It’s time to improve your selling skills and drive sales! This Boot Camp is designed for new or existing outside sales reps who want to boost their selling skills, learn the art and science of the sales process, apply these newly acquired selling skills in the field, and improve sales performance. You will cover three important areas: Sales Process Overview, Customizing Your Sales Process, and Practice Time.
Sales Process Overview
Top sales reps do not “wing it”. They do not simply make a sales call and “show up and throw up” features and benefits of their product or service. They are in control of the sales call by applying a specific sales process. What is an effective attention-getting opening statement when cold-calling? What are good questions to ask to uncover needs of the prospect? How do you overcome common objections? Ask for the sale? In this section of the bootcamp, you will be provided with an overview of the sales process called Insight Solutions Selling™ that can be applied to any product and company and help you gain control of the sales process with prospects and customers and improve your sales performance.
Customizing Your Sales Process
In this section, you’ll have the opportunity to collaborate with your peers to identify and create unique insights to the market that you are selling. You'll learn how to articulate attention-getting opening statements when cold-calling, develop effective replies to common objections and questions from prospects, know how to present your solution, and, most importantly, know how to advance the call and ask for the sale.
This section of the boot camp will give you the opportunity to role-play using real-life selling scenarios that were created in the previous section. You'll receive feedback and coaching on your strengths and look at areas to focus on for improved results.
Patrick Hayden is the Owner & Principal of Hayden Education where he creates custom organizational development, leadership, and sales training curriculum for sales organizations in the medical, dental, and financial industries. He has over 20 years of top-performing sales experience in consumer products, dental, and medical device industries. As a Senior Training Manager for a global dental implant company, Patrick reinvented the sales training department from a “passive” lecture-based model to an “active” learning curriculum where the sales representatives learned by practicing selling skills and sales process techniques in real-life problem-solving selling scenarios. Patrick was the first ever North American recipient of the “Global Simply Doing More” Award for his comprehensive design and development of this curriculum. Patrick earned his Masters of Education in Curriculum Design and Adult Learning Theory from the University of Massachusetts. In collaboration with his business partner, Patrick created Insight Solutions Selling™, a forward thinking and effective sales process that combines question-based and insight selling. He facilitates his classes with enthusiasm and humor, and knows that adults learn best in a positive environment where they are engaged, interact, and can apply what they learned effectively after the training.