Master the art of Sales Management
Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, Chase Bank, Airborne Express, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies.
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Overview - Sales management importance
Sales management training strengthens any leadership team by giving managers the tools they need to improve and reinforce the sales calling skills learned by their employees. Though the purpose of sales training programs is to inspire people to motivate themselves in areas such as telesales, cold calling and upselling, success is actually more likely when sales motivational tips and techniques for the management team are incorporated into the sales coaching program.
As one of the most trustworthy sales motivational speakers in the business coaching industry, I approach the role of sales manager as an “in-between” job. Often, individuals in these roles are the only thing standing between a salesperson and his or her motivation. For example, if a manager accepts excuses for not doing well with telesales or up-selling, they may be inadvertently setting an overall tone of leniency around the office, where it will look like the manager does not expect much from the team. As a result, sales motivational training programs need to include helpful topics and practical techniques that the sales team can make use of at any given opportunity.
“This class will offer participants a practical guide on how to maintain an accurate pipeline, set appointments and close sales in less time,” he said. “You will get more out of this program in one hour, than you could imagine. After 40 years in the field, I have the answers, the advice and the books that make sales work for anyone who is sincere in their desire to succeed.”
Anyone can sell if they have the interest in doing it, according to Mr. Schiffman. This training session will help people gain confidence in their abilities which, in turn, will help their final outcome
“In sales, you need to stay focused on the bigger goal and become persistent and consistent in what you do every day,” he said.
The philosophy of ABC selling
• Introduction and welcome
• Understanding the philosophy of selling
• What are your ratios?
• Is selling a numbers game?
• The professional sales person
• Thinking like a professional
• How to predict your success: Prospect Management System
The ABC conversation
• How to handle the difficult sale
• Handling difficult objections and responses in the sale
• Turn around every objection
• Opening and controlling the sales conversation
• The best question to ask and how to ask it
• The secrets of good questioning
• The key four steps in cold call for an appointment
Always Be Closing
• Making a great presentation
• Recommendations vs. proposals
• Knowing when and how to close the deal
• Closing, closing and more about closing
25 tips for Always Be Closing
• 25 key tips for more sales
• Motivate and reinvent yourself to success
Who Will Benefit
CEO & Leadership
What You Get
Live Q&A Session with the Speaker
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