High Impact Sales Training
2012 Sales Training Schedule
These training sessions are available to members of NEMRA and the NEMRA Manufacturers Group (NMG)
Cost: $750 – Breakfast and Lunch included on both days
To Register for a class, click on the
link next to the location.
NEMRA has reserved hotel room blocks for all sessions.
Upon completion of session registration, NEMRA will contact you for your arrival and departure dates
June 5 & 6 – Seattle, WA
(Click Here to Register TODAY)
Aug 14 & 15 – Los Angeles, CA
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Sept 11 & 12 – Dallas, TX
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Oct 9 & 10 – Columbus, OH
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Nov 13 & 14 – Atlanta, GA
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NEMRA has contracted with well known industry trainer Bill Heyden of Heyden Sales Training to conduct a 2 day 3 Program Event Series.
Each Program Event Series consists of:
1. One day - Solution Based Selling
2. Three hours - Negotiations To Enhance Relationships
3. Three hours - Time & Territory Management
Day 1 begins at 8AM and ends at 5PM
Day 2 begins at 7:30AM and ends at 3:30PM
Seats still available for all classes!
Regional sessions to offer the best in class sales skills specifically for NEMRA Members.
Cost: $750 – Breakfast and Lunch included on both days
Module Descriptions
Solution Based Selling (SBS)
> Compelling Customer Focused Introductions > Presenting Targeted F's & B's
> Asking Probing Questions to Identify Needs > Handling Customer Objections
> Active Listening Skills > Closing for Commitment
Sales professionals often have difficulty getting in the door but statistics show if they gain initial credibility and trust they have a 70% greater chance of making the sale. Also, many sales people think they ask enough questions. But often the questions lack preparation, are insufficient to identify customer needs, and too late in the sales cycle.
Solution Based Selling teaches sales professionals exactly how to prepare a customer focused introduction in the form of a compelling business reason so that they meaningfully engage early in the sales cycle. SBS will also teach sales professionals how to prepare questions to identify high priority customer business issues and listen for what the customer is truly saying. In addition Solution Based Selling will help sales professionals present features and benefits that match up to customer needs while utilizing a process to handle customer objections to gain customer commitment without giving things away.
Negotiations to Enhance Relationships (NER)
> What to Negotiate > When to Negotiate > How to Negotiate
Often sales professionals say they don't understand the distinction between a customer objection and a difference that may need to be negotiated. Not understanding this distinction can cause salespeople to negotiate too much too soon.
Negotiations to Enhance Relationships separates selling and negotiating so that the salesperson understands exactly what, when, and how to negotiate effectively. Salespeople will benefit by negotiating the right issues at the right time and in the most effective way to preserve margin. The salesperson will understand that the harder and longer they sell the less and less often they need to negotiate. And when they are ready to negotiate, they do it in a way that preserves margin and enhances relationships.
Time & Territory Management (T&T)
> Time Analysis > Territory Grids
> 6 Keys To Turning Time Into Gold > Plan to Action
It's customary for salespeople to estimate their selling time with customers to be 20-50% greater than it actually is.
Time & Territory Management benefits salespeople by helping them understand where their time is currently going. It introduces them to 6 Keys To Turning Time Into Gold and the benefits of territory gridding. Salespeople will utilize these time saving concepts to develop an action plan that will increase their selling time by 10-20%. More salespeople spending more time selling will translate into more sales for NEMRA member organizations.