Business Fitness Topic Descriptions

The Sales Conversation

Major learning points: By conducting skill practice exercises and role-playing, this module addresses the manner in which training participants conduct sales calls––either in person or on the phone. Topics may include:
• Opening the call
• Converting a suspect/lead into a qualified prospect
• Getting to know the Need-Behind-the-Need
• Conducting product demonstrations
• Uncovering the strongest unmet need
• Handling customer concerns (e.g. indifference, skepticism, misunderstanding, drawbacks), and/or closing strategies.
Module duration time: 2 hours - 2 days
Deliverables: Custom Sales Call Planning worksheet

Promotion & Branding

Major learning points: This module explores the development and use of ways a sales professional should represent themselves, the company and its product lines. Interactive excercises in this training abound, including 'Identifying Your Unique Value Proposition (UVP)', 'Company Taglines', 'Your 30-Second Commercial', Your Irresistible Offer', 'Points of Difference', and 'Social Media Presence'.
Module duration time: 90 minutes - 4 hours
Deliverables: Fully developed sales tools developed from the exercises (including an one-question market research survey template), and a social media marketing plan. A review and suggestions made regarding the company's marketing plan is also available, upon request.

Time & Opportunity Management

Major learning points: This module explores the system sales team members should practice to manage their time and pipeline of prospects. Highly interactive exercises are conducted to inspire sales reps to keep a log of sales activities and analyze the effectiveness of their efforts periodically. Key concept: Sales success is determined by the multiplicative product of three factors––the Quality of Sales Calls, the Number of Sales Calls, and the Allocation of Time ('Being in the right place at the right time').
Module duration time: 3 hours - 1 day
Deliverables: Custom Pre-Call Planning worksheet, Sales Pyramid template, Call Report/Log form, and other documentation tools. A review of the company's CRM program/system is available, upon request.

Trade Show Effectiveness

Major learning points: This module prepares the booth personnel for an upcoming trade show or exposition. Research from the Trade Show Bureau is shared and conclusions are drawn. Topics include 'Booth Do's and Don'ts and Etiquette', 'Pre-Show Mailing and Traffic Generators', and 'Booth Design and Evaluation––Our Own and Competition'.
Module duration time: One-half day (recommended)
Deliverables: Custom Trade Show Objectives and Plan, Individual Goal Setting Template. Review and suggested revisions to the Trade Show Game Plan––it is recommended that the review be conducted months before the trade show dates.