631.465.2024 solutions@taylorperformance.com

Sales & Negotiations Training Solutions

Sales & Negotiations Training Solutions

We have over 18 years experience supporting businesses that want to:

  • Develop a Sales Culture
  • Enhance their Sales Process
  • Improve the Skills of their Salespeople
  • Develop Strong Sales Managers
  • Deepen Existing Customer Relationships through Cross Selling and Up Selling
  • Meet Growth Goals through the Acquisition of New Customers

Our comprehensive solutions include consulting with management to create the necessary foundation for a strong sales culture, developing fully customized training to develop the skills of the sales force, coaching individuals to help them reach their highest potential and working with the sales managers to support them with continuing the skill development of their salespeople.

Customized Sales Training and Development Solutions

Sales training is an important component to a sales improvement solution and should be more than just a motivational speech. Our trainers do not just lecture your salespeople and tell them how to sell. During the training, your employees learn how to use the best techniques, practice using the techniques, receive feedback, and then apply the techniques to real situations/customers. Every topic is immediately applicable to your business, your customers, your products/services and the skills of your salespeople.

We utilize a comprehensive customization process to develop programs to change behavior, improve mindset and develop skills. Our instructors have been successfully designing and delivering training for over 18 years. In addition, our instructors have been high performing salespeople in previous careers and are still selling to businesses and individuals. This background of real world selling experience, adult training and development experience and a wide variety of industry experience is a combination that results in powerful training for your team.

Sample Customizable Sales Training Modules

  • Business to Business Sales
    • Prospecting
    • Time and Territory Management
    • Turning Service Calls into Sales Calls
    • Cross Selling and Upselling
    • Resolving Challenging Objections
    • Conducting Effective Face to Face Sales Calls
    • Outside Business Development - Prospecting Strategy, Gaining the Appointment and Conducting Effective First Calls
    • Selling Over the Phone - Inbound and Outbound
    • Negotiating Skills and Techniques
    • Effective Sales Presentation Skills
    • Sales Management Skills and Strategies
  • Business to Consumer Sales
    • Needs Based Selling Skills
    • Selling by Phone
    • Retail Selling Skills
    • Resolving Objections and Concerns
    • Cross Selling

Our training programs are fully customized and during the training, many participants think we work for their company. We care about our clients and take the time to learn about their business, their competition, their market and their team. Every topic we cover is immediately applicable and will increase sales if used consistently.

If you have 4 or more salespeople, call us to learn how we can help you and your team meet and exceed your goals!

Personal Approach Selling Skills Training

Sales are made when needs are met. Your customers have both product and service needs as well as personal approach needs. Sometimes it is the issue of personal approach that will stall or stop a sale.

Our Personal Approach Selling Skills training, which utilizes the Myers Briggs Type Indicator (MBTI) will help your sales team:

  • Identify their innate selling preference style for each stage of the sales process
  • Learn how to identify their customer's innate preferred buying style at each stage of the sales process
  • Identify how to adapt their selling approach to their customer's preferred buying approach to increase the probability of closing the sale

When your sales team is able to adapt their selling approach, they will:

  • More accurately hear a customer's needs and talk their language
  • More effectively develop strategies to get a stalled sales process moving again
  • Be able to build the communication skills necessary for trust and action
  • Be able to communicate more effectively to maintain loyal and long-term customers

What is the MBTI?

The MBTI stands for THE MYERS BRIGGS TYPE INDICATOR. It is a highly researched and validated personality type assessment tool that has been used in business and government for over 60 years to identify specific personality types and their preferred way of interacting with others.

Negotiating Styles and Skills Training Workshop

The ability to reach a Win-Win outcome at the end of a sales cycle is a critical competency for any salesperson that strives to build long-term relationships with your customers. To build strong, profitable relationships, and avoid leaving money on the table, the salesperson needs to be aware of:

  • His/her negotiating style
  • The customer’s negotiation style
  • How to best adapt to another person’s negotiation style without leaving money on the table
  • How to identify when a negotiation is occurring during the sales process
  • The most effective way to prepare for the negotiation
  • The skills and techniques to use during the negotiation dialogue
  • How to manage resistance or objections

Contact us to design a skill building, interactive, customized negotiations training to support you with your specific negotiation process. Your salespeople will practice what they learn using your sales contracts, agreements, customer profiles and products. They will leave with a plan for their next negotiation with the ability to immediately use the skills and techniques in their next customer negotiation.

Our ideas are fresh, the techniques are proven and the participants leave the training energized and with a more fully developed skill set.

Mystery Visitor/Secret Shopper Solutions for Sales & Service

The Taylor Mystery Visit/Secret Shopper process provides valuable feedback on customer relations, communication skills, selling skills and the overall impression provided by your staff and facilities. Utilizing the Mystery Visitor/Secret Shopping services enables you to:

  • Gain objective insight and feedback on your customer’s experience.
  • Gather detailed knowledge about how your employees discuss products and services with customers and prospects.
  • Identify the level to which your employees are following your customer service standards.
  • Identify how to increase sales and develop customer loyalty.
  • Compare your customer experience to your competitors.
  • Identify how to establish your organization the customers’ first choice.
  • Measure the employees’ proficiency in providing memorable customer experiences at every location.
  • Identify strengths and development needs, as it relates to the employees’ ability to create a positive, memorable experience, on an ongoing basis.
  • Develop a system to drive continuous improvement in customer service and sales.
  • Identify employee skill gaps and training needs before problems occur.

Mystery Visit/Secret Shopper programs are provided either in conjunction with training solutions as a reinforcement and measurement method or as a standalone service to our clients.