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First Steps to Success
in Outside Sales
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How do you train your new salespeople?
It's all about to change. Dave Kahle's new training kit, First Steps to Success in Outside Sales will:
- Reduce the time you spend with new salespeople.
- Make them effective in half the time.
- Help them establish good habits before they have a
chance to develop bad ones.
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 salespeople. 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.
Put an end to all of that with the training kit designed to free up your time and bring your new salespeople to profitability in half the time.
Each kit contains twelve audio lessons and 161 pages of exercises, outlines, and worksheets designed to create good habits. |
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Program Outline
Lesson One: Introduction.
Lesson Two: Overview of the sales process.
- 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.
Lesson Three: Organizing your first few months.
- How to make the most of your first few months. Create relationships with inside people, learn product applications, become comfortable with your company's processes.
Lesson Four: Making appointments.
- How to prepare for voicemail, gatekeepers as well the decision-maker. Developing scripts. Positioning yourself before you call.
Lesson Five: Making your first sales call on a prospect - Part 1.
- How to plan to create a relationship, gather information, educate the customer, and come to some agreement.
Lesson Six: Making your first sales call on a prospect - Part 2.
- Preparing an introduction, achieving rapport with the customer, understanding the customer.
Lesson Seven: Making your first sales call on a prospect - Part 3.
- Preparing a presentation. How to match your products/services to your customers' needs. Structuring a powerful offer. How to present your proposal in an attractive way.
Lesson Eight: Making your first sales call on a prospect - Part 4.
- Closing the sale, preparing to overcome objections, arriving at an agreement for the next step.
Lesson Nine: Developing account strategies.
- Categorizing the situation you find, developing effective strategies for every situation.
Lesson Ten: Expanding the business with customers
- How to handle new customers as well as inactive customers. Finding additional opportunities.
Lesson Eleven: Managing your territory.
- Creating goals for your key activities, working your territory effectively, planning each day, week and month.
Lesson Twelve: Managing Yourself.
- Working with integrity, maintaining a set of ethics, overcoming adversity and rejection.
How it works…
You simply hand the kit to your new salesperson, and arrange to meet with him/her periodically to answer questions and review the work.
The 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 salesperson 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 salesperson to apply the ideas to his/her territory.
At the end of each lesson is a place for you (or a mentor) to sign, indicating that the lesson was acceptably completed.
At the end of the final lesson, you have the option of having the salesperson take an internet exam for an additional fee.
The Result?
Your salespeople are instructed in the best practices of B2B selling with minimal involvement of your time.
Buy it Now!
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