Robert Joel Taylor founded The Success
Training Academy in 1994
after an illustrious career in personal sales. He began by offering
dynamic sales training seminars to companies in Texas
and then
branched out nationwide. Quickly he began to attract other
training professionals to supplement and enhance the core
sales training seminars. Now he has 35 professionals,29 men
and 6 women, each with different business skills and talents
that companies need.
And now for the . . .
Jumpstart
your salespeople with little or no
sales background:
Start with pre-call sales preparation, getting
to the decision maker,
structuring the sales call, questioning, creating need, listening skills,
customer-focused selling, product knowledge, solution selling, gaining
customer commitment, how and why people buy, presenting features,
advantages & benefits, trial closes, various closing techniques, how to
handle rejection, daily discipline, time management, presenting technical
information in a clear, concise and persuasive manner—98% of sales
people do not follow a sales process—but now they will!
Learn
the techniques needed to become a
Super Star salesperson:
How to overcome objections and close
sales every time, identifying different
buyer types, prospecting techniques, voice mail, talking less and listening
more,
developing agreement and trust, following up, 6 qualities of successful
sales people, dealing with multi-level decision-makers, creating a vision of
your product in your customers’ minds, assertiveness training
Make your call center ring with success:
Inbound and outbound telephone training with scripts, telephone tips on
etiquette, opening the call, putting the customer at ease, overcoming objections,
identifying customer’s needs, moving from giving information to closing sales,
presenting the solution, how to be courteous and professional, dealing with
rejection, call monitoring and coaching, best practices, audio taping calls for
learning, exposure to the best practices of major corporate call centers, cross
selling & up-selling and how to sell additional services and products on
every
call.
Help front line employees deliver
world class customer care:
uncovering the customer’s needs,
effective communication skills, enunciation,
pronunciation, accents, identifying customer expectations, dealing with difficult
customers, questioning skills, learning that price is generally not the issue,
creating a telephone image, voice training, listening skills, controlling the call,
seeing issues from the client’s viewpoint, creating companywide customer
focused strategies, role play.
Boost your sales with in-depth insight:
Discover the buyer’s preference, develop rapport with a wide variety of
customers, create artificial urgency, create value propositions, proposal
writing, differentiate yourself from the competition, the one-call close, leading
the conversation by questioning techniques, negotiating, account management,
discovering hot buttons by probing questions, getting the customer involved in
the process, being proactive not reactive, personality types in selling, the four
basic personality types and how to use these insights to make more sales
Telesales Magic
Pick up the pace when picking up the phone:
By creating artificial urgency, qualifying the prospect, getting to yes on
the first call, “WIFM” What’s in It For Me, getting through the receptionist,
building desire, how to make more calls daily, the center
of influence
selling
Business Leadership Training
Grow middle management into topnotch managers:
Hiring for attitude, understanding values, leading by example, controlling
interruptions, distinguishing the difference between urgent and important,
how to remain positive, removing barriers to success, core competency,
focusing on performance and measurable goals, encouraging open
communications, creating a relaxed work environment and climate for
success, developing interpersonal skills, delegating properly, how to
implement change without disrupting the organization
Relationship &Consultative Selling
Build relationships to build success:
How to develop business relationships, rapport and trust, body language,
eye contact, gestures, facial expressions, Neuro-Linguistic
programming,
creative problem solving, developing empathy, getting referrals, creating
long-term relationships, adding value to the client’s business, listening skills,
developing a winning attitude, defining your market, selling yourself, positive
mental attitude, non-verbal communication, explaining options and
recommending solutions, focusing on what people are saying, interviewing
instead of pitching, thinking like a business consultant not like a salesman
Leadership Development
Cultivate
a clear vision and a competent manner in your leaders:
Assigning accountability, goals, empowerment, changing expectations,
understanding personality types, voice projection, articulation, pacing,
humor, controlling conflict and difficult situations, personal image
improvement
Managing & Leading Effective Sales Teams
Convert
salespeople into managers and groups into teams:
listing the roles and responsibilities of a sales manager, recruiting, how
to hold effective meetings, time management skills, presentation skills,
management styles, leadership and motivation, team building, leading by
example, creating the best climate/environment for teams, how to motivate
your team, how to use a non-threatening approach to change behavior,
how to use department goals to evaluate results, how to get results from
your sales team, setting standards for
performance, monitoring results
Negotiating During the
Sale
Learn how to
negotiate anything that comes up during the sales process:
Prepare for negotiations, tactics, styles, personal power, concessions,
Win-Win solutions not just splitting the
difference, practicing negotiation
skills, no theoretical approaches—real negotiating solutions, questing
skills to determine real issues.
Sales Meetings &Presentations Motivate the staff with regular sales meetings:
How to prepare a presentation, learning styles, using visual aids, dealing
with difficult people,
voice training, introducing new concepts, selling
yourself Setting and Achieving Corporate Goals Achieve clear success by setting clear goals:
How to work together to achieve
corporate goals and increase productivity,
how to create effective strategies for sales growth, forecasting and performance
tracking, developing initiatives, brainstorming and creating action plans for
major goals, the 10 steps to change, focusing on the big picture Developing a Winning Attitude Realize that attitude determines aptitude:
How to change the attitude of the sales
force, how to reinforce a new
attitude, affirmations and visualizations, why self-image and success
are interwoven and how a healthy self-image leads to achievement
Teamwork in the Work
Place Turn your company into a
team:
How to build a company team mentality
and grow your business faster,
transforming individuals into team players and managers into leaders,
“TEAM” together so that everyone achieves more, role play
Handling Difficult Customers
Learn the
proven techniques to calm and satisfy tough customers:
Role play, coaching, inter-action, best practices of major corporations,
the perfect wording to disarm any irate customer, practice Business Writing and Communications Write clear business communications for internal and external use,
all levels of employees. customized for your specific employees with
their needs in mind
Communicating with Style
Direct and motivate with new oral communication skills:
Executive coaching, speech delivery techniques, voice training, image
consulting, preferred styles of leadership, body language, eye contact,
gestures, how to develop confidence, motivating others and projecting
inspiration, prioritizing effectively, how to effectively present
your ideas to groups
Plus… Individual Coaching
One-on-one attention for top company
leaders:
getting more done in less time, working by priority, time management
problems, taking control, assertive behavior, using lists, delegating,
identifying time-wasters Sales Manuals If you request it, we will craft a comprehensive sales
manual individually tailored to your company.
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