International Sales and Service Academy

Face to Face Delivery

Stop under-performing sales teams. Start massive sales flow!

International Sales and Service Academy, powered by Leigh Farnell

leighdgsgThis course is based on the LearnX Award Winning Sales Breakthrough Training Program. It was developed to teach a systematic, step by step, scalable and teachable system to empower both new and experienced Sales People to better Sell, Serve and Prosper for themselves and their clients.

The International Sales and Service Academy teaches the Colour Zone Sales Circle of Life System of Sales and Service. It has helped hundreds of sales people break records and have their best sales, months and years ever..

 

 

International Sales and Service Academy  – Program Outline

This interactive program consists of 8 workshops, each held 6 weeks apart (over 10 months)

Workshop 1

Workshop 2 Workshop 3 Workshop 4 Workshop 5 Workshop 6 Workshop 7 Workshop 8

Overview and Yellow Zone

Orange Zone Blue Zone Red Zone Case Study and Role Play Green Zone Case Study and Role Play Purple Zone

Preparation and Prospecting

Rapport and Positioning Needs Discovery Present Solution Close of Sale

Repeat Business and Referrals

1 full day workshop ½ day workshop* ½ day workshop* ½ day workshop* ½ day workshop* ½ day workshop* ½ day workshop*

½ day workshop*

*Optional one-on-one coaching after each workshop session is available at an additional fee.

 

Workshop 1: Yellow Zone

Highlights:
  • Sales Planning
  • Mindset Preparation
  • The First Sell if you are to Be Successful
  • Product Knowledge
  • Filling Your Pipeline
  • Activity Management – Time Management for Sales Success
  • The Sales System Mindset

Workshop 2: Orange Zone

Highlights:
  • How to read other people and develop powerful rapport
  • Active Listening and Sales Listening
  • Understanding the Power of Questions
  • Positioning Yourself and Your Company in the mind of the prospect
  • The Power of Words and Persuasion
  • Qualifying Your prospect before you progress with the Sales Journey

Workshop 3: Blue Zone

Highlights:
  • Needs Discovery
  • A systematic approach to discovering and uncovering needs
  • How and why to use Discovery and Disturb in your Process
  • The Strategic Questioning Process
  • How probe and go deep in Needs Discovery
  • Tools and Templates for powerful Needs Discovery
  • Understanding the power of Metrics in Needs Discovery
  • Trial Closing in Needs Discovery

Workshop 4: Red Zone

Highlights:
  • How to Pitch Your Sales Solution
  • Selling on Benefits
  • The Power of Check Questions and Trial Closing
  • How to Pitch and Persuade in the Buyers Buying Language
  • Getting the Buyers Buying Temperature Up
  • Knowing when to move to Close
 

Workshop 5: Activities

Highlights:
  • Case Studies and Business Growth Coaching
  • Best Practice Sharing
  • Sales Projects Sharing
  • Real time and real life coaching
  • Drills to strengthen your Sales Muscles
  • Making sure you are getting a powerful ROI on this programme

Workshop 6: Green Zone

Highlights:
  • Knowing when to Summarise and Close
  • The science of handling Objections and closing
  • 5 different ways to close the Sale
  • How to negotiate and close
  • making the buyer feel good about buying from you
  • Closing for a Win/Win
  • Staying Calm in the heat of closing

Workshop 7: Activities

Highlights:
  • Case Studies and Business Growth Coaching
  • Case Studies and Business Growth Coaching
  • Best Practice Sharing
  • Sales Projects Sharing
  • Real time and real life coaching
  • Drills to strengthen your Sales Muscles
  • Making sure you are getting a powerful ROI on this program
 

Workshop 8: Purple Zone

Highlights:
  • Servicing the Account
  • Account Management
  • The R Factor – Relationship Service and Relationship Marketing in Your Business
  • Account Growth
  • Repeat Business
  • Referrals
  • Testimonials
  • Maximising Your Sales Flow

 

Who is this program for?

The programme is for Sales people – new and experienced. It is for Sales Managers who want a better system to coach, train and lead their teams to break sales records. It is for Business Owners and Entrepreneurs who want to scale their businesses and grow revenue and profits.

What is included in the course:

Participants not only get the training, they get workbook manuals, tools, templates for Sales Planning, Needs Discovery, Presenting and Pitching Products and Solutions, Negotiation, Objection Handling and Closing tools plus Account Management and Account Growth tools.

Duration & Cost

This is a customised program. Please contact us to discuss how we can contextualize a program to suit your business needs.

How to enroll

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