SalesTiger

Dojo

Intensive full-contact sales training

Here’s an overview of the major topics covered in our Dojo training. Please give us a call at (888) 306-0019 if you would like to know more about the course material. We'd be happy to discuss the program in more detail.

Orientation and Overview

  • History of the Office Equipment Industry
  • What It Takes to Be Successful
  • Aptitude + Motivation = Performance

Sales Strategy Overview

  • Dominant Buying Motives, Business and Personal
  • 5 Steps to the Sale
  • The Sales Track

Time and Territory Management

  • Planning an Effective Day
  • Time Wasters
  • Territory Management
  • Leads

Prospecting

  • Why We Prospect
  • 4 Methods of Prospecting
  • Cold Calls
  • Direct Mail

Telemarketing and Record Keeping

  • Telemarketing
  • Preparation for Effective Telemarketing
  • Advantages of Good Record Keeping

TOMA

  • How to Generate More Appointments
  • Better Quality Appointments
  • Structured Workweek

The Needs Analysis

  • Listening Skills
  • The 3 Main Buying Criteria
  • The Objective, Benefit, Feature Method of Selling
  • Gaining Pre-Commitment

Buyer Profiles and Personalities

  • What Are the Different Profiles?
  • How to Identify Each Profile
  • How to Sell to Each Personality

Developing a Proposal

  • Cash/Lease Sale
  • Guarantees We Offer and How to Use Them
  • How to Prepare a Proposal
  • “The Proposal Call”

The Cost Analysis

  • When Is a Cost Analysis Needed?
  • What Costs Should Be Included?
  • Formats

Product Demonstration

  • Types of Demonstrations
  • What Is a Selling Demonstration?
  • The Structure of a Selling Demonstration

Handling Objections

  • Understanding Why the Prospect Objects
  • The Definition of a “Switch”
  • What If the Prospect Never Brings It Up Again?
  • How to Handle a Legitimate Objection

Negotiating

  • Why Do Prospects Want to Negotiate?
  • The Rules of Successful Negotiating

Personal Marketing Resume

  • Your Company’s “Added Value” Philosophy
  • The Personal Marketing Resume

Closing Skills

  • What Is a Trial Close?
  • What Is a Buying Signal?
  • When Should I Ask for the Order?
  • How Do I Ask for the Order?