5 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies.
The guide presents 25 strategies and activities in terms of two critical selling factors:
- Relationships – how the customer perceives you as a supplier based on past experience and interactions
- Performance – what you as a supplier actually deliver to the customer
A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest.
Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions.
Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It’s packed with a wealth of insight, tips and guidance for motivating sales people to:
- Know the customer
- Create buying habits
- Adapt to change
- Empower customers
- Create the need
- Sell the sizzle
- Understand the customer’s perspective
- Sell service
- And much more
30-40 minutes of focused sales training in each of these areas:
Adapting to Change
Beating the Competition
Build Rapport
Contingency Selling
Creating Buying Habits
Creating the Need
Creative Selling
Cutting Costs
Empowering Customers
Full-Service Selling
Global Approach
Having the Latest Technology
Honesty is the Best Policy
Just-in-Time Opportunities
Know the Customer
Pull-Through Sales
Selling Service
Selling the “Sizzle”
Selling Up, Down, All Around
Teamwork
Understand the Customer’s Need
Understand the Customer’s Perspective
Value-Added Sales
What’s in a Name?
Worth the Price
