Sales Skills
Phase 01
- 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 02
- 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 03
- 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 05
- Team Mission Statements
- How to Hire Exceptional Sales People
- Performance Evaluations
- How to Motivate your Reps
- Forecasting and Team Goal Development
- Sales Contests and Special Incentives
- Compensating the Sales Team
- Teamwork in Sales
- Future Sales Trends
- How will customers respond to personal selling in the future?
Phase 06
- Personal Mission Statement and Goals
- Sale Action Plan
- How to Improve Attitude
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Personal Assessment Worksheet:
- Opportunities
- Threats
- Strengths
- Weakness
- 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 07
- 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