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Success In 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 customer's needs.

A Process for Results
The Sales Mastery 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 realize higher levels of achievement.

The Results are Measurable:
Increased Sales
Increased Market Share
Sharper Focus on Attracting, Servicing and Keeping Customers
More Repeat Business
Increased Share of Wallet
Competitive Business Converted
Increased Income

"The field of sales has experienced some dramatic and far-reaching changes over recent years."

Workshop 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

2005 Chris Sopa, International & Resource Associates Corp.