Sales Training
Enhanced Sales Potential has been providing training to over 250 sales organizations in over 40 industries for 19 years. Dr. Musser incorporates his unique psychological approach and his philosophy of selling into the design of every training. He believes that everyone is doing exactly what makes sense to them given the way they see the world. Effective sales training provides the opportunity to master new skills, and also gets at the heart of how people see the world, and why they do what they do.
Our courses specialize in helping your salespeople:
- Master their time and have a powerful relationship to goal setting
- Generate leads and sales opportunities
- Effectively implement the selling conversation and sales process
- Follow-up until the sale is complete
- Ask for commitment to purchase
- Uncover hidden concerns and issues
- Effectively address issues and concerns
- Challenge customers to act
- Negotiate strongly to hold value and price
We do this by providing a wide range of training curriculum services including:
- Customized sales process design and delivery
- New business development skills and strategy
- Selling and buying styles – customizing sales approach to
each customer’s buying style - Specific selling skills training by topic – customized to your selling environment
- Greeting / establishing trust and rapport
- Discovery / qualifying
- Inviting / challenging the customer to take action
- Overcoming objections / concerns
- Negotiation
Selling becomes more about listening, understanding, educating, being of service, challenging existing assumptions, offering better possibilities, powerfully coaching people to overcome their limitations and concerns so they can actualize their business goals, and building long-term mutually beneficial relationships that lead to results. As a result, customers are not only loyal but become another source of new business by introducing your services and solutions to the people in their life they care about.