Sales Mastery

Sales Mastery is a dynamic, engaging workshop that leverages time-tested principles of selling. Sales Mastery is designed to improve sales productivity and results by helping sales people sell in a professional, consultative, and engaging way.

Short role plays make the learning experience practical and easy for participants to transfer skills to the workplace.  The workshop will utilize large and small group discussions and several self-assessments.  The following Modules will be covered:

Module 1 – Sales – the Big Picture (4 hours)

  • Examine what professional selling is
  • The Attitude Cycle and your approach to selling
  • Attitude self-assessment
  • Cultivating a business owner’s mindset
  • Nine activities that impact your ability to be profitable (self-assessment)
  • The Sales Cycle – overview

Module 2 – Everything DiSC Sales (6 hours)

  • Understanding your own DiSC sales style
  • Recognizing and understanding customer buying styles
  • Adapting to your customers’ styles for more effective communication
  • On-line customer mapping to guide your conversations

Module 3 – The Principles of Selling (11 hours)

  • Think time
  • Creating your own sales boot camp
  • The self-discipline of studying
  • Planning to provide direction
  • How to plan your sales day
  • Scheduling calls and appointments – the heart of selling
  • Creating value in the customer’s mind
  • Creating win:win business solutions
  • Preparing a sales presentation and preparing for the competition
  • How to research for a sales call
  • Asking smart and powerful questions
  • Assisting clients in identifying and prioritizing their needs
  • Developing a compelling message that relates product and solution benefits to customer needs
  • Listening for understanding
  • Handling objections and resistance
  • Price objections
  • Gaining commitment and completing the sale (9 closing techniques)
  • Earning referrals
  • Analyzing an RFP to determine whether to work on it or pass
  • Apply a simple, yet powerful “sales” model to any situation for the buyer
  • Increase both sales and profits
  • Build more focused and creative sales teams
  • Apply to all products and services to provide transferable skills
  • Enhance the moments of truth within the sales cycle
  • Demonstrate understanding of the Sales Cycle
  • Demonstrate understanding of the DiSC model and the priorities of different customers
  • Demonstrate proficiency in identifying other’s behavioral styles through “customer mapping” and adapting for enhanced communication
  • Assist clients in identifying and prioritizing their needs, and creating business solutions for them
  • Describe three steps in planning for managing the sales funnel
  • Explain the importance of the calls/appointment/sales ratio
  • Explain the five levels of listening and how to master listening skills
  • Each participant will be given free access to our on-line system called MyEverythingDiSC, which will assist in deeper understanding of self and the priorities of others
  • Within MyEverythingDiSC, participants will have ongoing access to the “Customer Mapping” tool, as often as desired (free of charge), to aid in upcoming sales calls
  • Virtual coaching (one-on-one or in small groups) will be available to help with certain areas of the sales process that will help close more sales
  • A cohort survey can be implemented to assess perceived implementation
  • Interactive learning game at the end of the workshop
  • Workshop evaluation
  • Graded assignment based on application of the new skills within two weeks of the end of the program
  • Stakeholder debrief three months after the training to assess strategic outcomes achieved and steps to keep the training alive
All costs shown here are exclusive of applicable taxes and are in Canadian dollars.

Pricing for our 3-day* (21 hour) training programs for up to 10 participants

$2,250.00 per person + applicable taxes. ($1,800.00 instructional fees + $450.00 learning materials** per person).

For example:

Number of Participants Cost per person (includes instructional fees & learning materials*) Total Investment + applicable taxes
1 $2,250.00 $2,250.00
2 $2,250.00 $4,500.00
3 $2,250.00 $6,750.00
4 $2,250.00 $9,000.00
5 $2,250.00 $11,250.00
6 $2,250.00 $13,500.00
7 $2,250.00 $15,750.00
8 $2,250.00 $18,000.00
9 $2,250.00 $20,250.00
10 $2,250.00 $22,500.00

 

Pricing for our 3-day* (21 hour) training programs for 10 or more participants

($16,500.00 = 3-day* (21 hour) instructor fees) + ($450.00 learning materials** per person) = total investment + applicable taxes.

 

3-day* (21 hour) Instructor Fees $16,500.00
Learning materials** per person $450.00

 

For example:

A 3-day* (21 hour) training programs for 20 participants is ($16,500.00 3-day* (21 hour) instructional fees) + ($450.00** learning materials x 20 participants) = $25,500.00 + applicable taxes.

*Note: Training programs can be scheduled around timeframes that work for you and your people.  Please contact us to discuss your scheduling needs TODAY! (403) 542-7056

**Note: Learning materials include assessment(s), classroom learning materials, and reading materials.

 

MULTIPLE GROUP DISCOUNTS

For organizations registering multiple groups, discounts are available. Please contact us TODAY! (403) 542-7056 for details.

REMINDER – Organizations wanting to use the Canada-Alberta Job Grant AND are registering multiple groups must make a separate Canada-Alberta Job application for each group registered.

 

OTHER COSTS THAT ARE THE RESPONSIBILITY OF THE CLIENT TO ARRANGE & PAY FOR

Other costs may include training venue, food & beverage service (if desired), training room equipment/resources***, and facilitator travel costs**** where applicable.

***Note: Training room equipment resources required  include HDMI compatible projector and speakers or sound system, a projector screen or alternatively an HDMI compatible TV with sound, WiFi, Technical support for the training room equipment/resources, a table or cart for the projector, if required, a table for the presenter, a table for handouts, an extension cord, a power source, flip chart and markers.

****Note: Travel costs may include:

Mileage – if Instructor’s personal vehicle is used and training is outside of Calgary $0.75/km
Per Diem – including travel days $75.00
Return airfare from Calgary – if applicable At cost
Calgary airport parking At cost
Transportation to and from accommodations AND training venue At cost
Car Rental and Associated Costs – if applicable At cost
Hotel accommodations At cost

 

SCHEDULING

Many of our training programs can be customized to meet your specific business needs, and we schedule training dates* and times that work for you and your people.  Call us TODAY! (403)542-7056 to discuss available dates and associated pricing.

*Note: Training programs can be scheduled on timeframes that work for you and your people.  Please contact us to discuss your scheduling needs TODAY! (403) 542-7056

DURATION: 3 DAYS (21 HOURS) Note: Each day of training is a minimum of 7 hours
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