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Supervisors are busy! For Directional Selling to be successful, supervisors
need support.
We encourage our clients to develop a team of top sales people and support
personnel that can coach others in their use of Directional Selling skills.
These "Champions" make an enormous impact - if they have the right
coaching skills.
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Download a complete overview of our
Champions program
> Click Here <
Experience tells us that Champions need special leadership and coaching training
because they are often coaching peers (sometimes even friends) and don't have
any real power or authority of their own. This workshop will be one of the best
investments you can make for your call center. Champions of Directional Selling
also provides a career path for achievers and reinforces your organization's commitment
to sales.
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The 2 Day Workshop Includes the Following Modules:
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A Thorough
Overview of Directional Selling:
Although it is likely that most new Champions will already be Directional
Selling experts, they have never learned how to coach Directional Selling. This
module shows them where the easiest and most effective coaching points can be
located for each Directional Selling skill. |
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The Role
of the Champion:
Just throwing Champions out on the floor without proper direction and guidance
is usually disastrous. Many sales people resist new Champions and some Champions
have no idea what they are supposed to do. This module answers those types of
questions and discusses great ways to begin their new part-time careers. |
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Approaches:
From our research we know that the most difficult thing for new Champions to do
is to start. The only way to start is to get on the floor and facilitate coaching
conversations. This module shows them how to do just that. Participants learn
an easy process for beginning coaching conversations as well as smart tips for
hitting the ground running and eliminating any potential resistance. |
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Effective
Interpersonal Tools:
Most people can't define "interpersonal skills." We define them as the
behaviors that we demonstrate, both verbally and non-verbally, while we are speaking
to others. Champions have never had to consider the effectiveness of their current
interpersonal communication. This module introduces six great interpersonal tools
for improving interpersonal communication and, therefore, rapport and trust with
other sales people. |
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Feedback:
Most Champions will be giving feedback, both positive and constructive, for the
very first time. If they do not deliver this feedback in an appealing manner,
their Champion careers can end quickly. This module offers tools that will prevent
that from occurring. Champions learn two powerful methods of Balanced Feedback
as well as the importance of giving feedback in a positive manner. Champions practice
both types of feedback in role plays. |
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Helping
Associates Set Objectives:
This is an appropriate name for the module because most Champions can't actually
demand that other sales people set objectives for themselves. Participants learn
great tools for coaxing and encouraging other sales people during coaching conversations.
Sales people will embrace the new objectives because Champions focus on only half-day
maximum objectives. If sales people can correctly demonstrate a sales skill for
a half-day (or even less - possibly just a few phone calls) they can build from
there and cement the skill for good. And they will have the Champion to thank
for their improved sales results. |
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On-The-Fly
Training:
Sometimes Champions will be asked by sales people for training. This module shows
Champions how to conduct effective training sessions in less than two minutes.
Sales people will only need instruction once because of this great tool. |
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Making a
Coaching Plan:
The workshop wraps up with a brief planning module. Champions identify three sales
people that they can return and coach immediately. This will eliminate the possibility
of Champions wondering how to begin using the new skills. |
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Pricing:
| Delivery Price for Workshop: (12 participant maximum) |
$ 9,100 |
| Course Purchase and Trainer Certification: |
$59,995 |
| * Please see What
You Get When You Buy page |
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| If you are also interested in powerful selling skills designed specifically
for call centers, contact us about Directional
Selling. This program shows telephone professionals how to maximize their
sales opportunities by utilizing a unique sales approach when speaking with callers. |
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[ Back to Course Directory
]
[ Directional Selling (Inbound)
]
[ Directional Selling (Outbound)
]
[ Peak Service
Performance ]
[ Champions of Directional Selling
]
[ Call Center Sales Management
]
[ Call Center Floor Management
]
[ Training for Trainers ] |
