Decision Process Selling

Decision Process Selling is a two day, highly interactive workshop, designed to equip sellers with the skills they will need to understand the customer's purchase decision process and intervene at key steps in that process to affect the outcome. Participants, through their active involvement, will be able to:

• Define what a customer decision process is and explain how and when they can influence that process in the interests of a sale
• Know how to overcome initial customer indifference by examining the customer's current business circumstances
• Probe to uncover and prioritize customer needs, both on the individual and organizational level
• Probe to examine alternatives and, if necessary, reorder priorities
• Present and close on a winning alternative that meets the customer's needs and maintains profitability
• Recover from objections or a rejection

Closing

With today's business trends competition is more prevalent, product offerings are broader,and product life cycles are shorter. The process of effectively closing a sales cycle should have more emphasis than ever. The Closing program enhances understanding of the role closing plays in the sales process, demonstrates how we can and why we should influence the customer's decision process, improves closing skill, and explains the benefits of effective closing for the customer, the salesperson and the relationship.

The Art of Effective Listening

Effective communication is the cornerstone of a successful business. Yet, an untrained communicator can miss 50% of critical content in a 10-minute conversation. Minimizing misunderstanding and missed messages will maximize business results.

The seminar includes expert designed interactive video-based behavioral learning, accelerated training methods with upbeat, fast paced team activities, simulations, skill drills, competitions and practices, unequaled detailed trainer step-by-step preparation instructions and full-color participant, trainer and room materials.

Coaching the Sales Performer

This one-day workshop is designed for managers and supervisors who are responsible for improving the sales and customer service skills of their company’s associates. The ultimate desired outcome is to increase revenues and profits while improving customer satisfaction.

The seminar includes expert designed interactive video-based behavioral learning, accelerated training methods with upbeat, fast paced team activities, simulations, skill drills, competitions and practices, unequaled detailed trainer step-by-step preparation instructions and full-color participant, trainer and room materials.

APG provides additional programs to enhance sales effectiveness. They include Key Account Management, Value Added Selling, Selling from the "C" Perspective, Strategies for the Complex Sell, and Territory Business Planning. APG utilizes innovative methods to enable participants to advance their personal selling skills.

Each program is tailored to each client's specific need and situation. For more information, please email us at info@advantageplusgroup.com or call 704-552-2821.