what factors
they consider before making a purchase, you will be
able to effectively market your product or service
to meet their wants and needs.
This workshop will teach:
- How to qualify prospects using the
5 W’s - Who, Where, Why, What, and When.
- To identify the importance of prospecting
in terms of the overall sales cycle and of achieving
sales goals.
- To develop a plan for prospecting
and territory development.
- To conduct effective telephone calls
that qualify the prospect and gain agreement to
continue the sales cycle.
- To create a good prospecting plan
which is the key to success.
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Preparing and Executing Successful
Presentations
The sales presentation is your salespeople’s
chance to show and tell, but it's not all show and
tell. They also need to think strategically about
the customer's buying process and his/her needs, your
competitors' offerings and why your solution is best.
This session teaches salespeople how to be powerful
communicators and presenters. It also teaches them
how to convey the unique selling features of their
products and services.
During this workshop participants will
learn:
- How to adapt their presentation style
to those they are presenting to.
- Techniques and skills for verbal
and written presentations.
- The components of a successful sales
presentation.
- To plan and deliver a personalized
and focused sales presentation.
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Successful Negotiation Strategies
Discover a pragmatic negotiation process
that allows salespeople at every level to deal with
the kinds of complex problems they face every day.
"Mutual Gains Negotiation" will help participants
achieve better day-to-day outcomes, become more proficient
in long-term decision-making and enhance their selling
skills. In this workshop salespeople will discover
how to effectively use negotiation strategies and
how to maximize their own negotiation styles to produce
better outcomes.
During this workshop participants will
learn:
- How to set the stage for productive
negotiations.
- To negotiate better outcomes by building
successful relationships.
- An approach to dealing with obstacles
and complicating factors in a negotiation.
- How to apply proven negotiation
strategies.
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Closing the Sale With “Style”
You can’t be a success if you
don’t get the order. In this session, participants
will learn why people buy, how to turn an objection
into a benefit, and how to decipher the true meaning
of a customer’s response. They will also discover
creative ways to frame the benefits of their products
or services during the close. Participants will also
enhance their selling style with sales dialogue exercises
and techniques for closing.
Participants will also learn:
- Why people buy.
- The importance of knowing your product
or service.
- To be creative in explaining what
your products/services can do for your customer.
- To understand responses and what
they really mean.
- How to answer an objection and turn
it into a sales benefit.
- About “prospect resistance”
and how to handle it with style.
- Their personal selling strengths
and weaknesses – and how to use them.
- The proper use of sample cold-calling
scripts.
- Sales dialogue exercises.
- Techniques for closing success.
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Increase Personal Productivity and
the Quality of Your Life With the Time Management
Workshop
In the business environment there are
often conflicting priorities. One way to reduce this
conflict is to develop a corporate culture of effective
time management, improved communication, increased
teamwork, and personal satisfaction. As more individuals
throughout your organization are trained in these
techniques of effective time management, you’ll
find dramatic improvements in overall productivity.
Managers will begin to better manage their own time
and respect the time of others. Participants will
learn how to:
- Plan their day for maximum
efficiency
- Stop procrastinating and get
everything done
- Prepare for meetings so they
accomplish the meeting’s purpose
- Handle paperwork in the best
and most effective manner possible
- Use e-mail as an effective
tool instead of a constant interruption
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