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Sales Coaching Programs

Corparise’s Sales Training and Coaching methodologies are based on the most recent, forward thinking and effective sales strategies that exist today.
If you think that Sales is reserved for those people with the “gift of the gab”, then you should rethink your process. People that have mastered the art of selling know that it is teachable and that there is a specific process in place. At the same time, Sales is not for everyone; but for those that have good work ethic, empathy, competitive drive and an entrepreneurial spirit, sales can be King.

If you are not receiving the results intended in sales, many times people try to look into trying “this technique” or “that closing method”, this cannot be farther from the truth. The way to boost a sales team is to concentrate on the basics. Every sales call should be a properly rehearsed, well planned action.

We offer a comprehensive sales training and coaching program that teaches the basics of the sale, from gaining trust to closing deal. We also offer another module which teaches Sales Representatives the second most important aspect of Sales: Why customers buy and how to adapt to different personal behavioral styles to be successful.

Patrick Rogers is located in Medford, Oregon, a mid sized city in Southern Oregon. Customers who are local to the Southern Oregon area can take advantage of the full in person Sales Coaching program. Those who are not located in or near Medford, Oregon can still take advantage of the long distance Sales Coaching program.

Sales Coaching Program

Here are the Top 5 Ways that Coach Patrick Drives Sales today:

  1. A complete, start to finish sales methodology for how to perform sales calls with the right person.
  2. How to identify the social styles of your prospects and customers, learn how to read people, then use that information to secure their business.
  3. How to lead customers to sell themselves on your product through value delivered questions.
  4. How to keep your customers and utilize current customers to obtain clients.
  5. 1 on 1 coaching on all of the above. An accountability partner for your Sales Representative is powerful and will result in increased results!

Sales 1This program incorporates a full sales coaching approach for you. We meet for 1.5 hours every other week with your sales team members. From there, depending on the skill-set of your current team, we add 1 on 1 coaching as appropriate, usually twice per month as well.

In this program we perform long distance or in person Sales Representative coaching to improve the effectiveness of your sales individuals. We review and coach on the fundamentals of sales along with advanced techniques, where and when appropriate.

Our Sales Coaching programs are 6 months in length, renewable in 6 month increments as appropriate.

The 6 Month Sales Coach Program is a comprehensive, all inclusive program that takes an average sales team, or individual, to greatness, if they are willing to put forth the effort. In 6 months we can provide the following and more:

  1. Sales Team Personnel Assessment
  2. Advisor Sales Skills Basics Training / Coaching
  3. Development of Value Proposition
  4. Sales Tracking / Documentation
  5. Sales Book club and review
  6. 1 on 1 Sales coaching
  7. Sales call ride-alongs (non-intrusive, add-on capability)
  8. Advanced Adaptable Sales Skills Training / Coaching

sales 3Sales Training Workshops

We offer two Sales Training Workshop Modules. Sales Training alone without role playing and an implementation strategy are ineffective. Our workshops combine skill-set communication and real time practice.
Both of our Sales Workshops are full day seminars. They are:

Advisor Sales

This sales approach is based on years of experience and from implementing the sales strategies of the greats today. Advisor Sales means putting yourself next to the prospect, truly placing yourself in their shoes and understanding their position. Advisor Sales tears down the walls that typically make the process uncomfortable. We break down the sales process into bite size, measurable pieces:

Advisor Sales Course Outline

  1. How to prepare for the Sales Call
    a. Pre-Call preparation
    b. Research
  2. How to Gain a Prospects Trust
    a. The 3 C’s of Trust
  3. Discovery Process
    a. How to ask the right questions, not tell the wrong answers
    b. How to get them to tell you why they should buy!
    c. Discovery Agreement
  4. Sales Close
    a. Closing techniques
    b. Follow up after the sale
  5. Sales Call Role Plays

Adaptable Sales

Human nature is complex. Different people react very differently to the same exact situations. What worked to close the sale for Joe, may not, and will likely not, work for George. The skills taught in this module separate the good from the great. The skill to adapt to the prospects’ behavioral patterns will dramatically increase your close ratio. If you knew WHAT motivates your Buyer to make the decisions that they do, do you think that could be powerful?

Sales 2Basic Course Outline

  1. The 4 Basics Human Behavior Patterns
    a. How to determine the pattern
    b. Pattern adaptation strategies
    c. Non-verbal communication patterns
  2. Behavior Patterns and Why Customers Buy?
    a. Decision criteria
  3. Problem Solving Skills
  4. Role Plays
    Our training by itself is amazing; however it is best utilized by combining with role playing and involvement activities to mold into a full day workshop. Implementing the strategies learned right away helps to concrete the ideas learned. The gains in training effectiveness by combining with implementation are phenomenal. We can work with the Sales Manager to create a follow up plan and role play session that can include additional 1 on 1 coaching.

Value Proposition Communication Development

Why is your customer going to buy your product? Is it because you make the best widget in the west? I hope that you have more than that. That is an advantage and NOT a benefit. Benefits are why people buy.

This ½ day module takes you and your sales team through the process of identifying WHY your customers are buying yours (or your competitions) products. Then together we custom tailor questions and a sales approach that will help your sales team be infinitely more effective.

Until you can accomplish this, you are no better than the next guy peddling a low cost item. You will lose business and margin until you can learn how to properly communicate your value proposition. Value proposition is paramount and you have to understand how to create and communicate your value proposition for your client.

The answers lie within you and your team, I will act as a facilitator to ask the right questions to bring out the best in your product and sales team.

 

We can custom develop a Sales Coaching Program to meet your needs, call to schedule a FREE Sales Consultation. 541 690-9521.