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Market Sense, Inc. | Austin, TX | Phone: 512-241-3601

2-Day Sales Academy

Our 2-day sales training program has been attended by more than 2,000 sales professionals in the Austin area.

WHAT YOU WILL LEARN

During this 2-Day Sales Academy, you will learn how to engage prospects and exchange information with them in a honest, organized, and non-manipulative manner that serves the best interests of both parties.

The 2-Day Sales Academy introduces the core principles of the Sandler Sales System, a proven, integrity-based system that promotes a more effective and efficient sales process. The Sales Training Academy is for those willing to invest the time and effort into learning new material and being open to trying things that seem counter-intuitive. This class will make you re-evaluate everything you were taught about sales.

 

Sales Academy Curriculum

THE IMPORTANCE OF HAVING A SYSTEM:

Ever feel adrift, not really sure where your deal is and how close it is to closing? Looking for more predictability in your sales process? You need a system for consistently qualifying and advancing opportunities so that you’re not wasting time on deals that were never going to close in the first place.

BONDING AND RAPPORT:

People buy from people whom they trust. The problem? Most people don’t trust salespeople! Get tools for quickly and effectively building lasting, trust-based relationships with your prospects.

UP FRONT AGREEMENTS:

Learn how to avoid getting the dreaded “Think It Over,” and instead conclude every interaction with your prospect with either a disqualification or a concrete next step!

UNCOVERING THE COMPELLING ISSUES TO DO BUSINESS:

Prospects buy or don’t buy for their own reasons, not the salesperson’s. Don’t be left wondering how real an opportunity is, or how to differentiate yourself from the competition. Develop strategies and techniques for helping your prospects uncover for themselves their own unique, emotionally compelling reasons to buy your product.

QUESTIONING STRATEGIES:

Don’t get pulled into buyer’s traps or endless cycles of objections. The person best equipped to address the prospect’s concerns is the prospect themselves! Get essential tools and tactics

 

INVESTMENT:

There’s nothing worse than spending a lot of time developing an opportunity only to find out that they can’t afford your product or services. Learn how to have effective budget discussions to appropriately set expectations for both sides of the table.

DECISION MAKING PROCESS:

Too many salespeople get stuck trying to sell to the wrong person in an organization– Typically that’s someone who has the authority to say “no” to a salesperson but doesn’t have the authority to say “yes.” Equip yourself with a non-confrontational approach for getting yourself in front of the real decision makers, and finding out exactly what they need to be able to make a decision to buy your product.

CLOSING THE SALE:

Don’t waste time building proposals and presentations without knowing exactly what your prospect needs to see to make a buying decision. Then, don’t get left hanging with ambiguous or uncertain outcomes. Instead, develop a non-confrontational and non-pushy way of getting your prospects to close the deal for you.

POST-SALE:

Everyone has buyer’s remorse at some point in their lives. Don’t be caught by surprise by a prospect changing their mind at the last minute. Learn how to avoid surprises after the close, and to lay the ground work for additional opportunities via referrals and up-sells.

BEHAVIOR, ATTITUDE & TECHNIQUE:

Most people think of sales training and focus exclusively on learning new techniques. However, all of the best techniques in the world will do you no good if you don’t show up every day and do the key behaviors essential for maintaining a full pipeline and a steady drumbeat of closings. Further, good technique and consistent behaviors all fall by the wayside unless you’ve got the right attitude in place while executing your plan. You need a framework for consistent self development to hone your technique, plan and track your critical behaviors, and eliminate head trash that could be getting the way of realizing your full potential.