Program Objectives

To re-ignite, re-motivate and empower sales professionals to achieve and sustain consistently high levels of sales activity and results through the development of three foundational sales competencies:

Professional Sales Skills

• Use innovation to develop unique sales strategies
• Present our products with impact
• Communicate to achieve results

Product and Client Knowledge

• Truly understand our client's needs
• Establish and sell our point of difference
• Respond to objections and negativity

Personal Motivation to Sell

• Build self-confidence
• Develop and demonstrate enthusiasm
• Maintain discipline during periods of stress

Content Overview

Part 1: Creative Juices

• Planning with innovation
• Getting past gatekeepers
• Maintaining consistency in sales activity
• Targeting the right clients at the right time
• Avoiding the feast or famine syndrome
• Developing high-impact referral systems

Part 2: Knowing Me, Knowing You

• Understanding the buying motivations of clients
• Recognizing our personal strengths and weaknesses
• Adapting our sales techniques to different clients
• Identifying our unique selling points
• Developing a compelling lift spiel
• Merit mapping key accounts

Part 3: It's Simply Not a problem!

• Uncovering hidden needs and opportunities
• Guiding clients into action
• Solving client problems
• Handling objections
• Closing the sale
• Presenting with impact

Feedback from attendees on the last program scored the workshop as follows:

84% rated the workshop 10 out of 10

14% rated the workshop 9 out of 10

2% rated the workshop 8 out of 10

As one delegate stated, "I have attended a lot of training programs, but have not covered any of the topics that Innergy did.  It was extremely relevant to my role and opened my eyes greatly."

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