The RDM Marks Sales Training Program is a uniquely design set of steps geared to strategically coach and train the sales professionals in the areas of Self-Confidence, Self-Discipline, Emotional Intelligence, and Motivation these proven skills and constructs absolutes among the world’s top professional sales personnel. In sports, plays are designed to either score the next point and or prevent the opposition from excelling. The Marks Sales Playbook combines the characteristics of top sales professionals with the comparable characteristics of top athletes to delivery an award-winning training program.
Sales Foundation Training - The Sales Foundation is a seven-course curriculum which guides sales consultants through a journey to help them understand their intrinsic/extrinsic motivational factors. This initial phase of the course is referred to as “The Gut Check”. RDM Management Group will evaluate and test individuals resolve, commitment, and priorities, to make sure they have what it takes to be successful in the Business of Sales.
Sales Assessment - Sales Assessments, enables you to evaluate an individual relative to the qualities required to perform successfully in a specific sales job. It also predicts on-the-job performance in seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, teamwork, building and maintaining relationships, and compensation preference
Soft Skills for Business Sales - Soft Skills are personal attributes that enable someone to interact effectively and harmoniously with other people. In this course we discuss and role-play the 10 most important soft skill needed in Business Sales.
Sales Professional vs. the Athlete - This course is design to explore and discuss the synonymous characteristics among athletes and the Business Sales Person. Self-confidence, mental intelligence, and motivation are the primary elements that will be evaluated during this session.
Discovering Your Identity - In this course will discuss the importance of who you are, why people like you and what characteristics and behaviors makes you exceptional. Knowing who you are and being comfortable in your own skin is key principle in Business Selling.
What is your Perceived Brand Value? - Being a collegiate or professional athlete has a brand value to both the employer and the employee. This course will navigate participants through a series of steps that will help you leverage your skill, talents and experiences. When used strategically, the Business Sales Consultant can influence their customer’s to make a purchase now and into the future.
What is your Motivation? - There are 2 types of motivation, intrinsic motivation, “self-desires”, extrinsic motivation, “seeking out rewards”. This course will discuss the importance of weighing both factors and incorporating them into reasoning of being a sales consultant.
Understanding your company’s Objective - As an individual contributor it is imperative for you to meet your assigned sales goals and sales quotas. Part of your success will be outlined in your companies’ process manual. This course will show you how the Business Sales Consultant should combine their raw sales talent with their company’s objectives to meet/exceed what is expected.
Sales Process Training - The Sales Process is a sixteen-course curriculum, chronologically structured to promote the right behavior Business Sales professionals need in order to have a successful sales career. These techniques are the meat and potatoes of the selling process, with a strong emphasis on activity management. “Plan Your Work and Work Your Plan
Understanding the Competition - As an athlete, we learn how to contend with our adversaries and ultimately overtake them in victory. In this course we will discuss strategies and implement processes that will help you triumph over the other wireless competitors.
Building Relationships - People buy from people, whether face to face at a point of sale transaction or virtually when the customer encounters dissatisfaction human contact is inevitable. Wireless sales rely on repeat business, in order to capitalize sustainability and growth opportunities, your relationship with your customers are paramount.
Customer Service - Before, during, and after the sale, are pivotal points that must be monitored closely to ensure a successful customer experience. This course coaches you how to use your sales intuition at each critical customer touchpoint in order to deliver an exceptional customer experience. If the customer experience is neglected, you run the risk of your customers going to your competition.
Activity Management - This course combines the tasks and objectives required by the employer, with the sales activity level that must be practiced daily by the Business Sales Consultant thus, creating a roadmap for success. “There are no secrets to success: don’t waste time looking for them. Success is the result of perfection, hard work, learning from failure, loyalty to those for whom you work, and persistence.” ― Colin Powell
Prospecting - A common mistake made by Business Sales Consultant is they wait for prospects to come by the sales-counter before they pursue an opportunity. This failing strategy is also known as “order taking”. This course reviews an assortment of proactive prospecting methodologies used by success sales consultants, designed to keep your funnel full and active.
Cold Calling - Cold calling is nothing more than an initial contact between the seller and the prospective buyer. In this course we will review cold calling techniques, roleplay, and incorporate scheduled the cold call activity into your prospecting plan.
Funnel Management - In this course will explore what it means to properly place prospects into the sales consultant funnel, how to properly gauge the funnel, and knowing when to advance or remove items from the funnel. Mastering this art will assist the sales consultant in factual forecasting.
Appointment Setting - This course will outline the details in scheduling a sales appointment, and the vital information needed in the preparation of the sales appointment.
Presentation Skills - A Business Sales Consultant presentation should be in alignment with your clients’ needs in mind. This course will walk you through the research phase of the presentation, preparation of the presentation, and the elements of delivering a powerful presentation for your clients.
Asking the Right Questions - If you are going to uncover the needs of your prospects, you must be willing to go on a fact find tour and ask the right questions. This course is designed to address the needs of your customers, analysis their responses, and to place you in a better position to win, during the many phases of the questioning process.
