Food Service Sales Training Programs

"Sales Training is a Process, Not an Event."

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• Needs Consequence Selling - The Tactical Approach
  A highly effective sales training program customized to your company. This program concentrates on asking high value, open-ended probing questions that get the customer talking and the salesperson listening and learning. Needs Consequence Selling teaches your sales professionals the selling skills they will need to thrive in the new millennium, from the basics of gaining rapport to sophisticated procedures for building time vs potential logs.
• Preemptive Selling - The Strategic Approach
  An advanced sales training program based on Needs Consequences Selling. This program is designed for experienced and successful sales professionals and focuses on a strategic approach to selling. Preemptive Selling teaches the seasoned professional how to position him/her self to devastate or preempt the competition in the eyes of the customer, without saying a negative word about the competition. Here we "teach" the customer to ask questions the competition doesn't want of answer.
• Business Issues Selling - The Partnering Strategy
  The third in the series of sales training programs based on Needs Consequences Selling. Business Issues Selling focuses on building long term "partnership" relationships with customers, relationships that are above price and competition. This program teaches the sales professional how to recognize and work with the bottom-line, results oriented business issues most important to your customers.

Sales Training Workshops 90 min. to 3 hours

• "Firing" Customers
  The Customer is not always right, in fact some are not worth having. Some customers need to be fired! While the DSR is wasting time hanging on to and servicing low margin accounts he or she is not developing more profitable existing accounts or selling to lucrative new business.
• Developing New Business Accounts
  While national industry figures predict market growth at 2% per year, most successful organizations are forecasting a 10% to 12% growth in sales. Obviously achieving this high growth rate must happen at the expense of competing sales organizations. The message: grow or die. Those who cannot sell aggressively, will not survive.
• Extending Invoices-Penetrating Existing Accounts
  One of the most effective areas of increasing future business lies within existing customers. The key advantage to capturing this business is that the sales person is already servicing the organization and is usually considered a "least risk" vendor to the customer.
• Building Selling Partnerships
  The most successful DSRs are able to develop selling situations that go considerably beyond the normal seller/buyer business relationship. Successful selling partnerships depend on developing positioning and relationship strategies that help the client recognize greater profitability and perceived enhanced value.
• Listening Your Way to More Sales and Higher GPs
  The art of listening is perhaps the hardest thing for a professional sales representative to learn. The good news is that there are few things which will more dramatically and quickly increase sales than sharply improved listening skills.
• Making a Successful Selling Presentation
  Any sales representative still operating under the traditional philosophy that sales presentations should focus on product and/or service features is definitely living in the past. Critical to the success of a selling presentation is that the DSR and the customer have agreed upon objectives and commitments prior to the actual presentation.
• "5 Selling Habits" of Winning DSR's
  Since the earliest studies of human behavior we have known that man is a creature of habit. In sales the elimination of poor selling habits and the refinement of good habits make the difference between mediocre and winning sales results.

Workshop Presentation Method:

90 minute to 3 hour; It is our belief that any learning experience should be stimulating and enjoyable. All of our highly customized programs are taught in an atmosphere of participant interaction, appropriate humor, fast paced meaningful content and group participation. All of the workshops include workbook to help the participant see how the material may be applied and Action Plans to apply the workshop principles in the field.

Reinforcement Opportunity:

All training is behavior modification, it is the opportunity to change. Tangible change can be produced as a result of a brief seminar, only when there is substantial desire or reinforcement.

Often, as trainers and managers, the best we can hope for is an awareness of the subject matter and gradual improvement. Understanding this we at PSSD have developed systems for reinforcement.

The reinforcement system for these workshops have three options.

• First: Multiple week in-house programs, have been developed for all of our workshops. They are designed to be conducted by the manager or staff trainer. This program offers a dual learning system. The facilitator uses a script to lead one meeting a week on each of the workshop principles while the participant is given a reinforcement workbooks.
• Second: With this option, the above program is supplemented weekly by an individual cassette on each of the four styles.
• Third: In the event that "in-house" reinforcement workshops are impractical, PSSD will develop a multiple week correspondence course. In this option the DSR will complete weekly exercises and mail reports to the PSSD offices. We will respond to and coach the participant and provide an executive overview at the end of the reinforcement program.