MFS Sales Strategy Index™ Training Tapes
Data Dome now offers the MFS Sales Strategy Index™ Training Tapes. Each set of six
cassettes is a target-training in one of the six areas of challenge or weakness as
identified in the SSI Profile. The complete MFS Sales Strategy Index™ Training Series
includes 36 cassettes.
Which version is right for you?
Prospecting & Qualifying
- Cold Calling: Prospecting skills, necessary mind-set for proactive
prospecting.
- Time & Territory Management: Strategies, avoid procrastination, 11
boosters.
- Telephone Skills: 6 keys, adaptive responses, fatal errors, 14 insider secrets.
- Self-Starting Capacity: How to develop consistency, discipline, and
resiliency.
- Handling Rejection: Solutions, handling objections, specific shortcuts.
- Persistence: Psychological and practical approaches, maintaining continuity.
Making First Impressions
- Engaging Customers: Uncovering problems, approach and involve clients.
- Projecting Rapport: Projecting openness, concern, trust.
- Courtesy and Politeness: Business etiquette, strategies for implementing.
- Relating to Others: Little-known ways to find root cause of communication
problems, strategies to enhance interpersonal skills, self-image.
- Evaluating Others: How to get an accurate reading of prospects.
- Taking the Initiative With Others: Principles of proactive interaction.
Qualifying & Probing
- Qualifying Buyers: Skills and knowledge to artfully qualify, essential tips.
- Questioning Strength: Asking the right questions in the right ways.
- Accurate Listening: Recapture the "lost art" of powerful listening.
- Understanding Needs: Deliver on-target specific solutions to even the most
poorly verbalized needs.
- Patience: Determine the best pace for vitality, 5 guiding principles.
- Maintaining Goal Focus: Engaging, a "must listen" for maintaining direction.
Influencing
- Solving Sales Problems: Master the problem solving methods of winners.
- Identifying Buying Signals: Reframe, restate, utilize verbal and non-verbal
cues.
- Maintaining Trust: Harness the most compelling element for selling value.
- Emotional Connection: Information-dense session on powerful principles.
- Correct Use of Resources: Learn when and how to use your resources.
- Problem Resolution: Identify and resolve problems with 3-step process.
Demonstrating the Product
- Giving an Effective Presentation: Nuts and bolts of value/quality/price.
- Persuading Others: Crash course on becoming a master of persuasion.
- Balanced Communication: Strike a balance between talking and listening.
- Concrete Organization: In-depth, step-by-step solutions to disorganization.
- Personal Flexibility: Secrets to avoid stress, rigid thinking, lack of creativity.
- Using Common Sense: Uncovers the myths, unfolds the secrets for sales.
Closing the Sale
- Dealing with Objections: Winners have these skills! Up-to-date strategies.
- Closing the Sale: Proven and tested methods, sure-fire ways to build client-
base.
- Identifying Objections: Isolate and corral objections, stalls and smoke
screens.
- Courage: Develop and call on courage to target, progress, and complete.
- Self-Control: Guidelines for maintaining composure, no matter what!
- Becoming Results-Oriented: Clear set of actions to offset weakness in this
area, and rise to the challenge to adapting to succeed.
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