Doug Dvorak offers an interactive process for sales professionals and non-sales people to discover their natural talents and how to overcome potential roadblocks to sales success. Every individual has a unique selling style that sets them apart. This interactive process allows the individual to focus on and develop their strengths, while identifying potential weaknesses through Doug’s sales self-development plan. Immediately, sales professionals can complete the process and start implementation for sales success. As a follow-up to Doug’s last sales training session, attendees’ requested that Doug provide additional sales skills training on how to overcome sales objections encountered during the sales presentation, how to handle rejection and constant “NO NOT INTERESTED”, strategies for improving and enhancing marketing/client relationships and in general, more detailed, in-depth discussions on the SALES PROCESS Doug’s program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, "Treat others how THEY want to be treated." In order to adapt to a client’s needs, a sales professional must first understand his or her own selling style. Which selling techniques come naturally, and which are more of a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique. In addition to selling styles, properly managing an organization’s sales talent can be a key competitive advantage in today’s workforce. It will lead to higher productivity, job satisfaction, increased morale and decreased turnover. All of these factors can contribute to a healthy increase in the organization’s return on investment and are addressed in this customized sales training program, How to Sell with Excellence and Passion, Learning Objectives and Outcomes. Sales professionals tend to be goal oriented and results driven. Through sales coaching and the use of Doug’s sales assessments, individuals learn how to satisfy their natural motivators and to behaviorally adapt their sales style to target the communication needs of their clients. As a result, sales will increase and job satisfaction rises along with the sales professionals moral. Part of this training program is The Customized Personal Sales Assessment (CPSA). This assessment is designed to help people attain a greater knowledge of themselves as well as others. The ability to interact effectively with people may be the difference between success and failure in our work and personal life. Effective interaction starts with an accurate perception of oneself. The CPSA Sales™ assessment quantifies information on how we see ourselves and presents this self-perception in a detailed computer report. Results and Benefits of the CPSA Sales Assessment: • Helps spot winners and establish a reliable method of choosing sales people. • Evaluates the performance of both new and existing sales people. • Shows the sales manager how to get the most out of the sales team. • Provides coaching for the sales team for maximum results. The assessment also looks at six areas of the sales process and helps you to develop a personal development plan for sales improvement including: • Prospecting • First Impressions • Qualifying • Demonstration • Influence • Closing Once the results are received, sales skills development can be tailored to the different needs of each sales person and organization. When sales people understand themselves and their prospects, communication becomes more effective. Therefore, sales productivity and performance increases. The information given in these assessments will enhance the sales development process for any organization.