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Zero Resistance Selling

The need

As competition continues to intensify in the market place, it is harder than ever to win and keep good customers. The quality and performance of your salespeople becomes one of the leading drivers of company success. You can have the perfect sales strategy but it won't be effective without a motivated and skilled sales team to realize it.

Most sales driven organizations have good sales people, but they lack enough top producers to drive the growth they need to succeed. Sales superstars are made, not born. For most salespeople, sales excellence does not just come naturally. Ongoing training is a MUST for every successful sales professional.

What is Zero Resistance Selling program?

QEC Zero Resistance Selling Program is about sales mastery. It is a proven system that shows you how to master powerful sales strategies and techniques that guarantee to work in the information age and gives you a winning edge in the competitive world of selling.

It is designed for sales professionals, sales managers and business professionals who support sales activities. It introduces a methodology for addressing complex sales and effectively managing a portfolio of major accounts.

It provides participants with the knowledge and skills to produce detailed and accurate account strategies. It also helps identify the critical success factors, win-win aspects and action steps required to close the deal.

The Zero Resistance Selling program incorporates a practical and hands-on approach. Participants work with real world sales opportunity and use them as a basis for learning the methodology. They formulate actual detailed strategies and sales presentations which will be implemented back in the workplace. The skills and procedures learnt can be applied immediately to their other sale opportunities.

Who would benefit from the Zero Resistance Sales training?

• Novice sales professionals
• Seasoned sales professionals
• Sales managers and sales directors who want to get more of out of their teams effortlessly
• Managers from other functional areas and business professionals who support the sales activities

What are the key topics covered?

• Establish an empowering self-image to be more successful
• Build instant and long lasting trust and rapport with prospects and clients
• Position yourself as a consultant and expert in your field
• Build value into solutions that you are selling
• Strategy and tactics
• Understand the sales process and the critical success factors that make or break a sale
• Understand exactly where you customer is at each stage of the sales process and how to get to the next stage
• Understand buying modes, influences
• Maximize return on your sales effort by concentrating only qualified customers
• Build a lifetime referral network that supplies an endless stream of quality appointments
• Understand which tasks provide the greatest leverage for sales results
• Perform the needs/gap analysis and build urgency
• Get your customer off the fence and into action now
• Getting to the Economic Buyer
• Having a Coach in your accounts
• Learn how to ask the key questions that get the answers you need to win the deal
• Determine what your customer will buy, why they will buy and when they will buy
• The Win-Win approach
• Learn to read the signals that lead to a successful close, develop your client until you get those signals and then easily commit your client to the deal
• Implement a proven selling system that eliminates the guess work and produces consistent results
• Turn objections into reasons to buy
• Leverage your own unique talents and abilities with the sales process and enjoy your highest levels of sales performance
• Maximising your selling time
• How to develop mastery level sales skills
• .more

What are the major benefits?

The bottom-line benefit will be an improvement in sales performance.

The enhanced professionalism will translate into the accuracy in sales opportunity assessment, the speed of preparing account strategies, higher personal productivities and increased customer satisfaction.

Sales people will gain a new and proven tool which will enhance their competence and confidence.

Those supporting the sales function will gain an understanding of the structured sales approach and be better able to support and complement the selling activities.

More benefits:

• Establish an empowering self-image to be more successful
• Developing a step-by-step system for the sales opportunities and leverage the power of a proven system.
• Enabling you to communicate more effectively with the client and internal team by learning from expert communicators, TV presenters and actors.
• Focusing on the right issues with the right people at the right time. Put your energy into the critical success factors with time management, focus and clarity.
• Asking questions skillfully to get the right answers that you need to win. Talking is not selling you must be actively probing your customers for their problem areas.
• Negotiating tactfully to maximize outcomes for both yourself and the client by striking up win/win deals.
• Shifting your sales focus from transaction to relationship and from tactical to strategic
• Receiving on-going coaching to ensure that you achieve your goals and develop sales mastery

Why this program is different from other traditional sales training programs?

Develop real lasting confidence compared to short-term hype which doesn't help you to improve at what you do or get better sales results.

Develop true mastery of sales and become an expert at what you do. A little bit of knowledge in a lot of areas isn't what brings great sales results. You've got to master every step of the sales process to reach the top.

Acquire skills and retain know-how of the sales process. Most sales training programs give you a lot of information and little else. Unless you apply that knowledge it will not make a difference to your sales results.

Walk the path of the exceptional sales professional by developing your skills above the level of the average sales person. It's easy to get to a certain level in sales but after that very few make anymore progress. The exceptional sales professional though masters the sales process and every step along the way.

Benefit from a proven refined system and leave guess work and intuition at the door. Consistently good sales results come from being consistently good and having a workable system. It's not magic or pot luck that makes or breaks sales performance it's the consistency of effort that translates into results. Only a proven sales system can deliver that.

Selling is game of mental strategy and focus as well as a performance based skill similar to golf and martial arts. Your sales success depends upon what you do on a daily basis. Planning, asking questions, presenting, negotiating, closing, and follow-up are more important than what you know.

Our training is unlike other programs where you come away with excitement and little else of value. The core mission of all our programs is to have you walking away with better practical and usable skills than you arrived with. We achieve that with more than 70% of our programs being practically based.

Participants are required to actively engage in sales scenarios from the beginning and are introduced to more sophisticated real-world situations as their confidence and skill level builds.

We also back up our training modules with ongoing coaching and support from our expert facilitators so that you'll continue to build on your skills going forward.

What is the program format?

The Zero Resistance Selling program has three aspects:

• Introducing the concepts and processes of ZRS to sale opportunity analysis and sales planning
• Applying these concepts and processes to current sale opportunity
• Practicing sales presentations and receive expert evaluation and coaching

Participants with sales quotas are asked to identify selling opportunities in significant accounts prior to the program. They are accounts with obvious sales potential but where obstacles may prevent successful outcomes.

Working in small, mind-storming teams, the participants use the Zero Resistance Selling methodology to assess these sales opportunities and develop strategies for immediate execution back in the workplace.

The interactive, dynamic climate of this team approach, combined with structure of the Zero Resistance Selling methodology encourages feedback and constructive thinking and discussion. People with no prior knowledge of the account or particular sales opportunity are able to understand the situation and make valuable contributions.

This is also a team building opportunity for any sale team. Another bonus of this program is a refreshing openness in communication and a unique, practical leaning experience for your sales team.

Minimum of 70% of the allotted program time is spent engaged in practical real-world negotiating scenarios with critical appraisal and correction by our skilled sales coaches. The remainder of the program is spent listening to, questioning and probing the minds of our expert sales coaches to understand the process thoroughly.

The program is modular in design. More than 90% of the programs that we deliver are customized to our clients. We also run standard open programs throughout the year in our own training facilities.

To find out more about our training programs and services, please contact us (02) 9411 1345 or email us at info@qec.net.au

 

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