Public and in-house sales training courses and seminars by Walt Slaughter Associates

An intensive introduction into the art and science of successful selling that can be customized and delivered from one day to four day formats depending upon needs.

All training is interactive and integrates lecture, individual and team exercises and role playing.

COLD CALLING SAMPLE AGENDA

Rethinking the way you sell; stretching your comfort zone
Call reluctance: causes and cures

Five marketplace realties and how to make them work for you
Selling traps and how to avoid them
Selling as a linked, logical and sequential process
Why qualify prospects? Who is a qualified prospect?

Selling clichés and why they work
The dos and don’ts of prospecting by phone
How to get your calls taken
How to triumph over voicemail obstacles
Pipeline management: why you live or die by it
Why 85% or more of all sales calls are wasted

The mindset, methodology and metrics of cold calling
The most closely-guarded secret in selling today
Role playing exercises
Unique selling challenges – Group Q&A

NETWORKING and REFERRAL PROSPECTING SAMPLE AGENDA

Opening doors to very prospective client or customer
Getting instant opt-in by decision-makers
Using “forward” and “backward” techniques
How to earn trust instantly and avoid the MSMD Syndrome
Managing time and priorities productively

Opening doors to very prospective client or customer
Getting instant opt-in by decision-makers
Using “forward” and “backward” techniques
How to earn trust instantly and avoid the MSMD Syndrome
Managing time and priorities productively

Constructing and refining your questions
When and how to ask for referrals
How to outsell your competition with three questions
Role playing exercises
Unique selling challenges – Group Q&A

VALUE SELLING SAMPLE AGENDA

How to earn trust instantly and avoid the MSMD Syndrome
Presenting solutions, not services
How to avoid discussing price prematurely
Tips for introducing price
Recognizing buying signals
Anticipating objections in your presentation

How to compete upon value, not price
How to close business more comfortably, confidently and credibly
The only “close” you need
How to answer the “high price” objection
Two-minute team drills
Role playing exercises
Other objections. Group Q&A

CREATING CUSTOMER COMMITMENT SAMPLE AGENDA

How to bullet-proof your customer base
Why meeting customers’ needs is no longer enough
Reminding your customers of the value you are creating for them
Selling deeper and broader into your accounts
Increasing your profitability
Role playing exercises
Other objections. Group Q&A

Review of all training modules
Discussion of group’s experience to date
Isolating and troubleshooting problems