Sharpenz | Sales Boosters

Sales Boosters - Ready-to-Go Sales Training Kits

You win with Sharpenz because:

YOU select which training topics are most relevant to boost your team.
It's a breeze. Sharpenz is all inclusive:
Leader outlines, copy ready handouts, success set-up tips
You equip, engage and energize your sellers in just 30 minutes!

Sharpenz... The best 30 minutes of your sales meeting!

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3 Easy Steps to Boost Your Sales:

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Expert Pick Sharpenz Bundles

Each bundle is 5 connected Boosters building on a specific sales theme.

Expert Pick Bundle - $267, Two for $437, Three for $647, Four for $847, or Library for $1,187

Practical Foundation Sales Skills

Beg or Brag Sellers get enthused by sharing best practices in the format of “Brag” or show their expertise to help solve problems when their colleagues present a “Beg.” Beg or Brag is a non-threatening, comfortable opportunity for sellers to share best practices and innovative ideas. Sellers are a wealth of knowledge, skills and creative practices, all of which have a impact on improving the teams performance.

Better Questions One important skill to enhance profitable business, build long-term relationships and develop a lasting competitive advantage is a seller’s ability to ask the right questions. The right questions ask for information beyond a specific product/service focus. They identify problems, challenges, opportunities, desires, or risks and rewards that need to be solved. In this sales booster, sellers elevate their skill in designing and asking better questions while they develop “clean” questions for immediate use in their sales contacts. It takes diligence and time to become an effective questioner. The more sellers practice asking Better Questions, the more sales they will make!

The Feature Benefit Link What do customers really buy? It's more than a product or a service. Customers buy what the product or service does for them in solving a need, filling a want or desire, or capitalizing on an opportunity. Sellers often assume that customers know these benefits, so they don't have to mention them. When sellers focus on the WiifT - What's in it for THEM - they get fewer no's and glazed over looks. The WiifT focus stacks perceived value and engages buyers personally and emotionally to improve customer relationships and sales.

Working Through Objections 1 Many sellers view objections and working through them as the negative part of selling. Sellers often are fearful of objections and neglect, ignore or counter them by trying to prove the customer wrong. What if sellers instead recognized objections as an opportunity for further needs analysis and an opportunity to advance the sale? That mindset makes it less stressful and easier to work through an objection. The high energy Working Through Objections sales booster equips sellers to stop and ask clarifying questions when an objection is raised. Their increased ability to open the discussion when faced with an objection leads to closing more sales while strengthening the customer’s loyalty.

Advancing The Sale Want your team to close more sales? Help them move prospects through the pipeline more quickly! Most sellers consider the “close” as the final buying decision. Advancing the Sale helps sellers identify the objective for each sales conversation and how to close each conversation with commitment to action. When they focus on ending every sales conversation with “closure” and commitment to the next action, the final close comes more easily and quickly.

Notable Next Steps For Sales Increases

Tribal Types:
Communication Types and Tools Communication effectiveness is critical for sales success. Many believe it is about how well we “talk”. Successful sellers know that the ability to communicate WITH other people using THEIR language and customs leads to more success. Sellers learn an easy-to-identify Tribal Types language with the actions, words, and communication needs of those Types. As they adjust their communication to their customers’ and prospects’ Types, a stronger trust is developed that will allow them to close sales that otherwise may have been lost.

Tribal Types:
Selling the Way People Want to Buy

(Prerequisite: Tribal Types)

Our customers are unique - each has a preferred way in which they like to buy. The more sellers understand customers’ buying styles, the better they are able to customize communication and presentations that will resonate and strengthen perceived value to each customer. A presentation adapted to styles helps sellers to increase sales, improve close ratios and develop opportunities to advance each sale. Selling the Way People Want to Buy - Part 2 provides additional skills and practices for sellers to continue to sell more effectively.

Working Through Objections 2

(Prerequisite: Working Through Objections 1)

When an objection is given by a prospect, sellers often feel the need to state all the reasons the objection is incorrect. In many instances the objection is merely the prospect’s way of saying, “I don’t see the value” or “I don’t see how your product will solve my need.” Working Through Objections 2 introduces the Acknowledge and Educate response to help sellers engage the prospect and confirm the value of what this means to them.

