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Today, business people must understand both the customer and the objectives in order to communicate solutions effectively and to gain commitment. They must be motivated, skilled, practiced, and prepared to succeed today and into the 21st century.
How you get this accomplished is the challenge.
Jerow & Associates is trained to present the Dimensions of Professional Selling® (DPS) program, which teaches strategies and skills that your professionals will use to increase their effectiveness.
The program goals are to provide skills that will:
- Greatly expand your business
- Increase the success rate in new client sales calls
- Renew lost accounts
- Achieve your target goals
- Enhance your ability to reach preferred position with a client
This is done during a comprehensive 31/2 day program that takes participants through nine training modules. It provides tools to deliver results. A typical program schedule is as follows:
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Arrival Day
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Day 1
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Day 2
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Day 3
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8:30 a.m.
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8:30 a.m.
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8:30 a.m.
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Module II
(Continued)
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Module V
(Continued)
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Module VIII
Assume Responsibility
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Module III
Get Organized
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Module VI
Customer Part of Solution
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Module IX
Become the Only Choice
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12:00 p.m. - Lunch
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12:00 p.m. - Lunch
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1:00 p.m.
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1:00 p.m.
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Module IV
Find Opportunity
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Module VII
Close for Results
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3:00 p.m.
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4:00 p.m.
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Module V Present with a Purpose
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Departure
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Module I
Take The Lead
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6:30 p.m.
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6:30 p.m.
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Module II
Invest in Relationship
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Group Activity
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Group Activity
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8:30 a.m. 8:30 a.m.
12:00 p.m. - Lunch
. 1:00 p.m.
6:30 p.m.
Professional selling is a commitment. Jerow & Associates is committed to delivering a program that raises the professional bar that your competition must learn to meet. We look forward to enhancing your business performance.
We limit our class sizes to allow time for each person in attendance the individual attention required. Call today for more information on our upcoming Dimensions of Professional Selling® programs or to reserve space for the professionals in your company. Group Activity
Jerow & Associates
Modern believes that education and training are key elements in success. Jerow & Associates offers professional sales training as another tool for you to be successful.
Your seasoned, professional sales people have spent years calling on customers and selling items. Is that what your company is really all about – items?
The Dimensions of Professional Selling® (DPS®) program will create a better understanding of the actual products your sales professionals represent - your clients critical concerns and your company’s ability to address them.
The DPS® program is broken down into four days and nine modules:
- Module One - Take The Lead
This module takes participants through an overview of the course, sets the agenda, allows the group to get acquainted and begin to build teams, and looks at “norms” in the sales arena.
- Module Two - Invest in the Relationship
Module Two introduces the buyer’s perspective to participants and investigates the bonding process.
- Module Three - Get Organized
Here’s where the “sales call” begins! In this module participants explore needs, values, and motivations while utilizing and learning Strategic Selling Planning tools.
- Module Four - Find the Area of Opportunity
Now participants are at the substance of the “sales call.” Module Four introduces some of the “models” DPS® utilizes to organize, explore, prepare, present, and close sales in today’s professional environment. Areas stressed in Module Four are Exploratory and Presentation Process models and the Exploratory Sales Call Strategy.
- Module Five - Present with a Purpose
Once a solution has been identified for the client - Module Five prepares participants to present the solution in the proper way. The Presentation Process model is covered in detail by participant skill practices.
- Module Six - Make the Customer Part of the Solution
This module is a continuation of the “Presentation” phase of selling and offers even more participant skill practices.
- Module Seven - Close for Results
There is no sales without the close! In this module participants will continue practicing presentation by taping and critiquing to integrate the learnings from the first six modules.
- Module Eight - Assume the Responsibility
Module Eight takes participants beyond the sales call and into planning and the information gathering required to plan for sales calls. In this module participants will learn the JADIK matrix, creative selling techniques, and will learn to develop Strategic Selling Plans.
- Module Nine - Become the Only Choice
In this final module participants will quickly review DPS® models, receive “awards” from their peers, and will be challenged to utilize the skills learned as they return to the field.
DPS® is an interactive experience that can help develop and train those new to the sales profession, strengthen seasoned sales veterans, and create insight and understanding to everyone attending. In today’s professional sales environment, there is a lot more to selling than meets the eye. DPS® prepares your sales team to take all aspects of sales into the proper perspective:
- Product Knowledge
- Relationship-Building
- Positioning
- Identifying Critical Concerns
- Presenting
- Closing
DPS® can be the solution to critical concerns of your sales team.
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