PHASE 1
• Traits of Successful Sales People
• Everything Begins with Attitude
• Personal Development as a Sales Professional
• Mission Statement and Goal Setting
• How to Implement Personal Goals and Measure Results
• How to Motivate Yourself Every Day
• Organization and Time Management
• Balance of Mental, Emotional, Spiritual and Physical
• The Power of the Subconscious
• Focus and Persistence
• The Sales Pipeline
• Prospecting and Lead Generation
• Dealing with Fear in Sales
• Qualifying, Probing Questions and Scripting
PHASE 2
• Presentations that Focus on Benefits
• Closing that is Automatic
• How to Add Value to a Customer
• Relationship Building and Trust
• Accessing and Working with Personality Types
• Account-Based Selling
• Selling a Service
• Passion
• How to be Creative and Analytical
• The Power of the Subconscious
• Why your Customers Buy
PHASE 3
• Professional Telephone Selling
• Why is Phone Selling Key to Success
• Review the Unique Characteristics of Phone Selling
• Lead Generation and Prospecting on the Phone
• Scripts
• Objections on the Phone
• How to get an Appointment
• Follow-up on the Phone
• Voice Mail, Screener and Gatekeepers
• How to Build a Telephone Relationship
• How to Deal with Telephone Burnout
PHASE 4
• Sales Management and Leadership
• Team Mission Statements
• How to Hire Exceptional Sales People
• Performance Evaluations
• How to Motivate your Reps
• Forecasting and Team Goal Development
• Sales Contents and Special Incentives
• Compensating the Sales Team
• Teamwork in Sales
• Future Sales Trends
• How will customers respond to personal selling in the future?
PHASE 5
• Worksheet Forms/Action Plans
• Personal Mission Statement and Goals
• Sale Action Plan
• How to Improve Attitude
• Personal Assessment Worksheet:
Opportunities, Threats, Strengths,
Weakness and Personality Profile
• Four Components: Mental, Physical,Spiritual, and Emotional
• Prospecting and Lead Generation
• Dealing with Fear in Sales
• Customer Profile
• Features/Benefits
• Probing Questions
PHASE 6
• Worksheet Forms/Action Plans
• Customer Objections
• 30-Second Commercial
• Personal Sales Tracking
• How Does Your Product/Service Add Value?
• How to Build Trust
• Competitive Analysis
• Script Development
• Follow-up Questions
• Why your Customers Buy
• Trial Closes and Closing Statements