Selling Skills Learned

• Quickly create connections trust with customers using consultative selling techniques.
• Stand above and differentiate from your competition through a value-focused, Features, Advantages and Benefit sales approach.
• Achieve “Trusted Advisor” status when you no longer “just a salesperson”.
• Increase sales by revealing what is most important to the customer and presenting the right solutions from your product mix.
• Reduce and overcome rejection from customers by adopting the POST® approach to acceptance before the rejection.

Selling Tools Provided

• Daily exercises to change who you are from a typical sales professional to a Trusted Advisor.
• Successful planning for sales by setting specific objectives and using the POST® pre-call planning tool.
• Planning the opening of sales calls, creating rapport, engaging the customer, and setting a positive tone for closed sale.
• Using the POST® approach to thoroughly reveal customer needs and smoothly transition into an advisory sales discussion.
• Effective sale closing methods using POST® closing techniques, insights, ideas, and benefits tailored to your specific customer needs.
• Handle objections using our POST® rejection technique to uncover and address the customer’s true concern while maintaining trust and credibility as the customers trusted advisor.

Prospecting Skills Learned

• Achieve sustainable prospecting success by using a proven prospecting approach.
• Increase prospecting effectiveness by pursing high-value prospects and keeping the sales pipeline full.
• Gain access to more prospects by using skills and best practices to identify prospecting sources and gain referrals.
• Increase interest by delivering compelling value messages that resonate with prospects.
• Expertly secure and execute successful first meetings with prospects to gain interest and move the opportunity forward.
• Maximize prospecting effectiveness through personal branding, networking, and managing online presence.

Prospecting Tools Provided

• Identify common prospect sources and determine the characteristics of a high-value prospect.
• Prioritize prospecting efforts through gaining critical prospect data.
• Create concise value messaging to pique prospect interest.
• Develop effective qualifying questions to identify high-quality opportunities.
• Effectively contact prospects by delivering an effective communication framework.
• Create a strong personal brand that helps ensure a sustainable positive image.
• Recognize in-person and online networking opportunities to increase prospecting efforts.

In today’s sales world, your negotiations need to be win-win focused – without sacrificing margins. That is why your sales team needs Panthers POST® on Sales Negotiations. Sales professionals must know how to understand, assess, prepare, and execute win-win collaborative sales negotiations that maximize value for all involved parties.

Negotiation Skills Learned

• Achieve increased confidence and skill as a negotiator by applying the proven strategies and skills offered in POST® training.
• Gain a deeper understanding by recognizing negotiating is not just about the process; instead, success involves the right mindset, preparation, and execution.
• Leverage the advantage of recognizing and responding to five major negotiation styles.
• Increase the odds for success by following the POST® pre-preparation kit to pre-assess the situation and the parties involved.
• Become a skilled collaborative negotiator – creating long-term customer relationships and maximizing value for both you and your client.
• Handle even the most challenging negotiations by applying proven negotiation best practices and strategies specifically designed to address difficult customer interactions.

Negotiation Tools Provided

• The POST® map to success, the zigzag road through the interdependent relationships between selling and negotiating, and how to arrive at the perfect ending.
• Checklists to track the interactions between opponent and partner mindsets when negotiation.
• Recognize and respond to the behaviors demonstrated by the five major negotiation styles found in POST®.
• Determine the critical importance of Preparation through the POST® planning tool for successful pre-negotiations.
• Practice using the POST® seven-step negotiations model to gain the coveted win-win outcome.
• The POST card will help you Identify and practice a series of best practices designed to handle difficult situations to achieve an enhanced outcome with the customer under pressure.
• POST Pricing to a win-win happy ending. Select and apply appropriate skills and best practices to successfully handle price negotiations.

• Dealing with Panther Associated is effortless. We are just a short phone call or quick email away to get things started.
• We always begin our Sales Training projects with a 30-minute telephone consultation at NO CHARGE.

• Panthers Sales Training projects charge as Flat Fee for the completed project. Full project details and rate are specified and contracted in advance. There is a tuition fee per participant for the Panther Optimum Sales Training (POST®).
• For your convenience, we accept all methods of payment including Visa, MasterCard, American Express and Debit, and of course Cheque.