Funnel Questions Sellers know the importance of asking questions to find out the needs, wants, and challenges of their prospects and customers in order to offer the best solution. It is said that customers today want to be engaged in business-to-business discussions with the people they are buying from. Asking the right questions – in the right way – positions your sellers as the company of choice. Funnel questions gears sellers to stay focused, on track and gain the most relevant information as a business partner.

Clever Delivery Today more companies are competing for the same business dollars. The prospect is interviewing several competing companies. When they are in the decision making process and reviewing all of the brochures, letters, marketing pieces, and proposals on the very same product and services, there’s a good chance by the time they’re finished reading, they won't be able to distinguish your information from any of the others. They may very well all seem the same. Clever Delivery helps sellers seize the opportunity to differentiate their marketing materials and themselves from the rest of the pack.

Competitive Edge Growth Opportunities

Ready, Aim, Succeed A target allows sellers to aim and fire at what matters – the bulls-eye! Often sellers are given sales goals that they have not made a firm commitment to and these goals are spread all over the target instead of hitting the bulls-eye. This dispersion of efforts and energy creates low productivity and stress. Successful sellers have found that clear goals for work and life allow them focus on what is most important. Ready, Aim, Succeed is the art and science of identifying specific professional and personal goals with a plan to achieve them.

Growing Your Business For most sellers, finding new customers is without a doubt the most difficult and stressful aspect of sales. The ability to prospect efficiently and effectively lessens the stress level. Sellers are introduced to a process that builds the right actions to meet sales goals and is a road map for prospecting. It eliminates any guessing about What should I? and Where should I? within the sellers’ day. This road map allows sellers to focus on the right prospecting activities to grow their confidence, territory, region or business base for the years to come.

Keeping the Pipelines Full Sales performance is rewarded and measured by what is sold. Prospecting activities that lead to closed sales can be fun and easy to monitor. When sellers know and use the 20-point prospecting system they will never be short of potential customers advancing through the pipeline. A regular supply of sales leads in the pipeline - from a few simple actions - will keep goals met and everyone smiling.

Account Swap Sellers often have accounts or prospects that, for a variety of reasons, are difficult to service, up-sell or advance the sale. A new seller with a fresh approach may be the simple answer to increasing sales. Account Swap provides sellers the opportunity to review their account and pipeline list and swap accounts to best serve the customer, prospect and company.

Success Integrators Our beliefs affect our actions, which in turn impact our activity levels and results. The Success Integrator Model represents 3 key elements of sellers’ beliefs. When these 3 elements are in sync or alignment, sellers produce at an optimal performance level. When they aren’t in sync, lower performance, plateaus and job dissatisfaction occur. Sellers will discover how these beliefs are affecting their sales success, allowing them to gain insights into barriers they may be unconsciously creating. With this insight, sellers can develop a plan to strengthen their beliefs and improve their sales and put themselves “in the zone” of success.

Finishing Touches

Customer Loyalty In today's global, competitive marketplace, choice is abundant – and customers have more control to do business with whom they want. Consequently, businesses must be intelligent about their markets and customers, and more conscious than ever in their efforts to retain them. Building loyal customers means having customers who will spend more with you and advocate your brand. Growing loyalty among the right customers means increased profitability for your business. So how do you ensure that the right customers will remain loyal? In Customer Loyalty sellers take a closer look at what actions they can take to build more loyal customers.

Now To Wow There are many customer contacts throughout the sales process. Each contact is a touch-point that provides an opportunity to stand out from the competition and build trust and appreciation to build a loyal customer relationship. It’s taking the obvious every day touch-points that exist now and making them different for a WOW response from the customer. Get the competitive advantage by turning your everyday touch-points from ordinary to WOW experiences in a variety of no cost - low cost ways.

If I Only Knew Most sales teams consist of sellers with varying lengths of time with the company. This leads to different perspectives of your company, product and processes. These varying perspectives can give greater insight into the information sellers believe would be helpful to do their jobs even better. If I Only Knew is a non-threatening way to discover and uncover need-to-know information that can make each seller, and the entire team, more successful. The more one knows, the more one will be able to control events. Francis Bacon.

