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Sales
Reinforcement Training
System
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Section
1 - Introducing the Sales Cycle
How
to use the Sales In-Branch Activities; overview of selling; commonly
asked questions; definitions.
| Activity
1: |
Kick-off
Session |
Introduce
the Sales In-Branch Activities and discuss employee opinions about
sales and service. |
| Activity
2: |
First
Impressions |
Apply
rapport-building behaviors and practice using member/client names. |
| Activity
3: |
Recognizing
Opportunities |
Recognize
verbal and non-verbal opportunities and link to your products
and services. |
| Activity
4: |
Acting
on Opportunities |
Open
discussions about a potential sales opportunity in a non-threatening
way. |
| Activity
5: |
Developing
a Questioning Repertoire |
Develop
a repertoire of questions, which help uncover hidden needs. |
| Activity
6: |
Using
Features and Benefits |
State
the features and benefits of products to satisfy members/'clients'
needs. |
| Activity
7: |
Ask
Away! |
Recognize
buying signals and develop a script to ask for the business. |
| Activity
8: |
Jeopardy |
Use
a variety of ways to "ask for the business" in a Jeopardy style
game. |
| Activity
9: |
Identifying
Objections |
Understand
why objections are raised and recognize five common types of objections. |
| Activity
10: |
Responding
to Objections |
Develop
and share written responses for overcoming objections. |
| Activity
11: |
More
Questions Please |
Qualify
a referral by asking the right questions. |
| Activity
12: |
Seamless
Handoff |
Practice
making a successful referral. |
Section
2 - Improving Individual Sales Performance
How
to use the Sales In-Branch Activities; overview of selling; commonly
asked questions; definitions.
| Activity
1: |
Introducing
the Competition |
Respond
appropriately when a member or client mentions a competitor's
product or service. |
| Activity
2: |
Sales Tool
Toss |
Understand
and use available sales tools to support the sales discussion
(i.e., brochures, applications, rate bulletins, computer, etc.). |
| Activity
3: |
Circle
Game |
Initiate
discussions about potential sales opportunities. |
| Activity
4: |
Listening
& Responding |
Reinforce
the importance of paraphrasing, clarifying and summarizing. |
| Activity
5: |
Twenty
Questions |
Discover
hidden needs through questioning. |
| Activity
6: |
Tic
Tac Toe |
Practice
stating features and benefits using a Tic Tac Toe Game. |
| Activity
7: |
One-Minute
Role Play |
"Think
on your feet" while presenting options to satisfy a confirmed
need. |
| Activity
8: |
You've
Earned the Right |
Practice
asking for the business. |
| Activity
9: |
Catalogue
of Objections |
Develop
a catalogue of objections, with appropriate responses for future
reference. |
| Activity
10: |
You're
on Candid Camera |
Demonstrate
successful referral techniques. |
Section
3 - Building Team Sales Performance
How
to use the Sales In-Branch Activities; overview of selling; commonly
asked questions; definitions.
| Activity
1: |
Shopping
the Competition |
Compare
your products with those of the competition. |
| Activity
2: |
Competition
Sales Practice |
Practice
responding to various member/client questions about the competition. |
| Activity
3: |
Product
Limitations |
Talk
confidently about product strengths and handle limitations. |
| Activity
4: |
Follow-up
Interviewing |
Share
ways to continually improve the referral process. |
| Activity
5: |
Referral
Successes |
Discuss
what contributes to successful referrals and link successes to
branch results. |
| Activity
6: |
Re-Working
a Sale |
Analyze
and rework new approaches to unsuccessful sales. |
| Activity
7: |
Sales
Successes |
Demonstrate,
share and celebrate sales success factors. |
| Activity
8: |
Swap
Meet |
Exchange
prospecting ideas to develop new ways to act on additional opportunities. |
| Activity
9: |
Research
Challenge |
Research
additional opportunities with clients/members. |
| Activity
10: |
Time
Management |
Develop
goals for maintaining member/client relationships by analyzing
use of time. |
| Activity
11: |
Telephone
Survey |
With
a partner, practice building and maintaining member/client relationships
over the phone. |
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