The Sales Performance Edge 

Why Sales Training is Critical

The challenges faced by sales professionals today are tougher and more numerous than ever. Not only do sales professionals need to worry about doing more in less time, but they also need to differentiate themselves from every other salesperson.

Sales is a quality game more than a quantity game. Activity for the sake of activity will result in sales professionals having poor calls or meetings and becoming burned out. If sales professionals have a poor approach or one that could be more successful, then they are wasting time and missing out on potential opportunities.

Today’s customer is more knowledgeable than ever, which makes the role the salesperson must play much more important. Ensuring the salesperson is equipped to sell to today’s customers requires them to be competent in a wide range of selling skills. The cost to a company of having even one sales call or meeting go bad is simply not acceptable. Every sales call or meeting must be well executed for the salesperson and their company to succeed.

Our Program

Development Associates USA celebrates over 27 years in business by continuing to offer cost-effective innovative training programs. We have researched and developed The Sales Performance Edge©, a pioneering sales program that provides sales professionals the tools to identify new opportunities and uncover unmet needs. This program will help sales professionals identify the things they can do to earn favor in the prospect’s mind and examine what things hamper their sales.

We help our clients drive sustainable revenue and earnings growth by improving their overall sales performance. The Sales Performance Edge©, will create a measurable performance change.

With us, training is not an event, it is a process. Our consultant guides participants through a series of workshops containing specific tools designed for immediate implementation. Participants benefit from interactive group discussions and coaching. Succession coaching is included in the program to reinforce and aid the perpetuation of the program.

Each Program is Customized

We assess your organization’s needs and develop a customized sales performance improvement and coaching program that drives real business results.

Before the program commences, our consultant will conference with both company leadership and the participant to understand the company’s culture, needs, constraints, performance standards, goals and any other issues that affect productivity.

We conduct on-site training sessions to cover Sales Performance Edge© skills applied specifically to leverage your company’s strengths and opportunities.

The training will be interactive, bottom-line effective and content-rich, as well as motivational and entertaining.

Follow Up

Unlike most training programs, we believe in follow-up coaching to insure the desired skills and behaviors are practiced by the participants until they become habits. Our consultant conferences with your company once a month for three months following training to coach and support the Sales Performance Edge© process.
 

PROGRAM OVERVIEW

How Prospects are Motivated in Different Ways
   • How are you positioning the benefits?
   • How are most benefits positioned?
   • Are you missing out on a whole other set of benefits?

Roadblock to Productive Sales Conversations
   • How a common response, the contrarian response, can ruin a conversation
   • How the contrarian response occurs in greetings
   • How the contrarian response occurs in cold calls
   • How to combat the contrarian response
   • The most common way salespeople fall into a communication trap
   • What’s wrong with the “I know" response

Utilizing the Herd Mentality
   • How the it affects the purchase decision
   • How to use it to your advantage in your sales approach
   • How to utilize it with references
   • How to use it to respond to objections

Piquing Interest
   • How to leverage your call
   • How to set yourself apart
   • Leveraging endorsements and references
   • How to pique interest via phone message
   • How to leverage an email
   • The true objective of an email

Developing Needs and Presenting your Solution
   • How to transform passive needs to active needs
   • How best to communicate what you do and how you do it
   • Introduction of a sales conversation
   • Transitioning from the opening to questioning
   • How to diagnose the situation
   • How to probe for problems, concerns, desires, etc.
   • What kind of questions do you ask to build urgency
   • How to focus the customer’s attention on the solution rather than the problem
   • How to effectively present your solution

Obtaining the Commitment
   • Why not to focus on closing techniques
   • The key to obtaining a commitment
   • Dividing the outcomes of a sales conversation
   • Which closing outcomes are considered a success and which are a failure
   • When to schedule a follow up meeting

Preventing and Handling Objections
   • How to prevent objections
   • How to get the prospect to open up and share the whole story, including bad 
     news
   • How to handle and address an objection
   • How to use testimonial letters to respond to objections
   • How to get clients to write testimonial letters
   • The power behind testimonial letters
   • How to handle price objections

Sales Presentation
   • How to open a sales presentation
   • Discussing needs
   • How to offer your solution through a high level opener
   • How to sell your solution
   • How to handle questions and concerns
   • A simple close

The Keys to Networking
   • Why networking is the most referenced and seldom actualized activities 
   • What personal questions to ask
   • How to present who you are and what you do
   • What professional questions to ask
   • What one key question to ask someone to form a networking relationship
   • The key to meeting other people at networking events
   • How to follow up with a new contact
   • The best way to get referrals
   • A method for providing referrals to others that many businesses overlook

Referrals – A Sales Half Sold
   • Who you should ask?
   • What should you ask?
   • How to respond to the referral
   • How to follow up with a referral source