The SAI (Sales Analysis Institute) Sales Training program has evolved from over 70 years of research and study of thousands of successful salespeople's methods of selling. The individual elements of persuasion have been identified and tied together in a system that helps salespeople:

Systematically Analyze their Sales Problems and Opportunities

Pre-Plan a Strategy and Presentation that Increases their Success Ratio

Communicate their Products, Services, Plans, and Ideas from the Customer's Viewpoint

Participants take away an understanding of the way customers think and the elements of communication that appeal to the customer's thought process. The analytical methods that are studied and practiced help people make the difficult transition from the seller's viewpoint to the customer's viewpoint easily and effectively.

Salespeople become better thinkers, problem solvers, persuaders and producers.

PROGRAM CONTENT

To gain and hold the interest of experienced and successful salespeople, the conference stresses "how to do" rather than "what to do." The total sales process (from initial contact to post-sale follow-up) is studied:

How to analyze a product or service and develop a "warehouse of facts" to discuss with various prospects

How to get - from any source - information essential either to planning or presenting a product or service

How to establish and maintain emotional rapport with all customer personnel involved in the buying decision

How to determine the specific goals and objectives of decision makers and logically relate recommended actions or features to them

How to create desire for products and services where none seemingly exists

How to discuss troublesome situations without criticizing or arousing defensiveness

How to communicate facts about products and services interestingly and persuasively, e.g., how to compare without knocking; provide proof effectively, etc.

How to present one-on-one or to committees

How to communicate using statements or questions

How to use the system when talking or writing

How to calm emotions and resolve differences of opinion reasonably

How to deal effectively with customer objections based on habit, fear, lack of information, price, competition, complaints, etc.

How to help customers decide favorably on products and services, i.e., close the sale

How to follow through and follow-up to keep customers "sold"

Sales Training Conferences