AST - Accelerated Sales Technology
Our first level, basic sales development training program is Accelerated Sales Technology (AST). This program will give young and less experience sales people a foundational grounding the skills of highly effective communication and selling. Typically we'd expect that these individuals would have between 0 and 3 years of experience in the field and are dealing mostly with accounts that are established and with well defined conditions of transaction in place; i.e.: pricing has been and is established, product types and quantities are known, familiar and relatively consistent, special conditions or requirements are also known and relatively consistent, etc. This program develops the knowledge and skills necessary for maintaining these accounts while growing them over time.
This training is an introduction to the communication tools available within the NLP model interwoven with a powerful transactional, relationship-based sales process model. The communication tools of the NLP model are woven into almost all the training programs at JSRI. We consider these tools and the skills associated with them to be state-of-the-art and essential to effective professional development - for both sales professionals and organizational leaders. The AST program gives up and coming sales professionals with the organization an opportunity to build the groundwork for a highly successful career and dramatically improving their performance in the field.
The participants can expect to develop:
- Specific techniques for increasing client rapport, trust and confidence
- The ability to be more professional in delivering sales presentations for larger and more complex sales
- Presentation skills, including those that are effective when presenting to multiple clients and with sales teams
- Techniques for addressing issues and concerns regarding change in the client business, the marketplace or the business relationship
- Exit skills and strategies will include those required to sell conversationally, recognize opportunities for up selling and cross selling
We think there is a significant opportunity in working with newly appointed sales people and those who have not yet had the opportunity to attend formal sales communication training Specifically, some of the advantages we see in offering this program to these individuals is that they will be more prepared to attend the Persuasion Technology™ program and get much more from it then if they had not been given the opportunity to build the basic skills presented in the AST program - especially those of the NLP model. After this training sales people will operate and act with much more confidence with clients and there will be both an immediate improvement and consistent positive impact on their sales over time.
PT™ - Persuasion Technology
AST™ - Accelerated Sales Technology™
PT™ for Major Sales Professionals
PT™ for Executives, Managers and Professionals
PT™ - Live Simulations