Group Sales Training

Break through to your full sales potential with Hi-Impact’s sales training classes offered at your facility or online.

We offer a complete course in sales training–designed to generate an exponential increase in sales results via skill development and peer support.

Hi-Impact’s Sales Curriculum

Module: The Top Producer

Minding Your Mind 

• Maintain a Positive Belief System
• Stop Making Excuses and Rationalizations
• Be Committed, Confident and Competent

Sell by Serving 

• Provide Solutions that add Value to your Customer’s Life
• Be a Resource and Friend
• Contribute  to Client’s Success

Develop Your Sales Image & Self Esteem

• Develop Your Personal and Professional Image 
• Steps to Build Your Personal Brand
• Exceed Sales Goals & Money Expectations

Building a Daily Routine

• Challenge Yourself to Make Powerful Calls
• Maintain a Full  Calendar with Revenue Generating Activities
• Track Sales Activity in CRM system to Generate Success

Set and Achieve Goals

• Set Goals to Win
• Review and Modify Goals
• Reach for Aggressive Goals

Manage Your Time for Sales & Fun

• Manage Fear & Rejection
• Get the Most from Personal Time
• Reward Yourself for Successes

Engage Sales Support

• Seek Role Models and Mentors
• Delegate Tasks and Increase your Overall Productivity and Efficiency
• Use Coaching Effectively

Module: Sell by Networking

Working Networking Events

• The Power of Networking – Do’s and Don’ts
• Creating Ambassadors “Who Will tell About You and Connect You With the Right Prospects”
• Entertain with Intent to Build Business

Sell with LinkedIn – Part 1

• Build your On-line Presence
• Seek Groups to Join and Participate
• Search and Connect with Key Decision Makers at Targeted Accounts

Sell with LinkedIn – Part 2

• Set Activity Goals for Connections and Conversations
• Turn Connections into Appointments and Relationships
• Seek Ambassadors Who can Connect You

Gain Referrals to Grow Your Business

• Tips on how to Ask for Referrals
• Being Clear and Precise about who You are and What you do
• Selecting Powerful Referral Partners

 Module: Account Management

Account Planning

• Segment and Grade Accounts
• Create a Cadence Plan Per Account
• Develop Strategic Action Plan for Key Growth Accounts

 Penetrate Accounts

• Understand  Growth Potential and Cross Selling Opportunities
• Tap the Power of an  Organizational Chart
• Master the Power of Seeking Referrals

Module: Sales Mechanics

Manage Your Pipeline

• Understand Your Pipeline Percentages
• Master the Sales Cycle
• Create New and Close Opportunities

Generate Winning Proposals

• Critical Tips for Writing a Killer Proposal
• Pricing for Profit
• How to Know if a Request for Proposal is a Smokescreen

Handling Objections to Win the Sale

• Reasons Why Buyers have Objections
• Getting Buyers  to Reveal their Objections
• Positively Responding to Objections and Moving the Sale Forward

Prospecting for New Business

• Stimulate a Buyer’s Interest
• Articulate “What’s In It For Them”
• Land the Appointment/Opportunity

Developing a Prospecting Conversation

• Prepare your Call Objectives
• How to Write an Effective Call Guide
• Manage the Call for Optimum Outcome

Creating Opportunities

• Identify the Buyer’s Potential Pains Prior to the Call
• Probe to Understand the Buyer’s Needs and Establish Rapport
• Gain Buy-in to Your Solution to their Problem/Pain

 Build Strong Rapport

• Listen to Understand Customers
• Know When to Talk, Building Trust
• Understand Personality Styles

Manage the Selling Process

• Analyze Buying Strategies and Motives
• Manage Steps throughout the Buying Process
• Deepen Relationships and Gain Commitments

Getting Past the Gatekeeper

• Befriend the Gatekeeper
• Craft a Compelling Message the Gatekeeper Can Relate To
• Speak with Authority, Self-confidence and Assurance

Give Winning Presentations

• Set the Tone
• Speak Publicly, Relate Personally
• Wow the Decision Makers Make Them Want More

Introduce Yourself to Sell

• Build an Impactful Elevator Intro 
• Establish Instant Credibility
• Develop Rapport and build Relationship

 Module: Sales Management and Leadership

Build a Winning Sales Team

• Hiring A Players—Assessing Candidates
• Training for On-going  Success
• Power of Effective Leadership

 Get Accountable and Use Support

• Motivate with Consequences and Rewards
• Blow through Your Excuses and Rationalizations
• Set the Game to Win

Maintain Momentum

• Hit Goals and Move On
• Celebrate and Create Success Incentives
• Build on Success

 Module: Selling Styles

Consultative Sales

• Assess Client Needs and Make Winning Recommendations
• Become a Partner in Resolving the Problem
• Accelerate your Sales in Less Time

Relationship Selling

• Authenticity and Trust
• Create Win-Win Situations
• Relationships Under High Pressure Situations