Actively Listening Skills - If you say it, it is your interpretation of the customer’s needs and not theirs. If they say it and you confirm the statements by repeating it, then the statement just became fact! This course teaches the importance of practicing your listening skills, which will lead to less telling, and more selling.
Handling Objections with Care - Objections, resistance, price reluctance, and the word no, are all true reactions your customer will communicate when presenting the sale. When this happens, an apparent miss occurred and must be revisited to understand how to address your customer’s concerns. This course will illustrate the importance of handling these objections with care, re-positioning your statements with poise and self-confidence.
Closing Techniques - There are numerous defined closing techniques used in securing a sales opportunity. This course will review many of them, as well as help the Business Sales Consultant bear witness to the closing opportunities throughout the entire selling process. Great closers close, in the beginning, in the middle, and the end of the sale.
Negotiation Skills - Negotiations appear within several parts of the selling process. It begins when the customer walks up to your counter, you will discuss negotiations during the product selection process as well as during the close, when discussing pricing. This course is designed to discuss and define the opportunities of the negotiations periods in order to make negotiations part of the process, i.e., fluid; verses a separate task.
Time Management - We are all given 24 hours within a day, what separates one from another, is what we decide to do with those hours. People who take advantage of these hours usually flourish; likewise, people who waste these hours usual receive a Return on Misappropriated Hour Fund (RMH Fund). This course is designed to coach towards time management precision and execution. Effective time management allows you to do more work, in the same amount of hours.
Meeting/Exceeding Your Sales Quota - Whether you’re scoring the buzzer beater within the final seconds of a game, or closing a deal which included an immense number of road blocks. The gratitude, feelings of accomplishment and adrenaline rush is an understanding only those who have experienced, can relate. This course helps participants build a plan to meet/exceed their sales quota, while helping them understand that failure or success is a choice in which they control. No Excuse Zone!
Sales Sustainability Training - Sales Sustainability is a ten-course curriculum that encourages structure and cognitive self-disciplines. Most of the battles fought by sale professionals are clashes between their ears, and not in the boardroom with clients. Sales Sustainability is an awareness tool designed to keep you in the game as opposed to sitting on the "bench of life."
Sales Assessment Review with Manger and Sales Consultants
Overcoming FEAR - FEAR has been described as Fake Evidence Appearing Real. However as you encounter the realization of prospects not returning your call, customers saying the word “no” and competitors playing in your space stealing your customers; the situation does not appear to be fake. The impact it has on our mind, can run a course of hopelessness and doubt. This course is designed to face these fears head-on through “Process Development”. This methodology allows the Business Sales Consultant to see the situation for what it really is and not succumb to state of hopelessness and doubt.
Self-Inspection - Most retail sales consultants have a sales manager; impart the sales manager is responsible for the Business Sales Consultants in meeting their sales objectives. No one should be more capable of managing their own behavior and success, than the retail sales consultant. During this session, we will discuss how the Business Sales Consultants should regularly conduct a self-inspection to ensure their success. This process is also known as a check-up, from the neck-up!
Leadership - Sales is both an individual activity and a team sport, the Business Sales Consultants is obligated to both. This course discusses some of life’s timewasters and traps lie waiting for the Business Sales Consultants while work at work. The course encourages Product, Sales, and Customer Service training continuously especially doing slow periods. The Business Sales Consultants must utilize their time wisely and effectively.
Psychological Injuries - In sports, it’s common for athletes to encounter physical injuries, often they are given a time to recover or can recover during the off-season. In the professional business of sales, we encounter psychological injuries. The constant rejection, disappointments, pressure to meet quota month over month, can take its toll on the best Business Sales Consultants. In this course we will discuss tactics and strategies designed to help Business Sales Consultants recognized the symptoms of psychological injuries and help them manage through the process.
A Good Defense is a Better Offense - In sports we have been taught the polar opposite, a good offense is a better defense. In my 30 years of sales, I’ve learned to anticipate and properly prepare for challenges prior to them happening. This course encourages the Business Sales Consultants to use a cognizance approach to discover the weakness and strengths of products and services sold to consumers. This is usually discovered when customers return a product or complain about a service, for the same reason.
Individual Contributor verses Team Member - As a quota producing sales person, your natural instinct is to care for your sales quota and related responsibility first, before assisting your team members. This course explores the duties to oneself, team members and company.
Uncovering Niche - In order to remain relevant in retail sales, two things will need to happen. The products and services sold, will need to evolve with your customers. This course is designed to take a closer look within your customer base to better understand the customers’ usability of the product and services sold. Understanding this key principle will assist the sales professional in uncovering their niche.
Mentorship - Having a mentor can help you reach your desired destination in a shorter period of time. This course will assist candidates to describe their desired outcome in their role as a sales professional and encourage them to seek out a mentor to help them navigate their pathway towards a successful sales career.
Work, Life, Balance - In the business of sales, your performance is evaluated month to month. If you miss your sales quota often enough; chances are you will not be around for the mid-year/ annual evaluation period. This can be incredibly challenging for salesperson and cause an influx in their professional and personal lives. This course is designed to discuss these potential mishaps by doing the right things right in your business, giving time back to yourself, family and friends; uniting these principles is the key to a well balance lifestyle.
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