Sales Training www.harneysales.com

The A-Z Elite Salesperson Workshop

Success Comes From ALL Aspects Of The Process

(Everything Below Included)

Sales Team Training www.harneysales.com

The Best and Most Comprehensive One Day Sales Training Program Anywhere

Full Program Or A La Carte Subject(s) Training Available.

"DEFINITELY WORTH THE INVESTMENT. The staff and I really treasured
Jason's sales training workshop and the value it brought our company."
-Jesse G., Company Administrator

Prospecting

Prospecting Sales Training www.harneysales.com

Salespeople rank Prospecting as the most challenging aspect of the sales process (40%), even over Closing (36%). This section focuses not only on the many different prospecting options, but how to strategically and efficiently prospect for the highest closing rates.

Cold & Sales Calling For Success

Cold Callng Sales Training www.harneysales.com

Whether calling a mass list or just trying to connect with that one coveted prospect, this section focuses on powerful and proven techniques. The greatest thing about cold (sales) calling is that no matter what other marketing efforts are or are not working at the time, nobody can stop a well-trained salesperson from picking up the phone and creating great sales activity. But cold calling is challenging. Getting beyond the person screening the calls and then garnering the prospect's interest in a very limited amount of time is the focus. WORKSHOP:  Participants will be guided through creating their physical call script and leave ready to make power calls.       

"I took Jason's A-Z Workshop. I JUST CLOSED 4 NEW BIG DEALS that
I directly attribute to what I learned from him, and many more to come." 

 -Julie R., National Sales Manager / Sales Representative

Networking

Networking Sales Training www.harneysales.com

Many believe that networking is about being an extrovert who can "talk the talk." In reality, it is about strong and focused strategies that can be learned by even the most hesitant introvert. This section focuses on how salespeople can utilize specific networking strategies in-person and online for success. WORKSHOP: Participants will create and discuss their networking opportunities list.      

Referrals

Referrals Sales Training www.harneysales.com

The most efficient way to consistently close new deals is through creating a strong referral network and process. But succeeding at it goes well beyond two people potentially recommending each other. Participants will learn how to build and maintain strong referral networks as well as the best strategies for consistently receiving them. WORKSHOP: Participants will create and discuss their potential referral networking partners list.

Email For Salespeople

Email Sales Training www.harneysales.com

Although verbal discussions are the goal, there is no denying that strategic email communication is also a crucial part of sales success in today's world. Whether its initial interactions or as part of the follow up process, how often, what time of day and content are just a few areas that can make all of the difference in getting consistent responses and continuing the conversation. WORKSHOP: Participants will plan and discuss their email communication strategy.

"Jason is a rare commodity. He brings OVER 25 YEARS OF ELITE SALES FIELD EXPERIENCE
to his trainings. After seeing the results his (A-Z) workshop had on our team, I contacted him right away for additional sales strategy support." 
-Adam U., President / CEO

Image

Image Sales Training www.harneysales.com

How do our marketing materials, attire and overall persona play an integral part in getting us closer or further away from closing deals? Some of the answers might be more enlightening than you think.     

The Appointment 

The Appointment Sales Training www.harneysales.com

Deals don't close without GREAT appointments. (in-person, virtual or over the phone). Missed opportunities and even one mistake (especially repeated appointment after appointment) can make it hard to consistently close. This section focuses on the great opportunities that should be included in all sales presentations, regardless of the venue, and what order to structure them in. Participants will learn strategies on how to best treat each prospect like an individual, with unique wants, needs and problems to solve. WORKSHOP: Participants will craft their appointment, including their process on how to identify each Prospect's wants, needs and problems to solve.      

Overcoming Objections

Overcoming Objections Sales Training www.harneysales.com

What often gets missed when salespeople work on answering their most common prospect objections is, what if there was a way for them not to have them in the first place?  This section focuses on how to eliminate objections before they can happen, as well as how to best handle them when they do. WORKSHOP: Participants will list their most common objections and discuss how to best overcome them.

"I've been to many sales trainings and the A-Z Elite Salesperson
Workshop was THE BEST ONE I'VE EVER ATTENDED."
-Dustin M., Sales Rep.

Follow-Up

Follow Up Sales Training www.harneysales.com

This is arguably the most underrated aspect of the sales process. Many people fail at sales because of this aspect alone. When a prospect doesn't buy at the first appointment, Follow-Up becomes Follow-Up AND Closing. How does one appropriately and strategically follow up and ultimately facilitate the close? When? How often? When is too soon or too long and when is it time to give up (and why)? This section focuses on the strategies and structure of a strong and successful follow-up process. WORKSHOP: Participants will create their structure and cadence for following up with prospects.

Closing & Sales Negotiation

Closing Sales Training www.harneysales.com

Most salespeople site closing as one of the most challenging aspects of the sales process. How do we get a potentially interested, but slow-moving prospect to make that final commitment?  The answer is, it depends on the prospect and the situation. This section focuses on how to get to close faster and more often with specific techniques that can be utilized.  WORKSHOP: Participants will discuss and assess which closing techniques will work best for their product/service and prospects.

"OUTSTANDING WORKSHOP. It really covers the A-Z of sales. If someone is new to sales, this is going to be great for them. If they've been doing this for a long time like myself, this is going to be great for them as well." -Miles S., Sales Manager

Sales Motivation & Psychology

Sales Motivation Sales Training www.harneysales.com

The highest functioning salespeople understand that psychology drives everything. There is much more to WHY a prospect does or does not buy, than simply IF. Equally important is understanding what drives successful salespeople, and how to harness strengths and overcome road blocks. The top 20 Elite Salesperson Traits will also be presented with a focus on how participants can take on and integrate more of them for greater success.

The Sales Success Quotient

Top Sales Training www.harneysales.com

This allows salespeople to track where their skill level is today and how to continually, even mathematically focus on improving their sales success rate over time. By applying a point value to each aspect of the sales process, a score is established that can be continually tracked and raised by focused improvement. WORKSHOP: Participants will (privately) calculate their current SSQ and learn how to utilize this tool to improve their success over time. 

Included Content: Time Management For Salespeople & How To Stop Price Selling 

"Engaging. Even fun. Not just another sales presentation that I've seen before, wrapped in a different package. It was A FRESH PERSPECTIVE and I learned a lot!" 

-Mike R., 25 Years, Sales Representative.

How Can We Help?

833-SALESHC (725-3742)

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Industries

For virtually all B2B and B2C product and service industries. Some of the industries that we work with include: Insurance, Financial, Banking, IT & Technology, Manufacturing, HVAC, Security & Alarm, Travel, Timeshare, Medical, Pharmaceutical, Healthcare, Educational, Builders & Contractors, Real Estate, Green, Storage, Transportation, Equipment, Law, Food, Hospitality, Retail Goods & Services, Wholesalers, Online, Non-Profits, Software, POS, Electronics, Agriculture/Farming, Plumbing, Government, Automotive, Fuel, Events, E-Commerce, Resins, Filtration, Adhesives, Polymer, Chemical, Commodities, Logistics, Engineering, Electronics, Equipment, Universities, Entrepreneurs and More.