Assess and select target markets most likely to buy your products and services

Use strategic mapping to find competitor “holes” and successfully fill them

Understand the risks of 4 distinct company growth options

Assess your own sales skills and create improvement goals

Discover the trade-offs between sales efficiency and effectiveness

Assess the professional sales skills and sales techniques required for each new business strategy

Capitalize on the best of consultative selling techniques developed over the last 2 decades

Understand how to manage your sales activity levels and how these levels impact your overall sales success

Discover new ways to manage your time effectively

Develop a personal time and territory plan

Learn the 4 sales styles and how to vary your approach

Practice the 6 most effective closing techniques

Understand why people negotiate and their negotiation style

Obtain negotiation tactics used by the experts

Plan and rehearse your closing strategies

Design your sales networking strategy

Develop your winning “elevator speech”

Feel confident approaching strangers at events

Qualify contacts and set up the next step

Use professional sales skills to enhance networking effectiveness

Develop an ongoing social networking strategy

Create a compelling profile with descriptive title

Build and maintain a virtual network

Using hand-selected groups to demonstrate your expertise

Understand guidelines for posting and selling on LinkedIn, Plaxo and other sites

Learn how to improve your professional sales skills via your social network

Capitalize on your network to connect with prospective clients and referral sources

Learn the benefits of frequent updates and news-message “tweets”

Boost the value of your network via e-mail marketing

Enhance the effectiveness of your initial sales call and discover how to set and control the agenda

Customize the seven sales call steps to match your own style

Develop a “how we work” statement

Learn the sales skills needed to obtain commitments and provide for smooth follow up

Learn how to interpret and respond to physical and visual cues

Learn to recognize conflicting behaviors and enhance your “gut feel”

Discover how your posture and mannerisms affect your image

Understand how personal space affects the sales relationship

Explore the effects of personal dress and grooming on client perceptions

Learn sales techniques to read and respond to “red” “yellow” and “green” non-verbal cues

Learn 4 types of questions that enhance sales skills and success

Develop questions to cover 6 key areas of questioning

Understand how analogies can help justify a purchase

Discover why questioning is one of the most important sales techniques for accomplished salespeople

Discover why objections often result in lost sales

Review successful objection handling sales techniques

Learn proven professional sales skills for preventing objections

Obtain strategies for dealing with price sensitivity

Understand why customers don’t make decisions, stalling the sale

Obtain proven strategies for handling stalls

Discover what sales pros know about sales letters and emails

Explore new email sales techniques

Learn to reinforce key selling points via post-call follow up letters

Create a “benefits proposal” to boost your closing rate

Analyze your proposal from the customer’s standpoint

Learn to predetermine likely benefits via prospect/client business position

Differentiate your proposal format from your competitors’

Sell against competition using consultative selling or a relationship-based approach

Devise a method to collect competitor intelligence

Create counter strategies to beat competitors who play rely on a single approach

Develop questions to obtain customer perceptions of key competitors

Move from “macro” to “micro” differentiation based on the competitive landscape

Experience the thrill of beating competitors via “Competitive Combat”

Understand why people negotiate

Discover your own negotiation style

Develop strategies to deal with price negotiations

Create low-cost, high-value concessions for your negotiations

Learn which negotiation techniques are appropriate for various situations

Experience an actual negotiation and test your negotiating prowess

Developing winning proposals

Obtain proven strategies for minimizing lost and unnecessary proposals

Transform your proposals into customer-centered, benefits proposals

Use your proposals as an urgency-creation tool

Boost your closing rate with the pre-proposal review technique