AST - American Selling Techniques

Training Program - Scheduling

The ART of Selling Intensive Training Program Cycle Diagram

Training can be delivered in-house or offsite in the following formats:

Full day - Solutions Based Selling Intensive Program (Weekday or Saturday classes available)
Evening classes - Specific focused areas
One on one Sales Training for the Vertically Assertive
Sales Management support classes
Individual Mentoring

We understand the impact to your business; therefore we will come up with a tailored solution that best meets your needs and schedules of staff.

A level of customization is built in to every workshop, as participants will be challenged to produce customer charters, replicate sales calls strategies and tactics, and action-based role plays for their specific niche areas; however we will also design specific case studies and scenarios via preparation from calls and/or meetings with you, so that participants will experience as close to real-life
situations as possible.

What is selling all about?	Discussion and input.
Types of Sales Functions and Roles	Input and discussion.
Art of Sales Overview	The Solutions Based Selling Model Structure of a Sales Call Key areas and challenges Getting past the Gate Keeper Introduction Statement Dealing with the “Initial No” Rapport Building Presentation Problem ID and Needs Analysis Objection Handling Closing / AFTO Dealing with Objections Review of the flow of a solutions based Sales Call Process Group work including role play.
The Tools of Sales	Input and group discussion.
Personality Profiling	Strengths and Weaknesses analysis Individual action plan.
Qualities of an Excellent Sales Person	Group interactive discussions and presentation in pairs
Your Philosophy of Sales	Your value system The Story of Aso
Leadership Skills	7 habits of Highly effective People Great Effective Leaders vs. Powerful/Manipulative Leaders
Communications	Effective listening and speaking Circle of communication Being in love How to improve communication skills Role play and group work.
Psychology of Sales	Law of attraction Motive vs. Motivation Why do people enjoy conversations? Input and discussion.
Customer Service as a Sales Tool	What is excellent customer service? How is it a sales tool? Input and group work.
Focused Sales Activity Areas	Organizational Planning Strategic and Tactical Planning Territory Management Administrative activities Prospecting Time Management How to control and manage a conversation Getting passed the Gate Keeper Stalls vs. Objections Dealing with objections Closing Input, group work, case studies and scenarios, role plays.
Summary	Written testing (optional)