An intensive, three-day workshop that teaches participants how to maximize their sales efforts. The course content features Track Selling™, a scientifically proven method that includes a seven step sales process utilizing the six buying motives (why people buy) and the five universal buying decisions (how people buy). It also includes sound, effective techniques for overcoming objections, a system for developing dynamic presentations, and a way to close more sales, more often, without pressure or stress. The program is conducted by experienced sales instructors and is limited to 24 participants. The Track Selling System™ workshop benefits inside salespeople, outside salespeople, telemarketers, managers, top executives and anyone else who interacts with your customers.
Length: 3 days Prerequisites: None
- To orient participants to selling as a profession and to demonstrate that success in selling requires a well-trained competent professional.
- To teach the concept that selling must be “customer-oriented” and not “product-centered”, correcting this basic weakness of most salespeople.
- To show salespeople “how to” translate their specific product/service Features into customer Benefits, and to show salespeople “how-to” motivate their customers to buy from them.
- To teach participants a proven, effective, scientific selling procedure that leaves nothing to chance. This technique helps salespeople successfully close more sales without pressure.
- To motivate salespeople to use the newly learned techniques for greater success in their business and personal lives.
Ronald D. Mathis, CMS
Ronald D. Mathis is the Chief Executive officer of Marketing Media Enterprizes, with the responsibility for marketing programs and corporate and professional development. Prior to joining Marketing Media Enterprizes, he was employed in the disciplines of strategic and tactical business development and marketing in diverse industries while serving in staff and board positions. Notable are his two years of development of a personnel standard to European norm 45013 culminating in Brussels, Belgium. Ronald was recognized as having been accredited to the first professional sales certification program in the world.
Ronald’s greatest strengths are his drive, persistence, and leadership. He is challenged by providing others a chance to better themselves or the situation. Ronald recently traveled to hospitals in Belize and Guatemala representing a wound care product that helped many people and changed their lives. This resulted in a government agreement to purchase the product and a television show successfully reaching out to the people of Belize.
Earlier in Ronald’s career, he was recognized with the prestigious IBM Quality Achievement Award for revenues greater than twenty five million in the quarter, as part of the National Distribution Division. Ronald was honored by being selected to the Board of Directors for the National Association of Manufacturing, the largest association in the world, and Salesperson of the year for Inchcape/Intertek Quality Systems.
Ronald holds a bachelors degree from the University of South Florida, an AS from St. Petersburg College where he received a commercial pilot’s license and instrument rating. Ronald is a graduate of IBM Effective Business Management and Cornell Executive Management programs. Ronald also is a graduate of many sales training programs including Chris Lytle Sales, Dale Carnegie Leadership, Dale Carnegie Sales Advantage, GTE Telecommunications Sales, Max Sacks International, Sales University, Sandler Sales institute, Tony Robbins Sales, Zig Ziglar “Born to win” and many other corporate specific programs. Ronald lives in the Orlando, Florida area with his wife and two children and three grand children. In his free time, Ronald likes playing chess, boating of any type and if they are biting, catching large-mouth bass.
- Determining each participant’s attitude towards selling.
- Examination of the profession of selling.
- Building a professional sales career.
- Definition of a salesperson.
- The attributes of a successful salesperson.
- Review of the Greenberg/Harvard Business Review Sales Research.
- Importance of rapport and how to develop it.
- Importance of physical appearance in the sales process.
- Attitude of the salesperson and its effect on sales.
- Non-verbal communication signals and impact.
- Understanding the sales cycle and how it works.
- Tangible vs. Intangible sales.
- Exploration of “Why people buy” and “How people buy.”
- Examination of the five decisions that must be made by a customer prior to the decision to buy, followed by an examination of the techniques that a salesperson must use to prompt the decisions to be made.
- Listening – the untaught skill.
- Information gathering: Asking the right questions.
- Needs assessment: Understanding your prospect’s unique situation.
- Questioning techniques: Kinds, types and when to use.
- Today’s Most Important Idea.
- Homework assignment: Develop two interest getting statements followed by an open-ended question. Develop two open-ended interest getting questions. Develop a standardized list of 10 to 20 open-ended qualification questions. Use the newly learned skills in a real world contact.
- Review of homework assignment.
- Participants will be shown how to motivate the customer to want to hear the salesperson’s story.
- Introduce the six universal Buying Motives and how they apply to each participant’s product or service.
- How to be a great salesperson through effective listening skills.
- Understanding that the prospect’s/client’s needs means more sales.
- Why do business with your company?
- What your prospect needs to know about your company.
- Describing your product or service: Features, benefits and reaction questions.
- Sell-don’t tell.
- Use of visuals: How, when, and why.
- How to get your price without “giving away the store.”
- Participation in simulated sales situations being both the “salesperson” (selling his/her own product or service) the “customer,” and observer. Role plays are conducted in a non-threatening environment using skills acquired in the first and second day workshop.
- Discussion of role plays will be conducted by instructors and class members:
- Today’s Most Important Idea.
- Homework assignment: Participants develop a sales plan and “Track Dialogue” on a real world new prospect or to upgrade on an existing account.
- Review homework assignment.
- A simple, low pressure, yet persuasive method to close more sales.
- How to close the sale more than one time.
- Positive and effective method of handling objections.
- Identifying next steps: Making sure your prospect knows what happens next.
- How to keep the sale sold: Preventing buyer’s remorse.
- Building relationships builds your business.
- Attention to detail: “The little difference makes all the difference.”
- The universal application of the Track Selling System.
- The difference between winning and second place.
- How knowledge, skill, and attitude determine your success.
- Wheel of activity: Doing all the “right” things, all the time.
- How to be more effective through the goal setting process.
- Continuing personal and professional development throughout the year.
- Today’s Most Important idea.
- The Most Important Idea overall learned in the Workshop
- Awarding of Certificates to all participants.
- Personal consultations with instructors.