High Tech Sales Training Outline

This High Tech Sales workshop includes a sales training manual, powerpoint presentation, class exercises and demonstration videos to insure that salespeople leave with new ideas and  tactics the can apply immediately to their current sale situation.  The workshop is very hands-on and is based on the philosophy that  learning is doing. 
 
Who should attend: High Tech Sales professionals, Account Managers, Entrepreneurs and Business Owners

What You'll Take Away: 

  • New System: "High Tech Sales Pressure Gauge" Model for Selling
  • Learn the 5 Steps to Reducing Sales Resistance and the 5 Steps for increasing Sales Acceptance 
  • Four key emotional phases of the buying process 
  • Understanding the five key features that every impactful Position Statement or Unique Selling Principle should have
  • How to use 'opportunity cost' as part of the high tech sales equation
  • Learn the 3 buyer resistance levels and how to sell to each one
  • How to build and develop rapport without sounding like a phoney
  • Learn the Golden Rules for getting someone to open up
  • Exercise: Three aspects of building rapport that you develop using your high tech sales style
  • The rules of reciprocity and creating a sense of client obligation
  • Increase buyer receptivity by learning how to 'state' your purpose and get an upfront agreement before you start selling 
  • The 3 essential components needed for an upfront agreement
  • Learn how to use "leading" phrases to bring the customer along willingly
  • Presentation tactics for selling yourself or your high tech sales company
  • The most important high tech sales principle
  • Critical elements needed to demonstrate your competence and gain trust
  • Learn how to tell effective stories that sell
  • The Golden Lemon: The 1 thing high tech salespeople need to do to guarantee their sales success
  • Three things a client must know before you can sell them
  • How to use Question based strategies to pinpoint sales pressure points
  • Developing 'painful' questions to increase your client's receptivity
  • How to address client concerns by using the high tech expert approach
  • Summarizing and quantify tactic
  • Reducing a client's resistance with two key techniques
  • Strategies for Selling the Room
  • How to effectively do a high tech sales product demonstration
  • The do's and don'ts of presenting your product or service
  • How to talk about your competition to your advantage
  • Learn and effective sequence of  delivery features and benefits
  • If you and your competitor are presenting, should you go first or second?  The answer and the research will surprise you
  • Learn how to present product weaknesses without losing the client's confidence
  • Seven rules of the a high tech product demo
  • Four key features to include when selling one-on-one
  • How to use Tie-Downs to get commitments
  • Know the difference between Claims and Features
  • How to anticipate and BLOCK objections
  • Strategies for raising and dismissing objections
  • Exercise: Pre-planned objection blocking
  • How to 'innoculate' your client from being swayed by competitors
  • Ten things a good testimonial should have to sell more
  • How to use the art of storytelling in presenting and selling effectively
  • Detecting compliance signals before you close
  • Key question sequences that will increase your chances of closing
  • How to ask for the order while reducing resistance
  • When to use freebies and enticements to close more deals
  • Developing an overall sales planning guide to keep you on track
  • The do's and don'ts of an effective proposal
  • How to "disrupt and reframe" pricing and overcome pricing objections
  • Using the Rule of Social Proof to decrease a buyer's resistance

    • High Tech Sales Training for the Next Generation of High Tech Salespeople!