Sales Adrenaline Training Programs

Get What You Deserve

Are your numbers down? Is your team leaving a ton of money on the table? You need help! Get the sales training your team deserves RIGHT NOW with one of my specialized sales training programs. If you want a true sales expert and master trainer to deliver the goods, you might as well get the one they call "Mr. Charge Higher Prices."^™

No Overkill

You don't need everything I offer, so I'll never try to oversell you. I do "SURGICAL STRIKE" training targeted specifically to your team's challenges and weaknesses. Right from the beginning, I interview company management & selected team members, then customize training sessions to address & correct the issues I've identified.

Profit-Pumping Results

I've developed more than 100 hours of hard-core, profit-pumping programs to ensure you get the huge results you're looking for. Here's a sample of what your group will learn from me:


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Scott Sorrell's Sample 20-Session Training Outline

  

Download this Training Outline in PDF Format

(Foundations of Selling)

1. Becoming a Master Prospector
2. Building Unshakeable Rapport
3. Uncovering Needs, Issues & Pains
4. Delivering a Persuasive Presentation
5. Overcoming Objections with Class
6. "Weak Closers Have Skinny Kids"
7. Following Up Effectively
8. Creating a Stream of Qualified Referrals

1. The Time Management Myth
2. "Big Rocks" vs. "Sand in Uncomfortable Places"
3. First Things First: The Urgent/Important Matrix (Proactive Foundation)
4. How to Leverage Time
5. Territory & Priority Management

1. The Value Triangle
2. The High Cost of Low Price: "Price cutting is the first retreat of the inexperienced, the ignorant, and the lazy salesperson." - Scott Sorrell
3. The Inverse Relationship of Price & Cost
4. Building Perceived Value
5. Creating Deficit & Demand

1. The Mental Game
2. Daily Preparation & Planning
3. "Take Care of Your Numbers"
4. SMART Goals
5. Automated Contact

1. The Flinch
2. Repackaging
3. Overstating Your Demands
4. Bracketing
5. Using Time Pressure
6. Trading Logical for Emotional Victories
7. The Walkaway Number

1. Acquiring Competitive Intelligence
2. Using Competitive Intelligence
3. "Killer Questions"
4. Market Positioning

1. The "Bear Trap" Close
2. Fire Lowball Larry
3. Be a Consultant, Not a Salesperson
4. Be a "Value Add"
5. Tales = Sales

1. Pre-Call Planning
2. Sharing the Agenda
3. How to Ask Brilliant Questions
4. Giving Prospects the Illusion of Control
5. Managing Customer Expectations
6. Closing on Every Call

1. Personal Marketing Strategy
2. Targeting Secrets
3. Customer Profiling
4. Predictive Modeling
5. Networking & Tapping Hidden Spheres of Influence
6. Crafting Your Elevator Speech
7. Major Account Penetration Strategy
8. Pipeline Management Secrets

1. Marketplace Commoditization
2. Critical Differentiation
3. Market Positioning
4. Creating TOMA

Secrets of Quick Connection
1. Personality Types
2. Reading Your Customers
3. Neuro-Linguistic Programming
4. Mirroring & Matching
5. Postures & Gestures

1. Quantify the ROI
2. Be Worth More
3. "BLEND" with the Prospect
4. Find a Sponsor or Champion
5. Delay Price Discussion

1. "The Quality of Your Questions"
2. Follow-up Questions
3. Bellwether Qualifiers
4. Generating Referrals from DQs
5. The "DQ Dash"

1. Intersection of Logic & Emotion
2. WIIFM Foundations
3. Door in the Face
4. Tie Downs
5. YES Momentum
6. Alternate Choice
7. Farming
8. Reciprocity

1. Pump Up the Pain
2. Sell the "HARM"
3. Create a Sense of Urgency
4. The Takeaway Close
5. Create Fear of Loss

1. Clone Your Best Customers
2. Increase the Closing Ratio
3. Shorten the Sales Cycle
4. Boost the Invoice Total
5. How to Ask: Scripting
6. Bonus TPT

1. Hear It Out
2. Feed It Back
3. Question It
4. Isolate It
5. Answer It
6. Confirm It's Answered
7. Regain Control

1. The Decision Process
2. The Buying Cycle
3. Decision Makers vs. Decision Influencers
4. Trial Closes
5. Telling vs. Asking
6. Selling the Committee

1. Phone Etiquette
2. Overcoming Call Reluctance
3. Outbound Success Habits
4. Getting Past Gatekeepers
5. Inbound Calls: From Order Taking to Order Making
6. Scripting
7. Q-Tips (Trailing Questions)

1. The Cost of Not Following Up
2. Create Reasons to Call
3. Increasing Customer Share
4. Upselling, Cross-selling & Add-ons
5. Linked Acquisition Strategy

  

Download this Training Outline in PDF Format

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Want Scott Sorrell to speak at your next event or create a training series for you? Call Sales Adrenaline today at the number below:

(949) 650-0006