Selling Breakthroughs - Kelowna Sales Training

Keep your customers satisfied to create lasting relationships.

The secret to making a successful sale is knowing what, why, how and when your audience wants to buy. Learn the processes and stages of both buyer and seller simultaneously to understand how to apply sales skills and behaviors that accurately match the buyer's state and motivations. Understand how to use your expertise confidently to positively influence outcomes and meet both the buyer's and your own requirements. A sale isn't over until your client knows that the solution to their business problem is you and your product or service.

This course will help you:

• Accurately assess customer needs and establish needs awareness
• Present solutions based upon priority and big picture needs, not products or services
• Use the buyer's motivations for increased focus and creating opportunities
• Communicate as a problem-solver and a trusted partner
• Develop professional, long-lasting business-to-business relationships

Who should Attend:

Anyone involved in the selling process.

Format:

• A highly-interactive 1-day workshop.

Tools Provided:

• A Comprehensive Learning Guide
• A pre- and post-workshop skills assessment 
• Half hour with our sales professional one month after training

Detailed Synopsis: Selling Breakthroughs

The Selling Breakthroughs workshop. will give you the skills needed to transform selling products, services or ideas into selling “business solutions” are essential for salespeople at all levels.

The program will broaden your understanding and develop your selling skills to uncover the underlying business need, create a desire to act on solving the business problem or to take advantage of a business opportunity, make clientcentered sales presentations, gain commitment, and enhance the relationship by ensuring client satisfaction.

The program provides practical planning tools and processes, with case studies and practice sessions to learn and enhance your selling skills.

Unit 1 An Overview of the Selling – Buying Process:
In this overview unit we examine the process and stages that a buyer moves through in any buying situation. This enables us to appreciate the skills and behaviors required by the salesperson to support the buyer throughout the process.

Unit 2 Need: Establishing buyers’ needs and need awareness:
The foundation of any sale and worthwhile relationship requires a clear understanding of the buyer’s real needs – their situation, problems and opportunities. In this unit you will learn the importance of first impressions, and how to use appropriate selling and interpersonal behaviors to achieve strong and positive relationships. You will enhance your questioning skills to obtain appropriate facts and information, and to get confirmation, agreement and commitment.

Unit 3 Priority: Activating needs to priority:
This stage is the vital link between establishing needs and presenting a solution. We explore general and specific buying motives, and identify and establish the individual motivations and drives of our buyers. You will learn specific questioning skills that focus the buyer on their real situation, and help them clarify those needs that are priorities for them. You will become comfortable challenging the status quo.

Unit 4 Solution: Presenting a business case solution:
This Unit is designed to move you towards mastery of presenting a business case that meets the buyer’s specific product and service needs, demonstrates value, and is based on positive relationships. You will further enhance your questioning and listening skills. You will learn how to prepare generic and client specific product and service analyses, based on a complete understanding of features, advantages, benefits and end results. You will prepare a value-based solution, with a documented valueadded package, that effectively differentiates your solution. You will learn how to deal with various forms of resistance, including “price” issues, and positively sell on value and
relationship factors.

Unit 5 Implement: Closing and implementing:
Through an understanding of buying signals, stress and risk assessment, and closing techniques, you will learn how to support the buyer to implement their solution choice. Preparation of a checklist and plan will ensure both parties commit to and complete full implementation.

Unit 6 Relationship: Cementing the relationship and managing expectations:
This unit looks at our customers in terms of importance and worth to help us better allocate our time. Development of an expectation feedback system helps us monitor and evaluate results against expectations. Proactive follow-up will ensure an ongoing relationship based on trust and credibility.

For more information and to see how Priority Management can help you work smarter, call:

David Anderson - President - Okanagan Training Solutions
Priority Management - A Better Way to Work
250 762-5096 / 1-877-762-5096
mailto:prioritymanagement@shaw.ca
http://www.okanagantrainingsolutions.com/
http://okanagantrainingsolutions.blogspot.com/

Stimulus Funding Announcement for Kelowna Small Businesses

Okanagan Training Solutions is an eligible trainer for the Workplace Training for Innovation Program and offers courses priced from $400 to $1500 per employee depending upon the program and material costs.

Workplace Training for Innovation Pilot Program

The Ministry of Advanced Education and Labour Market Development has established a new program initiative, Workplace Training for Innovation Program, through the Strategic Training and Transition Fund. The program is designed to provide eligible employers with funding for employee training in order to:

• Improve productivity
• Support the introduction of new technology, machinery/equipment or work processes
• Enhance international competitiveness
• Introduce innovative training and workplace strategies to increase the long term competitiveness of the organization and its workforce.

Both businesses and not-for-profit employers may be eligible to receive funding. Eligible employers must be:

• Small organizations (less than 50 employees)
• In good standing with the BC Corporate Registry
• In existence for one year or more

How will this benefit my small business?

This limited time program can provide your business or organization with full $$ funding for employee training in order to improve productivity; introduce new technologies or work processes, enhance your competitiveness and/or increase the long term competitiveness of your organization and its workforce.

To pay for training, you can receive:

• up to $1500 per employee to a maximum of $5000
• Funding for Sales Training Programs in Kelowna

In addition, organizations must certify that they would not undertake the training without financial assistance from the Province. Complete eligibility criteria are contained in the application form and program guidelines. Organizations may apply for funding by submitting a completed application for funding form to Chemistry Consulting Group Inc. at the address listed on the form. Faxed and emailed applications will not be accepted. An application is not a guarantee of funding. Applications will be processed on a first-come/first-serve basis, subject to availability of funding. Applications will be accepted until January 31, 2011, subject to availability of funding.

