Outside Sales Training
Steps to Success in Outside Sales
do you train your new sales people?
It's all about to change. Dave Kahle's training kit, First
Steps to Success in Outside Sales, will:
Get a Free Special Podcast on
"How to Grow Your Sales in a Difficult Economy."
I know, you have
the best of intentions. But one thing leads to another, and you're
never able to spend the kind of time you would like with your new
sales people. As a result, they are too often neglected and left to
learn by doing. That's costly in a lot of ways: bad habits are created,
customers are inappropriately handled, mistakes are made, etc.
- Reduce the time you
spend with new sales people.
- Make them effective
in half the time.
- Help them establish
good habits before they have a chance to develop bad ones.
Put an end to all of that with the training kit designed to free up
your time and bring your new sales people to profitability in half the
Each kit contains twelve audio lessons and 161 pages of exercises,
outlines, and worksheets designed to create good habits.
First Steps $225
Kahle's presentation was excellent. It was very well prepared, easy to
grasp, addressed the needs I had expressed to him in advance, and kept
everyone involved. I wouldn't change anything. On his evaluation,
I rated Dave highest in virtually every category. His
style allowed each of our sales people do develop their own effective
questions for clients instead of simply repeating his suggested
questions. Probably the most valuable aspect of Dave's visit with us
was the clear and strong insight into the importance of planning for
the best use of out time and how that relates to sales success. I would
hire Dave Kahle again and I would strongly recommend him
to any sales training."
Tony Fidler, Sales Manager
Superior Implement Supply Company
Lesson Two: Overview of the sales
Three: Organizing your first few months.
- Understand that
sales is a process, made up of several steps. Get an idea of what sales
is all about. Recognizing the importance of relationships to sales.
Four: Making appointments.
- How to make the
most of your first few months. Create relationships with inside people,
learn product applications, become comfortable with your company's
Five: Making your first sales call on a prospect - Part 1.
- How to prepare for
voicemail, gatekeepers, as well the decision-maker. Developing scripts.
Positioning yourself before you call.
Making your first sales call on a prospect - Part 2.
- How to plan to
create a relationship, gather information, educate the customer, and
come to some agreement.
Seven: Making your first sales call on a prospect - Part 3.
- Preparing an
introduction, achieving rapport with the customer, understanding the
Eight: Making your first sales call on a prospect - Part 4.
- Preparing a
presentation. How to match your products/services to your customers'
needs. Structuring a powerful offer. How to present your proposal in an
Nine: Developing account strategies.
- Closing the sale,
preparing to overcome objections, arriving at an agreement for the next
Expanding the business with customers.
- Categorizing the
situation you find, developing effective strategies for every
Eleven: Managing your territory.
- How to handle new
customers as well as inactive customers. Finding additional
Twelve: Managing Yourself.
- Creating goals for
your key activities, working your territory effectively, planning each
day, week and month.
with integrity, maintaining a set of ethics, overcoming adversity and
simply hand the kit to your new sales person and arrange to meet with
him/her periodically to answer questions and review the work.
kit is designed to be entirely self-managed. At the beginning
of each of the 12 lessons, a checklist identifies the tasks to be
completed, and provides a place for the sales person to check off each
task. Typically, he/she listens to an audio lesson on the CD,
and then completes a number of worksheets. The exercises and
worksheets are designed to prompt the sales person to apply the ideas to
the end of each lesson is a place for you (or a mentor) to sign,
indicating that the lesson was acceptably completed.
the end of the final lesson, you have the option of having the
sales person take an internet exam for an additional fee.
sales people are instructed in the best practices of B2B selling with
minimal involvement of your time.
First Steps to Success in Outside Sales
Multi-media self-study program
First Steps to Success is also available delivered on line
through our Sales Resource Center. Learn more.