Sales Training
Features
Regardless of your products or services, the principles of successful selling remain the same. Pure Selling™ (formerly ACCISS) will show you how to bridge the gap between knowing what to do, and doing it! Pure Selling™ is a proven program developed and refined over 25 years right here in Canada.
Outcomes
Pure Selling™ helps you succeed by:
- Building skills and confidence
- Reinforcing techniques with proven results
- Developing the right behaviours, through written, audio and online content as well as exercises and in-class learning
- Providing an environment where participants learn from each other, network, and have fun
Pure Selling™ is suitable for any organization, industry and person with a desire to grow. In fact, it’s not just for ‘sales people’, but anyone who needs to develop business and relationships in order to succeed.
What People Are Saying...
Since finishing this program, I have watched my income and prospects for the future soar. Within 6 months, I had already doubled my income from the entire previous year. It is likely that this year-end will be at least 3 and possibly 4 times my last year’s production. – Dorian Shortt Financial Services
Logistics
The Pure Selling™ program is divided into 12 sessions, lasting 3 hours each. It includes learning materials, audio files, and a success planner that helps reinforce concepts between sessions for meaningful skills development, increased confidence, resulting in more productive behaviours. The program is offered in its entirety in group settings, one-on-one, and each module/topic can be offered as a stand alone program.
New Economy
Goals
Attitude
Professional
Relationships
Strategies
People
Questions
Action
Handling Objections
Pure Selling™ Sessions & Topics
- The Future Ain’t What It Used To Be
- Capitalize on Your Strengths
- Selling in an “Experience Economy”
- What this program will do for you
- Take Action!
- Characteristics of Top Salespeople
- Trust
- Take Action!
- Sources of New Names to Contact
- The Prospecting System
- What Do You Do With a Sales Lead?
- The Buying Cycle
- Getting Appointments
- Guidelines for Using the Phone
- Take Action!
- Pareto’s Principle
- Understanding the Importance of “Small Stuff”
- How Many Clients Do You Need?
- 8 Steps to Focusing on Profitable Clients
- Why Do We Spend So Much Time on New Prospects?
- Rising to a Higher Level of Selling
- Take Action!
- The Principle of Reciprocity
- General Types of Questions
- Key Questions
- Dominant Buying Motive
- Final Questions
- Take Action!
- Check for Agreement
- Buying Signals
- What Are Some Buying Signals
- Closing The Sale Is Easy!
- Ways to Ask for Action
- Take Action!
- The Value of Written Goals
- Why Don’t People Write Out Their Goals?
- Getting Started
- How Do You Get There?
- Take Action!
- Breaking the Self-Imposed Barriers
- Building on Your Strengths
- The Common Denominator of Success
- Expect Your Way to Success
- Take Action!
- Social Styles
- First Impressions
- Building the Relationship
- Arousing Curiosity
- Following Up and Building Long-Term Relationships
- Using Email in Selling Relationships
- Take Action!
- Referrals Make Three People Happy
- How Do You Get Referrals?
- Planting Seeds
- Gauging Interest
- Budgeting
- Getting the Referral
- Rewarding Y our Centres of Influence
- Names & Numbers, Now What?
- Take Action!
- Establishing Credibility
- Summarizing
- Using Technology for Your Presentation
- Presentation Gears
- Bridges
- Take Action!
- Paraphrasing
- The Mountaineering Approach To Handling Objections
- High Standards, Morals and Principles
- Take Action!
Take Action! at the end of each session refers to forms, exercises, homework, and goal setting tools that also contribute to establishing behavioural change and the development of good habits.