What you can Expect to Learn in the Program
- Get more appointments with ease
- Gain complete control of the sales interaction
- Eliminate all resistance from the buyer and take all pressure off from yourself
- Turn objections into opportunities
- Discover the customer's true buying motives and guide them to take action
- Differentiate yourself by giving prospects and clients a completely new and different buying experience
- End every interaction with a decision, but with no pressure
- Quickly qualify your prospects and stop wasting time on the people who are not serious
- Learn a comfortable way to consistently close more business
General Description
The PAIDD online program allows you to learn cutting-edge sales concepts and skills at your own convenience. It is interactive, user-friendly, and designed to help participants stay fully engaged. It consists of a combination of written information, audio and video enhancements, sample terminology and periodic exercises to give you a blended learning experience. Clippings from live trainings helps participants feel that they are actually part of a live training experience.
The PAIDD elearning program comes in two segments:
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- Part 1 - The Foundations Training (10 Modules)
- Part 2 - A 12-Week Follow-up Reinforcement Program
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Part 1 - What the Foundations Training Covers
- 10 modules - Each are 30-45 minutes in length of instruction with animated presentations interactive online exercises, audio, and video clippings from live trainings
- Module 1 provides you with an overview of how sales has evolved with the changing market and the need for a new selling approach to keep pace with the times
- Module 2 introduces to you a highly effective sales communication model that consists of 10 Guiding Principles you can use in all your sales efforts. It provides you with professional consultative skills and deeper insight into how and why interactions can be blocked with the 4 key blockers; 4 enhancers that keep your interactions productive and comfortable; and 2 key principles to sustain your client relationships.
- Module 3 brings together all the powerful communication tools and introduces the 3 operating practices that are essential to understand both from the buyer and the seller perspective and how subtle pressure impacts both parties if it is not eliminated
- Module 4 gives you some valuable ideas and techniques for securing more appointments, including differentiating between suspects and prospects, preventing no-shows, and eliminating time-wasters
- Module 5 and 6 help you deal with the tough stuff and show you how you can turn such things as objections, client fears and your fears into opportunities in a way that can be professionally and productively overcome
- Modules 7, 8 and 9 provide you with a step-by-step process to effectively drive every sales meeting and get a decision every time with an action to either take the next step or stop. It introduces some valuable sales meeting management techniques and a 5-step process you can use in every interaction of the sales life cycle
- Module 10 presents a collaborative partnering model for growing your business and a simple but essential process for building long-term relationships
- Included in all the modules are examples of sales scenarios and effective methods to manage objections
- There is also a Participant Manual you can download from each module that include slides, exercises, sample dialogues and a workbook to take notes
Part 2 - The Reinforcement Program
One of the biggest reasons why people often don’t get the results they desire from a sales training program—the “bang for their buck,” so to speak—is the absence of a follow up reinforcement program to ensure that the concepts are internalized and the new techniques are actually applied.
The second phase of the PAIDD sales development training is a 12-session follow-up reinforcement program designed to accomplish exactly that. It parallels the foundations training by reviewing, reinforcing and applying each of the 10 key techniques of the PAIDD program.
This is what you will get with the program:
- a weekly follow-up email
- A summary overview of the entire program
- a self-assessment on the 10 key techniques along with coaching tips to help move your skills forward
- A personality profiler is also included to help you quickly identify your sales style with coaching on the do's and dont's to be aware of based on your style
- 10 session reviews of the topics covered in the e-learning foundations training with a summary of the 10 key PAIDD techniques
The following are the 10 topics that are included:
- Eliminating Pressure in a Sales Interaction
- Stimulating Interest in Prospects to Meet
- Handling Objections
- Conducting a SMART Sales Meeting
- Perfecting the Art & Skill of Asking
- Selling to Different Personality Styles
- Getting Clients to a Decision Without Applying Pressure
- Helping Prospects Find their Own Buying Drivers
- How to Determine if Your Client is Serious
- Client Collaboration vs. Customer Service
Also included are tools to:
- Prepare for a sales meeting
- Database of sample dialogues and examples for using the techniques and the process
- Customization of the language of each technique to your own style rather than memorize scripts
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Reinforcement Program 
