Synergistic Sales

Synergystic Sales: Selling More in Less Time

Synergy: “The Interaction of elements that when combined create a total effect that is greater than the sum of the individual elements.”
-Random House Dictionary

What makes this training different? (One to four hours)

Most sales training deals with either the mechanics of sales (goal setting, time management and closing) or incentives or exhortations to produce more.  Sometimes the ability to establish rapport is covered.  While these items are vital they are only a part of creating successful salespeople.

Two critical factors that are often overlooked are our level of confidence and our ability to be assertive.  Confidence is contagious.  People trust confident people and are more comfortable relying on their opinions when making buying decisions.  Confident people are not overwhelmed by rejection.  Assertive people deal more effectively with objections and can establish and maintain rapport and trust better than those who are aggressive or passive.

Synergistic Sales starts with assertiveness training and confidence building and incorporates it with the processes of sales from greeting to close and follow up.

Synergistic Sales:  Learning objectives

1. Building personal power through assertiveness
   A. Why assertive people sell more in less time.
   B. Why aggressive people destroy rapport and why passive people fail to inspire trust.
   C.  The framework of assertiveness step by step
   D. The critical difference between being assertive, aggressive or passive.
2. The Seven Keys to Confidence
3. The five part process to convert the prospect into a client
4. Defining your objective and identifying or creating the Dominant Buying Motive
5. The three part process of closing and how to get the client to close them
6. Becoming comfortable with closing questions
7. How to get to the decision maker
8. Building your storybook

For more in depth sales presentations the Myers-Briggs Type Indicator (MBTI) is used with a focus on sales.

MBTI Learning objectives:

1. To understand your personality type and the type of others
2. How to establish rapport with different personality types
3. How to recognize the buying styles of different personality types
4. How to use creative closing with different personality types
5. How to pin down the client who always wants more time