PRINCIPLES OF SALES MASTERY (3 days)

The Principles of Sales Mastery is a six-module, three-day training program designed to give salespeople the skills, concepts and process to be more effective at consultative selling.  

To hear a 7 minute Sales Mastery Audio Summary click here

1. Understanding social styles - 3 hours

•  Identifying Your Style and Your Style Preferences

•  How to Identify the Style of Your Prospects

• Accommodating Each Style for Rapport, Fact- finding, 
   Presenting and Dealing with Objections

2. Listening Beyond Hearing - 3 hours

•  Maintaining Climates of Acceptance

•  Four Levels of Listening

•  Barriers to Listening

3. Exploratory Questioning - 9 hours

•  A Questioning Methodology - Defining the Need Gap

•  Asking Problem, Implication & Payoff Questions

•  Creating "crowbar questions" that position differentiating features

4. Presenting Solutions - 3 hours

•  A Presentation Model

•  Getting Buy-in with Confirming Questions

•  Customizing Power Point Presentations

5. Getting Commitment - 2 hours

•  Getting Incremental Commitments Throughout the Sales Process

•  Getting Commitment in Small Sales versus Large Sales

•  Three Steps to Closing

6. Resolving objections - 2 hours

•  Factors that Cause Objections

•  Identifying the Hidden Agenda - An Objection Model

•  Positioning "Value" Against Price Objections

"Thank you for a job well done in the fifty-six seminars you conducted for our sales reps. Many customers are commenting that our salespeople are better at listening to, and addressing their needs. We have increased sales by 30% each year for the last three years. I give Al Patey and Paradigm Training due credit for some of this improvement. The desired results are coming in and your sales training is one of the key reasons."
Lorne Lacey - General Manager, Human Resources
MacMillan Bloedel Building Materials

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