Collaborative Problem Solving This energetic and interactive activity is a problem solving and brain storming process. In only 15 minutes multiple quality ideas emerge to solve problems or capitalize on an opportunity. Emphasis is placed on the importance of asking good questions to get to the root of the situation leading to multiple potential action items. Once sellers know this quick paced 15-minute process it can be used whenever a problem arises or an opportunity emerges.

Success Within The Box Common theory is that to be a good problem solver one needs to be creative and “think outside the box.” That is unrealistic in today’s business environment. To be a great problem solver it’s important to be creative WITHIN the real constraints and parameters that make our “box.” Sellers work through a real problem they are experiencing using the box concept. This reflective, creative approach helps sellers discover that problem solving can be achieved by finding success within the “box.”

Tapping Into Team Power

Think Like a Winner Thinking like a winner is the first step to living like a winner. It is especially important to think like a winner with the inevitable setbacks and disappointments of daily sales life. With a little help from their colleagues, sellers will be reminded of the strengths and positive qualities that already make them winners.

Creating Your Future Now Ever notice sellers accomplishing their goals without writing them down? Wonder how they can do that? Think they are quite lucky? Most likely they are visualizing the goals without even being aware of it. Visualization is a way to supercharge seller’s goal setting activities. It’s about dreaming and using your imagination – all with pictures. When sellers construct Vision Boards of the business and personal goals they want to achieve, and look at this picture over and over - incredible results happen! Creating Your Future Now is a light and creative sales booster activity to help sellers achieve what they want and deserve.

Round Robin Selling Round Robin Selling gives sellers an opportunity to get help from their colleagues when they want answers to the “I have a customer that…” situation. The seller sits “in the seat” as the customer and answers all questions posed to them in that mind set. Their colleagues pose questions to determine needs, wants and desires to effectively offer a solution. Listening, good questioning and problem solving skills are reinforced with this sales booster.

Navigating The Sales Trail Ever feel that the trail to the sale is treacherous? Long-term sales success for any organization is driven by individual and team performance. Effective communication and cooperation within the team are essential in navigating the sales trail. Navigating the Trail allows your team to discover how to work together. Sellers will be out of their seats in a fun, interactive activity that challenges everyone to work together as a team to overcome an obstacle that could keep them from success.

Library

Library - Buy All You can buy all of the Sharpenz Boosters for the low price of $1,187.

Sharpenz Boosters

Your ready-to-go training package for 30-minute sales boosts to help YOUR team sell more THIS week!

One Sales Booster $67

Pick 5 Sales Boosters for $267, 10 for $437, 15 for $647, 20 for $847, or Library for $1,187

Marketing Tools (4)

Generating Ideas Through Mind Mapping Have you ever sat with a piece of blank paper and writer’s block as you tried to “be creative” to come up with some new ideas to solve a problem, create a new product, write a letter or even a meeting agenda? Being creative can be daunting. The use of Mind Maps, popularized by Tony Buzan, uses a graphic technique to unlock the potential of your brain to unleash unlimited thoughts and ideas. Mind Maps are so easy to do and they save time, encourage team-synergy plus build more options to choose from. Mind Mapping is a great tool for empowering a team to out-think the competition.

Now to Wow There are many customer contacts throughout the sales process. Each contact is a touch-point that provides an opportunity to stand out from the competition and build trust and appreciation to build a loyal customer relationship. It’s taking the obvious every day touch-points that exist now and making them different for a WOW response from the customer. Get the competitive advantage by turning your everyday touch-points from ordinary to WOW experiences in a variety of no cost - low cost ways.

Proposal Writing Made Easy Great proposals spur the client's interest to buy. They also help sell value over price and act as a great sales tool for the seller when the prospect needs to discuss your solution with someone else. Often sellers experience writer's block or minimize the importance of the proposal. With the experts' 5 Key Proposal Elements, putting a great proposal together is easier than you think. Watch all future proposals go from just a document to a great sales tool!

