Sales Boot Camp – May 3rd-7th
| May 3, 2010 8:00 am | to | May 7, 2010 4:00 pm |
Sales Boot Camp
Certified Contractors Network Sales Boot Camp provides intense sales training for contracting businesses that are unable to take time out of their hectic routine to adequately train salespeople.
Using proprietary practices, this boot camp trains attendees using a no-pressure consultative selling approach. Participants learn to identify prospects’ needs, deliver professional sales presentations, overcome sales objections, and create customers for life.
Attendees role-play real life situations using winning formulas and word tracks so they can hit the ground running immediately following graduation.
Training Objectives:
Sales Boot Camp participants will study the CCN Sales Process including the “12 Key Elements for Sales Success.” To overcome haphazard “trial and error” sales techniques frequently employed in the field, attendees will role play common sales situations using proven winning formulas and word tracks. Graduates of this intense weeklong boot camp hit the ground running immediately following graduation!
12 Key Elements for Sales Success
- Attitude-Appearance
The secret to success isn’t about hard work—it’s about you belief system. Your belief in yourself…your focus, determination, commitment, persistence, and self-image. You’ll learn how to manage your time to become more productive, to increase your selling time and create SMART goals to drive your daily performance. - Prospecting-Lead Generation
Leads are critical to a salesperson’s success. Salespeople who depend solely on the company to provide leads are subject to the feast/famine cycle of lead flow. Successful salespeople, on the other hand, know how to create their own leads. This boot camp will teach you how to generate your own non-competitive leads, resulting in a steady stream of new contracts and sales income. - Pre-Approach Process
Your first impression with a prospect can often impact the final result. The CCN Pre-Approach process will help to create a positive first impression on prospects before you even meet them. During this boot camp, you’ll find out how to handle inbound leads and set appointments that will differentiate you from your competition and create a stronger sense of urgency to buy from the right contractor. - Measure Call
Most salespeople go to see a project and take measurements to create a proposal. But what should you be measuring? (Hint: It’s not the building!) This boot camp will show you a process for conducting a measure call that you won’t find your competition using. - Measure Call Debriefing
It doesn’t make sense to gather information and not use it to help jobs. During this boot camp you’ll learn a measure call debriefing process that will prepare you to handle likely objections you’ll encounter on the sales call, as well as, provide a winning proposal that meets your prospect’s needs. - Develop ESP – Effective Selling Proposal
To avoid being compared on price alone with other contractors, you must create a proposal that looks different from the competition and is different in scope of work. The ESP is designed to provide each feature and benefit of the product or service to be performed. It anticipates questions owners may have and provides the information needed to make an informed buying decision. You’ll discover how to create an effective selling proposal during this boot camp. - Follow-Up Visit
The most effective way for prospects to make a confident buying decision is to compare contractors and their proposals on an apples-to-apples basis. The CCN flip chart provides information in an educational and consultative manner to assist them in their comparisons, resulting in a successful project. You’ll find out why this process is so effective and get actual practice in its use during this boot camp. - Objections
“I can’t afford it…Your price is too high…You are the first price; I need to shop…I need to think about it.” These are all words that can shut most salespeople down but after attending the CCN Sales Boot Camp, they are words you’ll love to hear. - Resolving Objections
During this boot camp, you’ll learn a proven system for resolving common sales objections that will result in more jobs, happy customers and increased income. - Bridging Questions
You’ve overcome their objections – now how do you get the prospect to buy from you? Two simple questions will help you cross that bridge. Find out what they are by attending Sales Boot Camp. - CCN Sales Cost Savings Plan
Prospects often need a reason to buy at the time you are presenting them with the information they need. You’ll learn a simple proven practice to offer to your prospects that will result in increased sales and fewer “be backs.” - Follow-Up for Unsold Jobs
Often prospects that don’t buy from you will put off making any decision to buy at all. Find out how to cash in on some of those old, unsold proposals.
Monday, May 3, 2010 8:00 AM – Friday, May 7, 2010 12:00 PM
Eastern Time Zone
