Page 69 - Dale Carnegie Course Catalog

Hiring Salespeople
Primary Competency Categories:
Salespeople are a direct reflection on your company. For that reason, one of the most important responsibilities of a sales man- ager is making good hiring decisions. It is critical that you make the best possible choices, because the amount of time, energy, effort, and money invested in developing successful salespeople is significant. You often find yourself living with poor choices for far too long, and then find yourself desperately looking for some- one (anyone) to fill a sales staffing gap.
At the completion of this module, participants will be able to:
 Apply a repeatable process that identifies qualified salespeo- ple
 Establish criteria for making effective hiring decisions
 Interview candidates to identify characteristics for success
 Utilize reference and background checks
• Human Resource Management
Manages process for aligning human capital with organi- zational goals.
• Leadership
Drives business results by aligning the vision, mission, and values to enhance business value. Is able to enlist the willing cooperation of others, while tapping into their highest skills and abilities, to achieve desired results
How to Cold Call and Build New Customers
Primary Competency Categories:
If you’re like most sales people you can think of a million excuses not to cold call. Rejection is tough to take. But cold calling is nec- essary since new business often accounts for as much as 50% of your production.
Star sales people find ways to make cold calling productive and even fun. Now you can learn to use these techniques at How to Cold Call and Build New Customers.
At the completion of this module, participants will be able to:
 Get past gate keepers
 Employ 7 ways to charge up to make cold calls
 Leave voice mails messages that create call backs
 Understand the buyer wants and get them excited
 Anticipate objections and turn around
 Revive dead accounts
 Leverage business social medial in pre-approach and follow- up strategies
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
Interest
Primary Competency Categories:
POWERFUL PEOPLE SKILLS INSPIRING PRESENTERS 68 LEADERS WHO BUILD AMAZING SERVICE
Information gathering forms the heart of the solutions you present. What you learn in this stage determines what solutions you pre- sent, how you present them, and, ultimately, how you create value for buyers. The Dale Carnegie® Sales Process teaches that you must gather information before you talk about your solutions. A common mistake is selling before thoroughly exploring buyers’ wants, needs, and motives.
At the completion of this module, participants will be able to:
 Practice methods to uncover and appeal to different buyer interests
 Create power questions to get the information needed from buyers
 Widen the buyer expectation gap to create interest
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.