DESCRIPTION OF THE PROGRAM
In a hard-working, shirt-sleeve, adult-education environment, participants devote the large percentage of conference time to working on their own cases.
The System for Selling Effectiveness is designed as a three-phase program:
1) To achieve measurable sales results, participants are asked to identify
and bring to conference four challenging situations or target accounts.
2) The study and practice of SAI Methods, based on these real and current
cases, requires from three to five days.
3) The strategies developed are tried upon return to the job. Successes
encourage repetition of the process; new habits and disciplines become
ingrained.
Continuing application of the system is assured by management involvement in
all of these phases. Several refresher programs, based on letter writing,proposal
writing, advanced problem solving and effective presentation, are also available.
The program's acceptance and continued use are due to SAl's unique analytical methods. They give salespeople practical, easy to use tools for pre-presentation planning and communicating that serve them the balance of their careers. Even the most experienced enthusiastically recommend the system because it works.
WHO SHOULD ATTEND?
Anyone who talks or writes to customer personnel can benefit from learning to talk or write from the Customer's Viewpoint.
SALES MANAGEMENT will identify a standard of excellence and a fine coaching model.
SALES REPRESENTATIVES will develop additional skills that assure professionalism at the point of sale.
PRODUCT DEVELOPMENT PEOPLE will perform better thinking from the Customer's Viewpoint.
CUSTOMER and TECH SERVICE REPS will be better armed to sell on each customer contact.
CREDIT, SHIPPING, ADVERTISING, SALES PROMOTION and other department personnel will all more effectively advance the goals of Customer Relationship Management.
The competitive edge that adds results to the bottom line!
HOW TO IMPLEMENT THE PROGRAM
The program can best be implemented following these steps:
Step 1 - Set up a Trial Group of 10 to 16 people with customer contact
responsibilities, to be conducted by professional SAI Staff.
Step 2 - Train one or more In-House personnel in the two-week SAI
Instructor Development program.
Step 3 - Certified Instructors train other company personnel in groups
of 10 to 16 participants.
BACKGROUND INFORMATION ON SAI
SAI has offered advanced Management Communications and Sales Training
methods to the top executives, supervisors and marketing personnel of over 125 of the top 500 U.S. corporations, plus many major companies in Britain, Canada and Europe. Industries served by SAI include: Aerospace, Aircraft, Airlines, Appliance, Automobile, Banking, Food, Glass, Insurance, Machine Tool, Mining, Photographic, Power Generation, Petrochemical, Rubber, Steel, Truck Manufacturing and Utilities .
The SAI Organization specializes in training trainers for the in-house presentation of the program. The program has been translated into German, French, Italian, Portuguese, Dutch and Spanish, among others. Additional translations are planned.
Public seminars are conducted in Oak Brook, Illinois, a western suburb of Chicago, throughout the year for individuals who wish to evaluate the program for themselves or their companies. Schedules and costs are available on request.
Advanced Selling Skills
- Principles of Human Relations Applied to the Science and Art of Selling
- Overcoming COST by Selling the VALUE of your Product or Service
- Identifying and Overcoming the Fourteen Types of OBSTACLES
- Assuring the Customer that the Service is Fairly and Reasonably Priced
- Making the Prospect or Customer WANT to Do Business with YOU
Persuasive Principles and Methods for Selling Accounting Services
- Creating and Developing Positive Client Relationships
- Selling the Advantages of Working with the Small Firm Principal
- Assuring the Client that the Service is Fairly and Reasonably Priced
- Overcoming COST by Selling the VALUE to the Client of your Expertise
- Making the Accounting Client WANT to Do Business with YOU
Persuasive Selling Skills for the Banking & Financial Services Industries
- Making the Banking/Financial Services Client Feel Important
- Developing TRUST with the Banking/Financial Services Client
- Assuring the BFS Client that the Service is Fairly and Reasonably Priced
- Overcoming COST by Selling the VALUE to the BFS Client of your Expertise
- Making the BFS Client WANT to Do Business with YOU
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