Curriculum
- 13 Sections
- 88 Lessons
- 2 Days
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- Re-creating Your Sales Plan and Approach4
- Boosting Your Sales Efficiency and Effectiveness4
- 2.1Discover the trade-offs between sales efficiency and effectiveness
- 2.2Assess the professional sales skills and sales techniques required for each new business strategy
- 2.3Capitalize on the best of consultative selling techniques developed over the last 2 decades
- 2.4Understand how to manage your sales activity levels and how these levels impact your overall sales success
- Time and Territory Management3
- Closing Using Negotiation Techniques and Tactics4
- Networking Your Way To the Top5
- Social Networking9
- 6.1Develop an ongoing social networking strategy
- 6.2Create a compelling profile with descriptive title
- 6.3Build and maintain a virtual network
- 6.4Using hand-selected groups to demonstrate your expertise
- 6.5Understand guidelines for posting and selling on LinkedIn, Plaxo and other sites
- 6.6Learn how to improve your professional sales skills via your social network
- 6.7Capitalize on your network to connect with prospective clients and referral sources
- 6.8Learn the benefits of frequent updates and news-message “tweets”
- 6.9Boost the value of your network via e-mail marketing
- Conducting Initial Appointments and Reading Body Language10
- 7.1Enhance the effectiveness of your initial sales call and discover how to set and control the agenda
- 7.2Customize the seven sales call steps to match your own style
- 7.3Develop a “how we work” statement
- 7.4Learn the sales skills needed to obtain commitments and provide for smooth follow up
- 7.5Learn how to interpret and respond to physical and visual cues
- 7.6Learn to recognize conflicting behaviors and enhance your “gut feel”
- 7.7Discover how your posture and mannerisms affect your image
- 7.8Understand how personal space affects the sales relationship
- 7.9Explore the effects of personal dress and grooming on client perceptions
- 7.10Learn sales techniques to read and respond to “red” “yellow” and “green” non-verbal cues
- Advanced Questioning Techniques = Higher Closing Rates4
- The New Way of Handling Objections and Stalls: Prevent Them6
- 9.1Discover why objections often result in lost sales
- 9.2Review successful objection handling sales techniques
- 9.3Learn proven professional sales skills for preventing objections
- 9.4Obtain strategies for dealing with price sensitivity
- 9.5Understand why customers don’t make decisions, stalling the sale
- 9.6Obtain proven strategies for handling stalls
- The Lost Art of Sales Correspondence4
- Financial Justification9
- 11.1Analyze your proposal from the customer’s standpoint
- 11.2Learn to predetermine likely benefits via prospect/client business position
- 11.3Differentiate your proposal format from your competitors’
- 11.4Sell against competition using consultative selling or a relationship-based approach
- 11.5Devise a method to collect competitor intelligence
- 11.6Create counter strategies to beat competitors who play rely on a single approach
- 11.7Develop questions to obtain customer perceptions of key competitors
- 11.8Move from “macro” to “micro” differentiation based on the competitive landscape
- 11.9Experience the thrill of beating competitors via “Competitive Combat”
- Sales Negotiations11
- 12.1Understand why people negotiate
- 12.2Discover your own negotiation style
- 12.3Develop strategies to deal with price negotiations
- 12.4Create low-cost, high-value concessions for your negotiations
- 12.5Learn which negotiation techniques are appropriate for various situations
- 12.6Experience an actual negotiation and test your negotiating prowess
- 12.7Developing winning proposals
- 12.8Obtain proven strategies for minimizing lost and unnecessary proposals
- 12.9Transform your proposals into customer-centered, benefits proposals
- 12.10Use your proposals as an urgency-creation tool
- 12.11Boost your closing rate with the pre-proposal review technique
- Presentation and Group Selling Skills15
- 13.1Discover methods of ensuring you meet and exceed your audiences’ needs
- 13.2Quickly discover who has decision-making power and influence
- 13.3Develop the sales skills needed to sell to diverse groups with diverse agendas
- 13.4Learn how to effectively structure a presentation
- 13.5Further explore the benefits of team sales techniques and strategies
- 13.6Combat stage fright with 3 easy sales techniques
- 13.7Explore professional selling skills presentation aids such as multimedia, demonstrations and handouts
- 13.8Understand the 7 most common presentation mistakes and how to avoid them
- 13.9Learn the ideal mix of presentation versus interaction and group discussion
- 13.10Apply the six habits of successful presenters
- 13.11Use your voice for maximum impact
- 13.12Avoid the eight deadly sins that put audiences to sleep
- 13.13Obtain proven strategies for minimizing lost and unnecessary bids and proposals
- 13.14Quickly discover who has decision-making power and influence
- 13.15Obtain strategies for presentations and demonstrations to diverse groups with multiple agendas