Related Documents

• The Application for Funding Form [PDF]
• Program Guidelines booklet [PDF]
• Program Infosheet [PDF]

If you need to discuss your funding Training Requirements give us a call for a free one hour consultation.

David Anderson - President - Okanagan Training Solutions
Priority Management - A Better Way to Work
250 762-5096 / 1-877-762-5096
mailto:prioritymanagement@shaw.ca
http://www.okanagantrainingsolutions.com/
http://okanagantrainingsolutions.blogspot.com/

10 essential Time Management skills!

10 essential time management skillsBy Tom Mochal

Have you ever started the day with great ambitions and then realised at the end that you didn't get anything done? It happens to everyone, but it happens to some people more often than others.

Time management allows you to have a higher degree of control over what you do in a day, week, or month. Time management skills can help you spend the hours you have on what is most important to you.

Organisational skills are easier for some people than others. For instance, all time management advice includes some form of writing down what you want to accomplish. For many people, this is easy and natural. Other people have difficulty creating lists and following through on them. It's a left-brain/right-brain thing and has to do with whether your brain favors logic and structure or creative and unstructured thinking. Time management requires discipline. If you're not prepared to be disciplined, you're not going to be a very good manager of your own time.

Here's a top-10 list of time management techniques that I've employed myself. Notice that I didn't call them "best practices." However, they do work for me and can work for you as well.

1. Create a list of things to do each morningIf you don't keep track of what you want to accomplish, you're not going to have a chance for effective time management. Create a to-do list at the beginning of each day or at the end of the prior day. The list can include business and personal items and can be put on paper, your workstation, PDA, etc. Refer to the list several times during the day. For example, if you have 10 minutes before a meeting, glance at your list. There might be an e-mail you wanted to send that would only take 10 minutes. When you complete each item, check it off. If you’re like me, you derive satisfaction from being able to check off an item as complete.

2. Write down all follow-up items on your list
To keep track of new things that come up during the day, place them on your daily list. If your list is full and the activity can be completed tomorrow (or the next day), place it on your list for a day or two out. Have you ever wondered why people tell you they'll do something and then don’t follow through? It's because they don't write it down. When I was a manager, I would often talk to people about work we needed to complete. I never trusted their memory. If they didn't bring a pencil and paper, I gave them some so they could write down what needed to be done and the due date.

3. Carry forward unfinished work and follow upNow you have a list of work for the day, and you've added new items for follow-up during the day. What do you do with the things you haven't completed at the end of the day? You carry them forward and add them to your list for tomorrow. But don't be a procrastinator. You don't want to carry an expanding list of activities from day to day to day. If the activity is important, get it done. If it's not important, follow up with the person who's expecting something from you and explain that the work hasn't been completed.

4. Keep track of due datesUse your list to keep track of due dates. This includes commitments to work colleagues and friends. My experience is that people miss due dates more often than they hit them. If you're not clear, ask when an activity needs to be completed, write it down, and then use time management skills to make sure the work is done on time. If you can't meet the commitment, communicate that in a timely manner.

5. Create a list of priorities for this month and next
I know many people make lists for today. How many make high-level lists of the things they need to do this month and next? Unless you have a transactional job where your time frames are always short-term, you need to stop at the beginning of each month and determine what you want to accomplish. These lists are obviously at a high level, but, again, they keep you focused on what you want to accomplish. As the month progresses, start adding items to your list for the next month.

6. Keep track of longer-term reminders
Your things-to-do list isn't going to help you for follow-ups you'll need to remember in the distant future. For instance, you may tell a colleague that you'll follow up with him to check progress in two months. You need to have a way to keep track of this follow-up and to remind yourself two months in the future. I've always just used a calendar. Most online calendars have features for reminders. In fact, I place multiple reminders over multiple days, so that if I miss one, I'll catch the reminder the next day.

7. Keep a clean desk
I never knew of a good time manager who worked in a pigsty. In fact, it usually follows that people who have cluttered offices or cubicles aren't very good time organisers. I don't think you can be a good time manager when you spend a lot of time looking for stuff in a cluttered work environment.

8. Keep all of your current work in one area
Over time, you may work on many separate activities and initiatives. Keep your things organised. I always keep all of my current work papers in one area where I can get at them easily. When I'm finished with a project or initiative, I move the folder elsewhere (see tip 9).

9. Purge files and documents you no longer need
Here's one that might startle you. For the past 10 years, I've had one file drawer where I keep all my papers from completed work initiatives. I keep adding new work folders to the front of the drawer, and when the drawer gets full, I throw out files from the back end. In other words, I never keep more files than can fit in one drawer.
Contrast that to your system of keeping endless years of paperwork that no one cares about anymore and no one will ever care for again. Of course, I'm not talking about users' manuals or reference material that you need. I’m talking about the work files you accumulate. And yes, once a year, I wish I could go back and find something I threw out. But I usually have the original documents online.

10.Back up online files and purge
I have a similar philosophy about online documents. I would guess that 95 percent of what you have online in your work files probably has a shelf life of three months or less. I periodically back up my files to CD (or disk) and then go through and quickly delete all the older junk I don't need anymore.

David Anderson - President - Okanagan Training Solutions
Priority Management - A Better Way to Work
250 762-5096 / 1-877-762-5096
mailto:prioritymanagement@shaw.ca
http://www.okanagantrainingsolutions.com/
http://okanagantrainingsolutions.blogspot.com/