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	Phase 2 | INTERPERSONAL SELLING:
	'Navigating the face-to-face sales process'

Do you need this Phase?


The Quick Quiz:

• How many more sales would be possible if your sales reps overcame their reluctance or ineffectiveness at dealing with cold calling?
• What would be the return on your marketing investment if your sales reps could triple their ability to convert initial customer interest to sales?
• How many sales are lost because your sale reps are not effective at converting the features of your products/services into compelling customer value propositions?
• How many of your potential customers went elsewhere because they perceived your reps to be more centred on their need to sell than on the customer’s buying requirements ?

This offering is designed to help sales professionals and sales managers, in the face-to-face sales environment, achieve significant advancement in levels of sales effectiveness and efficiency. Participants, through using our unique virtual sales call role plays, move through all aspects of face-to-face selling from the initial prospecting cold call to developing rapport, using the six-pack impact model for need development, harnessing the resistance of the four types of objections, and presenting compelling value propositions to gain commitment.

How comfortable are your sales reps at making cold calls – and more importantly – how effective are they whenever they initiate these calls. A sales professional, like any other profession, requires the steps to use with a prospect that will ensure the highest return on the investment of their time. This also ensures that the return on your marketing investment, in terms of converting leads to customers, is maximized.

After the two-day seminar, we guarantee that you will have the confidence and competence to:

• Operate from 'Best Practices' conscious skills rather than just from patterned selling habits;
• Demonstrate the four critical components to dramatically increase their cold call to appointment ratio;
• Build credibility, trust and rapport with every buyer, every time;
• Build the customer's buying vision that only you can solve;
• Demonstrate how to handle the four types of objections through harnessing the customer’s buying resistance;
• Present compelling value propositions.

	Phase 1 | TYPES N' TACTICS
	Phase 2 | INTERPERSONAL SELLING
	Phase 3 | ENTERPRISE SELLING