Sales

Sales

  

The field of sales has experienced some dramatic and far-reaching changes over recent years. Today’s sales professionals as well as today’s buyers are better educated, more informed, and have more options than ever before. These changes have created new, exciting, and challenging possibilities in every organization. Success requires innovative ideas and finely developed skills.

Whether you are selling a product or service, whether you represent a well-known, established company, or a new start up, one fact remains clear: it is unlikely that you will maintain
a competitive advantage unless you discontinue doing things the way you have always done them.

Success in the world of sales depends on your ability to reinvent yourself and your processes, and apply them for
improved results consistent to your customers’ needs.

The Process

The Sales Development process offers a comprehensive, concise process that will help develop a skilled, successful sales professional. By uniting current sales skills with a personal development system, a sales professional will uncover a system that will lead to higher levels
of achievement.

The Formula for Success





Critical Issues Covered Within this Process

•     The Need to Reinvent Yourself
•     The Buying Process
•     Building Attitudes for Positive Results
•     Resistance to Change
•     Prospecting
•     The Role of Goals
•     A Solution for Every Obstacle
•     Referral Sources
•     Center of Influence
•     The Sales Funnel
•     Communication Skills
•     Appointments
•     The Steps of the Sale
•     Effective Questioning Techniques
•     Building a Case for Action
•     Effective Presentations
•     Proposals

The Results Are Measurable

•     Increased Sales
•     Strengthened Focus on Attracting, Servicing, and
     Keeping Customers
•     Increased Market Share
•     More Repeat Business
•     Increased Share of Wallet
•     Competitive Business Converted
•     Increased Income
•     Higher Profits for You and Your Company
•     Maximized Balance Between Business and
    Personal Life


“The field of sales has experienced
some dramatic and far-reaching
changes over the years.”

©2012 Resource Associates Corporation & Elevations Unlimited, LLC

Sales Mastery Process Syllabus

Length: 11 weeks, 2 hours/week

Week 1
  • Kickoff
  • Pre-Workshop Evaluation
Week 2
  • Success in Sales
    - The Need To Reinvent Yourself
    - Why is Sales Development So   Important?
    - The Importance of Balance
    - Preparation For Success
    - Success Qualities
  • The Buying/Selling Process
    - The Buying Process
    - Why Do People Buy?
    - Evaluation of You and Your Company
    - Decision Making
    - The Selling Process
Week 3
  • Your Personal and Professional Growth
    - Attitudes
    - Building Attitudes for Positive Results
    - Resistance to Change
  • Prospecting Fundamentals
    - Identifying Your Target Market
    - Suspects vs. Prospects
    - Creating Interest
    - Finding More Prospects More Often
    - Networking
Week 4
  • Planning Your Success Part I
    - The Role of Goals
    - Criteria For Personal Goal Setting
    - Rewards and Consequences
    - Roadblocks to Success
    - A Solution to Every Obstacle
    - Action Steps and Dates
    - Affirmation Techniques
    - Visualization
  • Prospecting: Advanced Techniques
    - Referrals
    - Developing Referral Sources
    - Centers of Influence
    - The Sales Funnel
Week 5
  • Communication Skills
    - The Goal of Communication
    - Using Questions to Stimulate Feedback
    - Active Listening
    - Nonverbal Communication
  • Getting Appointments
    - Letters of Introduction
    - Tracking Your Success
    - Making the Phone Contact
    - The Purpose of the Call-The   Appointment
    - The Screener
    - Organizing Your Activities
    - The “S.I.T.” File
Week 6
  • Planning Your Success Part II
    - Professional Goals
    - Criteria for Setting Professional Goals
    - Different Types of Goals
    - Short-Range Goals
    - Long-Range Goals
    - Tangible Goals
    - Intangible Goals
  • The Introduction
    - Gaining Confidence
    - Pre-Call Preparation
    - Personal Checklist
    - Commitment Objectives
    - The Buying/Selling Process
    - The Importance of the Introduction
    - Creating a Favorable First Impression
Week 7
  • Gaining Favorable Attention
    - Building and Maintaining Rapport
    - Verbal Credibility
    - Creating a “Sense-Able” Picture
  • Discovering Wants and Needs
    - The Transition
    - Position Your Organization
    - Effective Questioning Techniques
    - Goal Questions
    - Challenges
    - Needs
    - Four Need Categories
Week 8
  • Building the Case for Action
    - Reward Questions (Then Consequence   Questions)
    - Consequence Questions (Then Reward   Questions)
    - Obstacle Questions
    - Wants
    - Clarifying Techniques
    - Confirming Techniques
  • Presenting Benefits and Consequences
    - Effective Presentations
    - Understanding the Situation
    - Clarify Objectives
    - Your Approach
    - Features, Benefits, and Advantages
    - Measurable Outcomes
    - Time and Financial Expectations
    - A Convincing Summary
    - Impact Presentation Meetings
Week 9
  • Getting Commitment and Follow-Up
    - Proposals
    - Requests for Proposals or Quotes (RFP   or RFQ)
    - Getting Commitment
    - Follow-Up
  • Overcoming Obstacles for Continued Success in Sales
    - Preventing Objections
    - Handling Objections
    - Preventing Stalls
    - Handling Stalls
    - Hidden Opportunities
    - You Have the Power!
Week 10
  • Review goals and action plan I
Week 11
  • Review goals and action plan II
  • Post-Workshop Evaluation
  • Program critique

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