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SalesAbility II
Win Sales by Mastering a Powerful Sales/Purchase Process


	Audience Sales Associates, Sales Managers, Customer Service Representatives, and other members of the sales team. Users Include: AppleOne, BASF, Bausch & Lomb Pharmaceuticals, Beckman Instruments, Bergen Brunswig, Borden Foods, ChemCentral, Colgate-Palmolive, Dataram Corp., Daymon Associates, The Disney Channel, Dunn-Edwards.

Program Benefits
SalesAbility II, from Porter Henry & Company, develops selling skills for the millennium. This exciting, interactive version of the company's research-based SalesAbility Learning System presents a unique approach to sales. During the training, participants learn how to use a five-stage consultative process to guide decision-makers through the buying process until the purchase commitment is achieved. After SalesAbility II, results back on the job are immediate and your sales team benefits from:

an increase in favorable purchase decisions
more profitable long-term customer relationships
improved ability to plan, guide, close, and follow up on sales calls

Program Description
SalesAbility II workshops are highly interactive. They integrate video, custom case studies, role-plays, practical application of skills, and can include CD-ROM pre-workshop assessment and training. During the workshop, participants master basic selling skills, focusing on a step-by-step method for guiding the sale to a favorable outcome. They begin by learning how identifying priorities, listening, and establishing trust help build strong relationships with customers. Then participants learn how to use a five-step Sales/Purchase Process in order to move the customer toward a favorable decision.

SalesAbility II helps salespeople master 13 integrated sales skills: Building Relationships, Listening, Planning the Sales Call, Customer/Prospect Analysis, Setting Measurable Objectives, Opening the Call, Identifying Customer Needs and Business Concerns, Relating and Reinforcing Benefits, Using Sales Visuals, Responding to Customer Resistance, Gaining Commitment, Post-Call Analysis, and Sustaining the Relationship.

Implementation/Customization
SalesAbility III is available in one- and two-day workshops. It can be run for groups as small as 20 and as large as 200. Customization typically includes case histories tailored to your industry and company terminology, plus company-specific products and related exercises. A CD-ROM sales diagnostic and training tool, that can be used with SalesAbility II or can stand on its own, is also available.

Learn about another powerful sales program from Porter Henry & Company: Field Coaching.

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