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Selling Skills Workshop

Close more sales, increase margins, and deepen your knowledge of sales principles and techniques.

This workshop teaches fundamentals and processes to salespeople so they can better understand themselves, better understand the customer, and better manage the five key steps of a large-ticket sale.

View Upcoming Workshop Dates     Register for This Workshop

You'll Leave Knowing

  • How to move from one step to the next with a clear sense of do's and don'ts for each stage of the sale with a proven five-step process
  • How to understand what the customer truly wants and needs in product features and benefits
  • How to gain a deeper customer relationship - with higher margins - by understanding and meeting the emotional side of the customer's needs
  • How to create an interaction that meets the customer's needs and wins their enthusiasm and satisfaction by managing your own personal style
  • How to achieve higher margins and closing ratios through better recognizing and managing the stress that accompanies large-ticket sales

Workshop at a Glance

Key Agenda Items

Principles of Selling: Spader's fundamental principles for improving selling performance
  • Non-verbal communication
  • Psychology of selling
  • Three key phases of a large-ticket sale
  • The foundation of high-performing salespeople
  • How to have the confidence to ask for and get your price

Five-step Sales Process: The core goal of each stage of the sale and how to achieve it before moving to the next stage
  • Greeting your customers, and the key do's and don'ts
  • Information exchange, and what you need to know
  • How to focus the needs of the customer
  • How to help the customer through the emotional stress of the decision
  • How to close the sale and not give away the margin

People: How to understand and work with the four styles
  • Profile your own perrsonal style and have a booklet to reference when working with others
  • How to recognize the four styles and work more effectively with each of them
  • Understand stress zones and know how to manage them during a sale
  • Key people-reading tools

Techniques and Tools: A few of the tips and tools that are integrated throughout the workshop
  • Handling objections
  • Fact-feature-benefit bridge
  • Skills practice
  • Ten selling mistakes to avoid

Materials and Toll-free Support

Each participant will receive a set of materials that includes the tools, processes, tips and forms needed for implementation and reference. You'll also receive toll-free support from a group of Spader Business Management specialists for any questions you might have when implementing what you've learned. 

Workshop Times

Day One: 8:00 a.m. to 5:15 p.m.
Day Two: 8:00 a.m. to 12:30 approximately

Please arrive 30 minutes early the first morning for registration. 

Who Should Attend & Workshop Cost

  • Sales professionals
  • Sales manager
  • Owner/general manager
 

1st Attendee - $995.00
2nd Attendee - $945.00
3rd Attendee - $895.00

 
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