Below is a sample agenda of how a 3-day Professional Sales Training program would flow. Following discussions with you and others on your team, we will modify the agenda to ensure the goals we decide on are achieved. Depending on the skill level of the team and the size of the need, we can also adjust the length of the sales seminar.

Prior to the sales training program, attendees will also receive a telephone call or an in-person meeting with me, Mark Hunter, to allow them to have any questions answered and to allow them to get to know me personally. We believe this is a key reason why our sales training seminars are so effective.

During the sales training program, the attendees will work from a personalized “Professional Selling Skills with The Sales Hunter Tool Kit” tailored to your company. This tool kit consists of a traditional 3-ring binder with the full program, a mini highlight deck they can use on-going and small reinforcement cards/aids. Additionally, each participant will receive a link to still more PSS / sales development material on the web.

In the weeks following the program, the attendees will receive a minimum of four additional sets of information to help reinforce the program and ensure the product launch is as successful as possible.

Finally, approximately 45 days after the sales training seminar, the participants will take an on-line assessment to provide you with the feedback and information you need to assess the true return on investment of the Professional Selling Skills Program.

Day 1: “Lead Your Customer”
Objective: Allow the participants to see how they can increase their level of success by leading their customer by pro-actively applying professional sales Training.

Modules:
Your company – What are we offering?
Selling “Vs” Buying
Your selling style
The role of the inside and outside sales person
Your sales model
Identifying prospects ‘Vs” suspects
Listening to the customer
Probing the customer
Separating the buyers from the influencers
Hierarchy of needs – Sales Need Triangle
Selling of benefits and not features

Day 2: “Removing Roadblocks….Building Your Sales”
Objective: Attendees will learn how to leverage the customer’s areas of pain and close them both profitably and timely.

Modules:
Crafting the presentation / establishing the sales timeline
Maximizing the customer’s pain
Selling to multiple buyers / multiple decision makers
Dealing with gatekeepers
Identifying the customers style
Dealing with objections
Closing the sale
Selling via Email and Voicemail
Managing your territory / accounts

Day 3: “Putting It All Together”
Objective: In the morning, the participants will learn how to deal with difficult customers and in the afternoon, they will put the entire sales training program together into a role-play and personalized action plan.

Modules:
Leveraging your sales resources
The financials of the transaction
Negotiating “Vs” selling
Overcoming timeline obstacles
Knowing when to walk away and when to stay
The body language of the sales call
Next steps after the sale
Videotaped Role-play
Personalized action plan