Corporate Training - U-Based® Sales Process - Communication Skills

Become stronger and more confident in the sales process.

The U-Based® Sales full course—a series of eleven (11) classes (3 hours long) that will provide the attendees with the processes required to become more effective in the sales process.

Who Should Attend—All levels of sales professionals who want to maximize their efficiency, develop sales skills, and increase their value.

Attendees will be able to

• close more business without having to see more people
• niche themselves so that they meet the right people
• network effectively to create relationships that bring more to the bottom line
• prospect better so they can keep the pipeline full
• negotiate and position themselves so that they get more business per customer
• be seen NOT as a commodity
• instill the confident feeling of future success in prospects
• and most importantly, be heard so that they can show their true value to their prospects and customers and bring more to both customers and themselves.

The sessions are held over the course of several weeks to ensure that the processes can be adapted to real worlds situations, that action can be adjusted on a weekly basis, that the good habits that we already have are reinforced while the "not-so" good ones begin to evaporate and REAL POSITIVE change occurs! This is the only way to ensure ongoing and multiplying success.

The U-Based® Sales Process Course Syllabus

Week 1: Introduction to the U-Based Sales Process

Here you will learn the basics of how to get people to “buy” without selling them. You’ll begin to understand more effective ways to ensure that your message is actually heard by your prospect and that they feel good about the process. It’s the basics of getting more sales while meeting less people.

Week 2: U-Based Prospecting I - Who, Why & Where

Here you will learn how to simply define who you should be actively pursuing and where you can find them. In addition, you’ll understand why each segment has value for you and why they will see value in you! You’ll see how to get more referrals as well as more call-ins with minimal effort.

Week 3: U-Based Prospecting II - How

Here you will learn how to get the appointment regardless of your target market(s) and regardless of the method(s) you will be using to contact them. You’ll understand specific language that will grab their attention and get them interested in you. You’ll see how you can project power and be in control while maintaining a friendly posture.

Week 4: Prospecting Workshop and Make-up

This session is for reviewing the Prospecting module, doing prepared prospecting “scripts” in front of the class and as a make-up for any attendees that missed any of the three previous classes

Week 5: U-Based Networking - Where & How

Here you will learn where to go and how to decide which events have the most value. You’ll understand effective, efficient networking with a detailed process for meeting, chatting and follow up. You’ll see how to stop just collecting cards and how to start forming real relationships that prosper.

Week 6: U-Based Pitch I - Discussion & Wants Analysis

Here you will learn how to “Wow!” them from the first step (or word), to uncovering exactly what they are looking for. You’ll understand how to use a specific style of questioning to gather critical data while being perceived as an expert. You’ll see how you can avoid being “interviewed” and create an environment of equality and value.

Week 7: U-Based Pitch II - Demo/Portfolio & Proposal

Here you will learn how to present your Demo, Portfolio or Successes so that they see their future success in you. You’ll understand how to present you offerings in a tailored fashion meant to project value and success. You’ll see how to deal with all forms of questions and answers with confidence.

Week 8: Pitch Workshop and Make–up

This session is for reviewing the Pitching module, doing prepared “pitches” in front of the class and as a make-up for any attendees that missed any of the three previous classes.

Week 9: U-Based Closing I – Commitment & Negotiation

Here you will learn how to ensure some type of commitment at the end of every sales event. You’ll learn scientific reasons for prospect reactions and effective ways of dealing with them without confrontation. You will see how prospects are “moved” and why they buy or why they don’t and you’ll be prepared to handle it all.

Week 10: U-Based Closing II – Button Up, Post Close and Follow Up

Here you will learn how to deal with the client after the “Yes” to ensure they remain happy and continue to provide you with repeat business and/or referrals. In addition, you’ll review the entire process and deal with any outstanding concerns.

Week 11: Wrap Up – Workshop and Follow Up Issues

Here reps will put it all together and discuss tough selling and follow up concerns. They will solidify a process that is both comfortable and REPEATABLE! It will also be a make-up class for any who missed either of the Closing classes.

• A two-hour one-on-one session with each attendee to personalize the material
• Several workbooks for future reference and study
• Two DVDs and Audio CDs of the Intro and the Networking Class for extra reinforcement
• Time for individual questions and concerns
• Role play to see the ideas in action
• Testing throughout the course to assist in retention
• Access to the instructor throughout the course via phone and e-mail for specific issues

UPCOMING CLASSES

Monday evenings, from 5:30 - 8:30pm, beginning 04 March or September 02, 2013

Price: $1,275 for one registration
$1,985 for two registrations
$750 for returning Full Course Alumni

IAA
1032 Sixth Avenue (between 38th and 39th), 4th Floor
New York, NY 10018