High Performance Selling
Discover the key selling skills that top performers use every day
Who benefits?
- Salespeople who desire to enhance or update their effectiveness
- Salespeople who are new, going into or supporting sales
- Salespeople without formal sales training (or outdated — more than five years ago)
- Self-aware salespeople who have seen markets become increasingly complex and competitive and who realize new skills are required to continue to succeed
You’ll walk away knowing how to:
- Build high-value client relationships
- Increase buyer comfort
- Demonstrate positive intent
- Improve your starting position
- Adapt to their social style
- “Move the needle” on every call
- Gain access to the real decision maker
- Uncover your clients’ top priorities through intelligent questioning and in-depth probing
- Listen your way to success
- Add power and punch to your sales presentations
- Sell value and payoff, not price
- Prove your positive intent when resolving objections
- Consistently achieve client action
- Grow your territory with four easy organizing techniques
Exercises and role-playing transform understanding into behavioral competence.
Faculty
Tony Nagle
Tony Nagle is president of A.G. Nagle Company, a training and development firm specializing in negotiation and sales strategies. Known nationally as a negotiations expert, Tony has trained more than 15,000 people from industries ranging from manufacturing to banking to telecommunications. He works on negotiation problems in sales and marketing and consults on mergers for Fortune 500 companies.
Chuck West
Chuck West is director of the sales and sales management program for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
Schedule
8:15 a.m. – 5:00 p.m. each day
“The role playing was an excellent tool to critique constructively. Very fun.”
Katie McCormack, National Sales Rep, Paddock Laboratories, Inc., Minneapolis, MN
“I have only been in sales three months. Chuck and Tony taught me the necessary skills to go back and produce results. I now have the confidence and skills necessary to take the industry over by storm.”
Bob Schwei, Sales Representative, Independent Printing Company, De Pere, WI
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.4 Continuing Education Units (CEUs) or 24 hours.