Personal Development (6)

Lose the Negative Do you hear sellers complaining that they don’t have enough time to get their work done? Or do they blame their lack of success on other people and things? Their deplorable plight may have very little to do with insufficient time or people and more to do with the time and energy spent on complaining or being negative. It seems positive thinking requires some effort for many people, whereas negative thinking comes easily and uninvited. Negativity can have a detrimental effect on the sales team. Let’s turn this around! In a fun, interactive activity with the chance to win some quarters, Lose the Negative reduces the negativity in your environment and builds a positive focus leading to success.

Navigating the Sales Trail Ever feel that the trail to the sale is treacherous? Long-term sales success for any organization is driven by individual and team performance. Effective communication and cooperation within the team are essential in navigating the sales trail. Navigating the Trail allows your team to discover how to work together. Sellers will be out of their seats in a fun, interactive activity that challenges everyone to work together as a team to overcome an obstacle that could keep them from success.

Preparation/Prospecting (6)

First Impressions You’ve heard the saying, "You never get a second chance to make a first impression." How true that is in sales! If that first impression isn’t good, it takes extra effort to win the customer or prospect over. To start off right, invest time in understanding how people make their first impression with the verbal and non-verbal messages we’re sending. Make sure the impression you leave is memorable for the right reasons.

Quick Prep to Faster Sales What keeps sellers from preparing? Two main reasons: assumptions that they don’t have time to prepare, or they know the business so well they don’t need to! Unfortunately, that’s when it’s easiest for the competition to get a foothold. Proper preparation transfers time and energy to proactive and focused sales calls to deliver more sales.

Five minutes with an easy preparation tool saves dozens of minutes – and sales – later!

What Do You Do The answer or "sound bite" to "What do you do?" may make the difference in whether sellers get a chance to "tell me more" or cause people to snore! An effective sound bite engages the listener and communicates how you serve and what value you provide. A great sound bite answer to "What do you do?" comes in handy to grow your business.

Let’s engage others to watch our sales soar and not bore!

Problem Solving/Creativity (3)

Success Within the Box Common theory is that to be a good problem solver one needs to be creative and “think outside the box.” That is unrealistic in today’s business environment. To be a great problem solver it’s important to be creative WITHIN the real constraints and parameters that make our “box.” Sellers work through a real problem they are experiencing using the box concept. This reflective, creative approach helps sellers discover that problem solving can be achieved by finding success within the “box.”

Selling Skills (14)

4 Quick C's to Powerful Presentations Your sellers have worked hard and are now in front of a group to present a recommendation. They start with the background on your company, move into all the details about the recommendation and end with a big "Thank you for your time." The prospects’ reaction… Snore!

Powerful presentations are engaging, enthusiastic and end with a decision. The 4 C’s to Powerful Presentations is a guide for sales presentation success. Change a "Snore" to "Tell me more!"

Recession Proof Tips Sales professionals have the possibility of more control over their future than people in so many other professions. Sellers are compensated based on efforts and sales results. And if sellers don't get caught in the negative traps of believing NO ONE is buying, they can continue to take actions to succeed. Discussing 10 Recession Proof Tips will help sellers succeed as they view the current economic condition from their sales strengths. This process will reinforce their belief in self and leads to the realization that these Recession Proof Tips apply in all economies.

The So What? of Features to Benefits Huthwaite's 12-year sales research study found that when benefit statements were included in sales presentations, customers were more likely to buy. Instead of falling into the common sales mistake of using feature-to-feature statements, it can be very simple to use benefit statements that will keep your value top of mind. With this fun "So What?" activity, your sellers are on their way to impact customers who will be more likely to buy.

Tribal Types:
Selling the Way People Want to Buy

(Prerequisite: Tribal Types)

Working Through Objections 2

(Prerequisite: Working Through Objections 1)

Try Before You Buy

Try Better Questions free today!

Try From Now to Wow free today!

Yes, you can try a Sharpenz…Half Hour of Power sales booster FREE. The leader outline and copy- ready handout saves time and delivers fast sales results. It’s easy to prep – no more than 20 minutes. Select one now and you’re on your way to a half-hour of power!