Professional Selling Skills (PSRs) is a dynamic study-based sales coaching program designed specifically for every professional seller - no matter position or tenure. Expanding upon the core sales skills that all professional sellers require to excel in account management, new business growth and quota achievement, this comprehensive sales coaching program hones and improves universal sales skills to outperform at least quota. It covers every aspect of selling from cold calling to networking to building relationships and closing sales. Professionals learn new skills that make them effective sales agents in their own right, as well as how to market themselves as experts to others who are seeking specific solutions to their unique sales challenges. This program not only provides the structure required to implement a system of core activities that will transform a professional's PSR into an indispensable sales skill, it also provides a powerful vehicle through which to test those skills and find out what works best for them.
In this final program of The Road to Profitable Selling, top salesman coaches deliver the ultimate sales system on a personal level. No longer does a professional have to enroll in expensive sales courses at a career college or take the time to participate in lengthy sales workshops. At the core of each session is the Personal Selling System, a fully customized learning system developed by David Bach, a Certified Personality Coach and bestselling author. Through the Personal Selling System, sellers master the art of selling themselves - understanding, knowing, and displaying the qualities that make them stand out from the crowd. Learning about each other - and about how others see them - allows sellers to build strong networks, both within their company and with their customers, and to leverage the power of their individual branding.
In this final program of The Road to Profitable Selling, top salesman coaches uncover proven methods for developing your selling skills so that you can increase your sales. They help you create a personal brand that represents you and your unique selling experiences. You will gain the skills you need to communicate effectively with both clients and potential clients, improve your relationship building with co-workers and management, and cultivate a leadership style that inspires cooperation and productivity. You will also develop the skills you need to influence decision makers to see your product or service in a different light, to close more sales, and to increase your annual performance reviews.
In order to maximize your sales results, it is essential that you are able to understand the differences between personal selling for a business. Business selling is about creating a bond with a customer. Personal selling is all about connecting with people on an intimate level. By taking a look at the different kinds of sales activities and developing the right skills for each, you can sell effectively - regardless of whether you are selling for a business or for yourself.
Sales Coaching Tip. While it may seem that personal selling is all about meeting the needs of others, this is not necessarily true. If, for instance, you are a business salesperson preparing to sell a client a particular product or service, you are likely to build your sales skills on other kinds of sales: from cold calling to networking and dealing with clients. The same holds true for networking and working relationships. You can work up your skills for selling by learning about sales techniques from someone who has the experience you need and is willing to share it.
Business Sales Coaching Tip. Business selling does not often require face-to-face contact. While it is common for sales professionals to meet with prospective clients face-to-face before selling, this does not mean that you do not have to maintain good contact with your clients once you have sold them on your services. One way to keep in touch is to host sales call events that allow your clients to get to know you over a longer telephone conversation. At the end of your call event, when your callers can leave feedback, you can use these notes to address their needs and discuss how you can help them with their future business.
Business Sales Coaching Tip. You might be able to sell a client more if you show some enthusiasm for the products or services that he or she is selling. Many people find it hard to commit to a certain course of action when they are unsure of the direction that their business needs to take. A little bit of excitement can go a long way toward convincing a client that you really do care about the new venture that you are taking.
Business Coaching Tip. Many businesses make the mistake of hiring a new face that has little to no experience to handle their clients and customers. Instead, they should look for an experienced sales professional that has years of practical experience with their type of product or service. This will not only give you an edge over similar clients, but it can also provide you with a much wider range of clients to work with. For example, if you want to work with physicians, then you may have to move to another area of the country if you did not initially target local clients. Having a network of local clients that you can work to provide you with an easier path to expanding your business.
