Turning Product Knowledge into Selling Power!

Based on the book
The Selling Gap

Looking for that next level of sales performance!

The  focus of this program is to develop the experienced sales professional's knowledge of influence and persuasion skills to another level of competency and confidence.  

Far too often we find ourselves at a plateau, doing well but not moving forward!

What if you could find the key’s to unlock even more of our own potential in sales? Just like boiling water, it is only one degree between static water and powerful steam.

The same with our selling skills, a small change or idea can turn a good producer into a champion producer!

What kind of skills are we talking about?

• A greater understanding of the buying process and how it works!
• Discovering the psychology of buying and read your customer! 
• Learn new tools that will turn your product knowledge into selling power! 
• Master the art of Socratic Questioning and control the interview! 
• Develop the ability to reframe questions to direct your customers thinking!
• Develop the ability to read your customer behavior and act accordingly! 
• Turn objections and stalls into sales! 
• Learn what influences your customers, both inside and outside their head! 
• Discover your limit barriers and break through them!           

So what makes us so different than the other programs out there?

• Have you used the one day seminar with a speaker, has there been a performance change?
• Have you used the standard educational approach of class room lecture, has there been a performance change?
• Have you used video tapes and CD programs, has there been a performance change?

This is a training experience that makes a difference! 

Let's learn selling skills in a way similar to learning to ride a bike, play the guitar, target shoot or even drive a car.

No tapes, CD’s or lectures, rather a hands on approach that submerses you into the concepts and coaches you through the skills.

What outcomes would you like in your selling career?

• Higher closing ratios with the same prospects!
• Larger profit margins per sale!
• Quicker closing and shorter sales cycles!
• Knowing your customer inside out and why they buy!
• Overcome resistance and objections with ease!
• Know your own strengths and how to apply them!
• Have your customers buying from you instead of you selling to them!
• Earn more money per hour than you are today!

As we look at our education system, college or the company training programs, how many times did they teach you selling skills, questioning skills or buying psychology?

Bet you got lots of product knowledge though!

With all the emphasis on product instead of selling skills, is it any wonder 80% of all new sales people fail in their first year!  They never got the selling skills that made the difference.

Here is your chance to fill your tool bag with functional, usable tools that work!

So how do we get it done for you?

What other sales program incorporates the 20 years of research on persuasion and influence? 

What other sales program incorporates tools such as Socratic Questioning that puts you in control? 

What other program introduces you to Reverse Engineering that gives you a new view and insight to your customers and product? 

What other program gets into the concepts of beliefs, values and motives to help you sell better?

How do I get started making my career better?

Simply call 701-799-1972 or drop an email to Harlan@BusArc.com to get you into our next program. Just think of the increase sales, commissions and recognition that you are so entitled to!

Section Titles and Program outline:

• What actually is a sale?
              Defining what selling really is.
• Prospects, who are they, what do they look like?
              Targets, Marketing and Qualifying.
              Account penetration and influence
• Reverse Engineering your product!
              Determining the Results of your product/service
              Creating effective questioning to uncover customers needs
              Finding new ways to use and present your product
• Mastering the 5 levels of questioning
              Understanding the various question forums
              Uncovering values, motivations, decision factors
              Finding the true issue of the customer
              Socratic questioning
              Reframing questions
• Understanding the Buying-Selling process
              Steps of the process
              Developing each sales step
• People, Behaviors, Styles, Roles, Perceptions
              Understanding the differences in people, DISC Profiles
              Working with the differences in people
• Dealing with resistance and objections
              What is resistance?
              Steps to the final objection
•  Moving to the next level of performance
              Developing Self-perceptions 
              Attitudes and goals

 Structure, time, materials

The program is a full 16 hours or two full days. The program can be conducted in various schedules to accommodate your companies’ needs.  

Materials will include a complete manual and workbook for each participant. Audio CDs, E-books and printed books will also be available at an additional investment.

 Licensed to Business Architects by:
H. Goerger & Associates