"WHAT'S NEXT? At SYA, we empower our candidates with a comprehensive range of goal-setting tools and awareness, equipping them to thrive in the competitive landscape of the working market. Because for us, it's not just about where you are now; it's about where you're headed."
Prospecting
Salespeople rank Prospecting as the most challenging aspect of the sales process (40%), even over Closing (36%). There are many great and even new ways to develop prospects, and it is a crucial part of success in the sales process. This section not only focuses on the many different prospecting options, but also the most strategic ways of obtaining them.
The Appointment
Deals do not close without GREAT appointments (in-person or over the phone). Missed opportunities and even one mistake (especially repeated appointment after appointment) can make it hard to consistently close deals. This section focuses on the great opportunities that should be included in all sales presentations, and what (and why) order to structure them in. Participants will learn strategies on how to best treat each Prospect like an individual, and identify their unique wants, needs and problems to solve. This extensive section breaks down of the successful setup for a close. WORKSHOP: Participants will craft, and role play their appointment, including their process on how to identify each Prospect's wants, needs and pain.
Overcoming Objections (In Reverse)
Objections are really "NO'S" that you must then try and overcome. And most sales objections are inaccurate or based on fear or lack of product education. What often gets missed when salespeople work on answering their most common prospect objections is, what if there was a way for them not to have them in the first place? This section focuses on the strategies of how to eliminate most of the objections before they can even happen. WORKSHOP: Participants will list their most common objections and roll play how to best overcome them by integrating them into their initial appointment pitch/discussions.
Follow Up
This is arguably the most underrated aspect of the sales process. Many people fail at sales because of this aspect alone. Often, a salesperson has a great appointment, but the Prospect needs some time to consider. And now Follow Up becomes Follow Up AND Closing. How does one appropriately and strategically follow-up and ultimately facilitate the close? When? How often? When is too soon or too long and when is it time to give up (and why)? This section focuses on the strategies and structure of a strong and successful follow up process. WORKSHOP: Participants will create their map and structure for following up with prospects.
Closing & Sales Negotiation
Once a salesperson is well educated in the sales process, closing the deal is often the hardest part. How do they get a potentially interested, but slow-moving prospect to make that final commitment to sign the deal? The answer is it often depends on the prospect and the situation. This section focuses on how to get to close faster and specific techniques that can be utilized. WORKSHOP: Participants will discuss and assess which closing techniques will work best for their product/service/prospects.
Sales Motivation & Psychology
The highest functioning salespeople understand that psychology drives everything. There is much more to WHY a prospect does or does not buy than simply IF. Equally important is understanding what drives successful salespeople and how to harness strengths and overcome roadblocks. CSE will also be presented with a focus on how participants can take on and integrate more of them for greater success.
