• Home
• Programs
  • Destination Work
  • Taking Charge
  • Turning Your Customers
  • Selling Made Incredibly Easy
• Testimonials
• Clients
• Video
• Books
  • Print Books
  • eBooks - Kindle
• Blogs
  • Business Blog
  • Reminders Blog
• Bio
• News
• Contact

TURNING YOUR CUSTOMERS INTO YOUR SALES FORCE

The Art of Winning Repeat and Referral Business

What makes a sales person an outstanding success? Is it a well-rehearsed canned pitch? The number of sales he or she makes each day? A catchy close? NO! What sets selling superstars apart is their ability to get their customers to sell for them. These incredibly successful individuals are masters at building and maintaining a network of loyal and committed customers who not only continue to buy from them on an ongoing basis, but actively bring them new customers as well. These superstars are not interested in closing short-term sales; they’re concerned with opening long-term relationships with their customers. This program, based on Ross Reck’s book, Turn Your Customers into Your Sales Force, will teach you how to make your customers your best salespeople and you an outstanding salesperson or manager.

This program will show participants how to use Ross Reck’s simple four-step sales model to build and maintain a base of loyal and committed customers who actually do much of their selling for them. Participants who complete this program will know how to:

• Planning for positive results—Repeat and referral sales don’t just happen; you have to plan to make them happen. Ross will help you develop a plan that will make your sales soar.
• Avoiding no—Customers prefer to buy from salespeople they trust. Repeat and referral sales are all about building and maintaining personal relationships.
• Getting to yes—Once your customer trusts you, making the sale is easy—it’s simply a matter of working out the details.
• Turning your customers into your sales force—Ross will teach you how to make your customers feel so good about how they’re being treated by you that they can’t stop singing your praises.

Turning Your Customers Into a Sales Force works equally well in any kind of sales situation regardless of the product, service or idea and it’s just as useful for seasoned, experienced salespeople as it is for beginners.

PROGRAM OUTLINE

MODULE ONE: INTRODUCTION

I. Basic Elements Of Successful Selling
- People
- Motivation

II. Basic Methods Of Selling
- Win-Lose
- Win-Win

III. The PRAM Model: The Process That Leads To Repeat and Referral Sales

MODULE TWO: MECHANICS OF THE SELLING PROCESS

V. Step One: Planning For Extraordinary Results
- Identify Those People In The Customer's Organization Who Stand Between You And Success Or Failure
- Determine What You Want From Them
- Anticipate What They Want From You
- Determine What You Can Do For These People That Will Motivate Them To Do What You Want Done In Return

VI. Step Two: Avoiding "No" By Building Relationships First
- Recognize The Important Role That Relationships Play In Successful Selling
- Plan Situations Which allow Relationships To Develop
- Cultivate Your Relationships
- Don't Get To Business Too Quickly

VII. Step Three: Getting To Yes
- Confirm Your Assumptions About The Customer
- Implement Your Plan
- Jointly Resolve Problems
- Finalize The Agreement

VIII. Step Four: Turning Your Customers Into Your Sales Force - Getting Your Customers To Sell For You
- Maintain Your Agreements
- Maintain Your Relationships
- Maintain Your Plans

HANDS-ON SELLING EXERCISE
At this point, the class will be divided into "consulting teams" of 4-6 people. Each team will then select a selling problem that one of the team members owns. Then, using what they have just learned in the class will develop a solution to each of these problems. This is where the real learning takes place. Once each group has developed their solution, they will then present it to the rest of the class and invite additional input from the other participants. The instructor will then debrief each group.

IX. Using The PRAM Model As A Diagnostic And Problem Solving Tool
- People Who Are In Power Positions
- Cold Calls
- Objections
- Irate Customers
- Difficult People

VI. Factors That Differentiate Sales People Who Get Average Results From Those Who Get Extraordinary Results
- Balance
- Integrity
- Patience