Course Description: Our words greatly influence the course of our life—from our relationships to our career. Words are powerful! What we say counts and how we deliver them is vital. When we are careful with what we say and….. how we say it, we can make a difference and turn what could be a negative situation into a more positive outcome! You can use this information in this course, not only in the workplace, but at home with your family and friends. When it comes to prospecting or handling customers you only have your words, so why not make them count and more effective to help win over those you are in contact with!

Skills you will learn

 You will learn words that are negative and irritating to your listeners
 Alternative words are given to help you change what you say with a more positive and proactive approach
List of words are provided that are reactive and proactive
 Understand that your words matter and what you say makes a difference in the outcome
 Learn to create a more interesting way to communicate
 Incorporate selling statements with your words
A list of phrases will help you create interest in your listeners
 What words are Emotion Impact, what words influence Negative Reactions, and what words best describe Positive Qualities?
 A list of words is included that loses its power and confidence in you and words to replace them that create positive reactions and interaction with your listener
 Action Verbs are provided designed for Marketing, Sales, Accounting and Finance, along with Power Words from A to Z!

Course Description: For years companies have concentrated their outbound calling efforts by conducting a one-call close. Today, due to the inundation of outbound calls, not only is it necessary to approach prospects differently, it’s equally important to slow down the selling process. To accomplish this, you may need to conduct a two-call close.
Remember, you don’t always have to win your prospect over on the first call.
When being approached for the first time, your prospect wants to know who you are, what company you represent and how you got their name. You will also need to respect their time and give them the purpose of your call. With a better understanding of what your prospect wants, this training will teach you the first four steps of the 12 Step platform that satisfies their need to know.

Skills you will learn

 Understand what happens in the first 20 seconds of an outbound call
 Steps that give you greater control enabling you to get to the heart of your presentation
 Have greater confidence when you enter into your selling step
 Gain attention from your prospect in the first 20 seconds
 Overcome your prospect’s resistance before they occur
 Overall techniques designed to improve your overall calling experience

Course Description: In the previous training, Module 5, The First 20 Seconds of Your Presentation, this was extremely vital for you to conduct an effective presentation. In this training, you will learn the art of asking the right questions at the right time. You will know how to ask open-ended questions to help your prospect open up and share with you on a deeper level as opposed to asking close-ended questions that get you only a yes or a no response. When selling understand that it is not just promoting a product or a service, it is also selling an appointment or offering up to send your prospect more information. Therefore, asking the right questions will help you have an effective selling step

Skills you will learn

 You will learn what questions lead you into your selling step
 What at the Who -What -Where –Why-When -How -Explain -Describe and Share type of questions you should ask.
 Gain more positive and honest responses from your prospects
 Improve your chances of getting further into your presentation with the right questions
 What questions are best to qualify your prospect so you’re not wasting time
Learn how to establish what your prospects’ wants and needs are
 Find what will push your prospect’s “hot buttons”
 Learn how to create the need for what you’re offering that enables you to move forward into the remainder of your presentation
 Should you fail to create your prospect’s needs you will learn how to create a “deeper need” moving you forward in your presentation
 When you have made every attempt to ask the right questions, but unsuccessful, know how to close off properly to leave your prospect a positive impression about you and keep the door open for future opportunities

Course Description: During your Effective Probe training in Module 6, your prospect is actively answering your questions. Once you have completed probing, your prospect won’t remember exactly what they said. Therefore, in this training you will learn how to effectively summarize your prospect’s responses, emphasize the important ideas your prospect gave you, and reflect them back in a more dynamic and powerful way. A well thought out restatement allows your prospect to see their expressed wants and needs from a fresh and objective perspective you present to them. Restating your prospect’s responses is powerful and will effectively lead your prospect into your selling step

Skills you will learn

 Learn to restate that is concise, truthful
 Learn to restate what your prospect says that is dynamic and powerful
 Use the restate technique to hold your prospects accountable for what they said should they object later
 Use the restate technique to hold your prospects accountable for what they said should they object later
 Using the restate exercises will help you learn to use this step with ease and confidence

Title: Effective Selling
Course Description: In Effective Selling, you will learn what it takes to sell your offering. Selling is not just a product or service; it’s also selling the benefit of an appointment or an idea; it’s a reason why your prospect should listen to you.

There are four components when selling; the First is, The Feature, the product or service you are promoting. The Second component is called, Functions, what the product or service will do. Such as Size, weight, shape or performance; it’s the details of your offer. The Third component is called, Implied Benefits, this is what good your prospect will gain from it. And finally, the Fourth component is the Stated Benefits, this is the money or time made or saved from your offer. Having all four components and choosing the right language to express them is vital to the sales process. Without one or more of these components, will negatively affect your selling efforts.

Skills you will learn

 Learn the four components in detail and how to use them in your presentation
 Learn what to say, when to say it and why
 Increase your confidence and achieve greater results when selling
 Improve your close rate exponentially