Sales Training Sales Process

Sales Programs To Deliver Results

The Only Reason To Take A Course Is To Get Better At Something

We make sure you do. Learning happens when two things come together: a great instructor to show you the way and you putting in the required effort. Howard Olsen ensures you get both!

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The Sales Success Formula

And Your Sales Blueprint: The Complete Sales Process

Overview

Our flagship workshop. Based on the High Output Sales System The Sales Success Blueprint is a powerful, street smart results focused experience that helps salespeople move through the entire sales process in a way that addresses real-world selling challenges that most sales training never even acknowledges. When you follow the process, you'll build deeper trust, establish value and closing sales is a pressure free, natural conclusion to a great conversation.

Your Complete Go To Market Action Plan

The Sales Success Formula is a full-scale, proactive communication plan that goes way beyond needs-based or consultative selling strategies to merge relationship skills with selling skills. This sales skills workshop focuses on the critical structure of a sales conversation and provides the powerful road-map for a successful, buyer-focused dialogue.  This sales process transforms reactive sales efforts into an intuitive proactive system.
Virtual Selling Sales Process

Consistent Repeatable Process

The HiGH OUTPUT Sales Process allows salespeople to know where they are at every step in the sale allowing them to move the dialogue in the direction they need - managing the sale becomes much easier. This framework provides salespeople with a consistent, repeatable process to create deeper connection with their customers and to more effectively execute their sales conversations. You'll better understand customer needs, clearly articulate your differentiated value, and close more sales in less time at higher margin.

Learning Outcomes

Delivery Methods

Live Onsite | Virtual Instructor-Led | Self-Paced eLearning

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Painless And Profitable

Prospecting With Purpose

Overview

Sales is the lifeblood of every organization but if you don't feed the pipeline eventually it runs dry and you're out of business. So, this is a vital skill and activity. It is, however, becoming increasingly difficult to access decision makers, and prospecting requires a different skill and mindset to selling. There is a big difference between selling the meeting and selling in the meeting. Prospecting With Purpose provides a strategic approach that builds trust, demonstrates value to the prospect, and creates a foundation upon which a mutually profitable relationship can be established. Participants will learn how to get in the right mindset to set appointments using the phone, email, networking, and other methods to get in front of prospects with a value propositions that open the door.

Learning Outcomes

Delivery Methods

On Site | Virtual Instructor-Led | eLearning Self-Paced
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Selling To Differnet Personalitites

Why Don't You Sell As I Buy?

Selling To Different Personality Styles

Overview

There are many skills, techniques and attributes making you a great sales or customer service person but your greatest strengths can also be your greatest weaknesses when communicating with someone who’s natural style is different to yours. The more you understand your own personality and the style of the person you’re communicating with, the more effective you can be in guiding them to a decision that’s right for them. In this course you’ll discover your strengths and potential shortcomings so you can learn to shift on the fly to meet customers from their perspective without a PhD in psychology.

Using The Sales Style Indicator

One size does not fit all. Your prospects are individuals with personalities as varied as their business needs, so a successful salesperson needs the ability to identify and sell to different personality types quickly and easily. In this course we utilize the Sales Style Indicator (SSI), a powerful communication tool that helps you and your team discover their natural selling (communicating) style while immediately providing a framework to determine a clients’ preferred buying style.   We'll help you identify your natural communication tendencies on three axis: Big Picture vs Detail | Task vs People | Verbal vs Non Verbal.   None of these or inherently positive or negative, but if you're a big picture focused person dealing with a detail oriented prospect you could miss a sale you were rightly qualified for simply because your focuse was different that theirs.   Participants identify their specific style pattern(s), to understand their strengths and potential challenges while at the same time understanding their customers orientations so they can be more effective in reaching those customers / stakeholders from their preferred style of receiving information, ultimately closing more sales.

Learning Outcomes

Delivery Methods

Onsite | Virtual Instructor-Led | Self Paced eLearning
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Custom Sales Training Programs With Howard Olsen

Custom Sales Training Workshops

The Right Training Dialed In To Drive Your Sales

Overview

Every company is different, so why should every sales training program be the same? Howard Olsen is known for the high level of custom tailoring of his sales training workshops to meet the individual needs of each client. Perhaps your sales playbook needs a rewrite or maybe you need fresh strategies to fend off a new competitor. Maybe you just need to refocus you value proposition and recharge your team. With so many factors shaping — and reshaping — your marketplace, it is not just possible, but probable, that the techniques you used yesterday simply aren't cutting it today. Howard Olsen and High Output delivers award-winning virtual sales training that is custom built and custom delivered to specifically address your unique sales challenges.

Developing Your Custom Sales Training Program

Beginning with the Pre-Program Questionnaire, Howard gathers information to help him understand your objectives, your organization, your competitive landscape the attendees and the challenges they face each day. He next schedules conference calls with you, key and key players that you want involved including a few participants in the training. After identifying important themes and specific messages you want to make sure get conveyed during your custom sales training program, Howard draws from hundreds of hours of material, 30 years of experience and the lessons from presenting to more than 1000 audiences to dial in your program. As a result of this process, you get Howard's best thinking, most relevant illustrations and powerful, actionable ideas.

Topics Of Focus

Let's Talk And Dial In The Right Program For You

Delivery Methods

Onsite  |  Virtual  |  Quarter Day  | Full Day  | Multi-Day | Webinar
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The Virtual Selling Masterclass

The Complete Sales Process For A New Era

Overview

In these uncertain times, businesses that have clarified their value proposition and built a customer focused sales plan are much more likely to survive and thrive. Because we want to meet you where you are in this season, we are now live streaming the entire Sales Success Formula – Virtual Selling Masterclass to your home or office!

Five Weeks To A New Sales Playbook

Harness our proven sales process which has been taught to thousands of sales professionals. Optimized for live, virtual, online delivery , in 5 weekly sessions you will learn an iron-clad, street-smart virtual sales process and build your own personal Sales Blueprint that will get you closing more deals in less time at higher margin.

The Sales Success Formula With Technology

This workshop is a full-scale, proactive communication plan just like the original Sales Success Formula with an emphasis of using technologies to build trust, rapport and relevance. It goes way beyond needs-based or consultative selling strategies to merge relationship skills with selling skills. This sales skills workshop focuses on the critical structure of a sales conversation and provides the powerful road-map for a successful, buyer-focused dialogue. This sales process transforms reactive sales efforts into an intuitive proactive system.
Virtual Selling Sales Process

Learning Outcomes