The Selling Skills Seminar
The seminars are conducted by Maurice Dixon, who has worked in the Jan-San business as a territory sales rep, Vice President of sales, and as the President of a very successful janitorial supply distributor. We can cover this program in a half day, and can be expanded to a full day based on your choice of options. Give us a call to discuss these options.
Maurice has been on both sides of the desk, as a seller and buyer, and as a sales rep and manager.
Dix tells it like it is, and will help you grow your sales and your profits.
Ask Questions
Open Ended Question:
- Who?
- What?
- When?
- Where?
- Why?
- How?
The Listening Ladder
- L – Look at the person your speaking to
A – Ask Questions
D – Don’t Interrupt
D – Don’t Change the Subject
E – Empathize
R – Respong; Verbally and Non-Verbally
Agenda for the Course
- Introductions all around – game plan
- Mental Attunement – Sets the theme for the entire program
- Stairway to Successful Selling – The steps required to rach the top of the selling profession – these steps are referred to and explanded upon throughout the balance of our seminar.
- Planning – Territory and account planning, long-term planning – such as: sales goals, accounts to be called on, specific products to be sold, weekly and daily planning.
- Asking the Right Questions – At the right time.
- Listening Skills – When to listen and how to listen.
- Features, Advantages, Benefits – How to demonstrate the right feature, and turn benefits into orders.
- Handling Objections the Right Way – How to welcome objections and turn them into orders.
- Closing signals, trial closes, and trials
- The seven closing techniques and the six wrap up questions.
- Wrap-up and adjournment