Rapid Learning Institute (RLI) is conducting five mini-seminars on sales techniques at the 2017 Sign World International Conference in Atlantic City, NJ.
Each seminar is built around one of RLI’s signature Quick Take Rapid Learning Modules – 5- to 7-minute videos based on the latest research into the psychology of sales.
Matt Kaisner, Learning Solutions Expert at RLI, says that the purpose of the mini-seminars is twofold: “We want to give people credible and actionable sales ideas they can put into practice immediately. At the same time, we want to demonstrate a model for sales managers and business owners, showing how they can conduct this type of training with their own teams.
“We know how difficult it is to pull salespeople out of the field or off the phones to deliver sales training,” says Kaisner. “We’ll show our approach reduces the time commitment required for training, while still getting maximum results.”
The sessions, which are free for conference attendees, run from 10 a.m. to 1 p.m. on Friday, Dec. 1 in Hall C at the Atlantic City Convention Center. They cover the following topics:
- 10:00 a.m. Why Salespeople Just Can’t Shut Up. According to one study, the average salesperson talks over 81 percent of the time in a selling situation. So why do we keep dominating conversations with customers, even when we know we shouldn’t? The session will explore what scientific research can tell us about why salespeople talk too much, three simple techniques you can use to overcome the inclination to talk too much and five customer cues that can tell you when it’s time to shut up.
- 10:40 a.m. Negotiations: Should You Justify Your Price? Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in a well-known research which found that people are more likely to agree to a request if it’s accompanied by a reason. You will learn why this widely cited study about negotiations is often misunderstood – and how it can lead salespeople astray, when it makes sense to offer an explanation or justification to a request – and when it doesn’t, and the best thing to say after you put your initial offer on the table.
- 11:20 a.m. Turning Objections into Objectives: You’ve just finished making your pitch and the prospect serves up an objection. Your gut reaction is to respond with a counterargument. Stop right there. That instinct might cost you the sale. Fortunately, there is a way to respond in a way that turns the objection into an objective you and your customer can work on together — and potentially net you a sale in the process. In this session, you will learn a simple technique that can help you deal with the toughest objections without being offensive, pushy or argumentative.
- 12:00 noon Presenting Features and Benefits: The Power of Three: Imagine for a moment that you’re explaining to a buyer why your product is the perfect solution for her needs. You tell her that your product is extremely reliable, it’s easy to use, plus it will free up a lot of her time, and it costs 20% less than the competition. Those are compelling benefits. The prospect needs them all. But research says you just caused your buyer to lose faith in you and your product. In this session you will learn why “benefits overload” can drive a wedge between you and your prospect, one thing you can do to make sure your messages stay positive and persuasive, and why presenting more than three features or benefits at a time can undermine your sales message.
- 12:40 p.m.: How to Unseat an Entrenched Competitor: We’ve all faced prospects who tell us, “I’m happy with my current vendor.” But are they really happy or are they just reluctant to hear your pitch because they believe changing vendors will be a hassle? In many cases, entrenched competitors have a huge advantage over you for no other reason other than prospect inertia – the desire not to move because moving requires energy. But top salespeople don’t let this stop them from getting a foot in the door. They’ve discovered the secret we’ll reveal in this session.
RLI provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership, human resources and employment law compliance. It is a market leader in “micro-learning,” which the company defines as “bite-size, single-concept learning to today’s short-attention-span workforce.”
About Sign World International
Sign World International is sponsored by the United States Sign Council, the largest association of independent sign shops in the world. USSC conducts seminars and training workshops through its program of continuing education seminars, trade shows, and exhibits of new sign technology, publishes technical and professional manuals, and provides members and non-members alike with current information concerning industry trends, products and practices.
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