Miller Touch Training Group

Strategic Steps to Successful Sales©

A comprehensive 3-day workshop that can be broken down and tailored to any industry that will get you ahead of your competition!

We will show you how to reduce the sales cycle and use consultative selling methods to grow your bottom line and advance your business in an ever increasing competitive marketplace.

STAGE 1 – Fundamental Skills

PRO-ACTIVE SALES ABILITIES
   Do you have what it takes to sell into the 21st Century?
   Do you Sell or Do you Tell?
   Communication Styles & The 16 Effective Habits.
   How to Build a Customer-Focused Sales Team.

COLD CALLING & PROSPECTING
   Learn Strategies to get you past the gatekeeper in 90 seconds or less!

UNDERSTANDING THE BUYER
   Learn to identify the best time in the Buyer’s Cycle to “ask for the sale”.

STAGE 2 – Intermediate

MARKET SEGMENTS
   Characterizing the Key Segments & How to Sell to Them.

ACTION PLANS
   Developing Practical Strategies that hold Sales People Accountable.

“SHOW & TELL TIME”
   Do you Pursue the Business Issues when Networking &
     Entertaining clients?
   We will show you how to maximize your efforts.

PROPOSALS & RFP’S
   Learn their True Purpose, Advantages & Disadvantages.

STAGE 3 – Advanced

QUALIFYING THE BUSINESS
   Getting this job done with 12 questions or less!

CLIENT OBJECTIONS
   Identify the Deal Breakers versus the Negotiable Issues.

NEGOTIATING THE DEAL
   10 Tips that Work in Any World! Creating a Platform for Closure.

CONTRACTUAL OBLIGATIONS & LEGAL IMPLICATIONS
   Are you protected or at risk?
   Do you know what constitutes a legal document between supplier & buyer?

MANAGING YOUR TIME & THE TEAM
   How do you manage and motivate your team on a regular basis?
   How do you stay focused in a declining marketplace when faced
      with an increasing budget?

Learn proven sales techniques and acquire new tools that will enable you to sell your products and services based on ‘value’ NOT ‘price’.