Sales Training & Coaching

Stage One: Group Sessions

Rich offers six, 75-minute, in-house sessions leading participants through all steps of the selling process.  Training can be offered in six sessions, two half-days or one full day.  The Focused Salesperson includes: 

1. Recognizing & Relating to Four Customer Types

  • Dominant, Interactive, Supportive & Cautious Types
  • How to Sell the Four Types
  • How Your Style Impacts Sales Performance

2. Selling Yourself (& Product, Company & Industry)

  • Selling Yourself as a Trusted Professional
  • Practicing Self Motivation
  • Selling or Sabotaging: Product, Company & Industry?

3. Managing Time, Productivity & Sales Flow

  • Getting & Staying Productive
  • Developing Good Work Habits
  • Managing Your Pipeline for Consistent Production

4. Prospecting, Making Calls &  Building Rapport

  • Meeting New Prospects
  • Making New Business or Cold Calls
  • Building Rapport & Developing Relationships, Referrals & Repeat Business

5. Questioning, Diagnosing & Presenting Solutions

  • Asking Effective Questions & Being a Good Listener
  • Diagnosing Problems & Locating Pain
  • Presenting Your Solution in a Persuasive Manner

6. Agreement, Handling Resistance & Closing the Deal    
  • Getting Agreement throughout the Sales Process
  • Working through Hesitation, Resistance,Objections
  • Closing the Deal, Getting the Sale!

7. Selling as a Professional Career Choice (Optional)

  • Examining History, Sales Concepts & Thinkers
  • Identifying the Ten Most Important Sales Skills
  • Developing Unconscious Sales Competence   



Stage Two: One-On-One Coaching

Personal Coach – On-Camera Role Playing Sessions

The Personal Coach program picks up where classroom sessions leave off.  The training can be conducted privately with individuals or in a sales team setting.  The Personal Coach program requires one to two days.     

Each individual on your sales team prepares a sales call introduction, presentation and closing strategy, then role plays on camera with an experienced coach. The participant and coach then review, evaluate and work to improve the performance.  The Personal Coach program helps participants “see and hear” what they are doing in terms of non-verbal, vocal and verbal communication, and quickly make improvements.  The program also identifies and reinforce things the sales professional is already doing well.  The program includes these steps:
 
A. Group Preparation Assignments   
B. On-Camera Role Playing
C. Performance Review
D. Performance Critique
E. Performance Improvement
F. Follow Up Report for Each Individual



Sales
For the past two years we have used Rich Drinon’s sales training for our inside and outside sales teams. He has shown great skill at helping our salespeople with high priced, complex and sophisticated banking software products.  Veronica Wooten, EVP/COO, Suntell