Selling Skills
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1 Selling Cycle
§ Why Selling Cycle Lessons?
§ Big Rocks
§ Sales Management
§ 7 Steps of Selling Cycle
· Introducing Yourself
· Identifying Potential
· Qualification
· Proposal
· Handling Objections
· Negotiation
· Close
§ A Few Bonus Tips
2 Selling Skills – High Trust Selling – Foundation Course
§ The Law of the Iceberg
§ The Law of the Summit
§ The Law of the Shareholder
§ The Law of the Ladder
§ The Law of Leverage
§ The Law of the Hourglass
§ The Law of the Broom
3 Selling Skills – High Trust Selling – Advanced Course
§ The Law of the Dress Rehearsal
§ The Law of the Bull’s Eye
§ The Law of the Scale
§ The Law of Courtship
§ The Law of the Hook
§ The Law of Incubation
§ The Law of the Encore
4 Overcoming Rejection
§ Rise to a higher level
§ Be an Icebreaker
§ Eliminate the fear of people
§ Use the layering approach
§ Keep your purpose level higher than challenge level
§ Exude an attractive charisma
§ Talk to many to find the few
§ Learn to identify the five types of people
§ Use rejection to help drive you to next higher level
5 Secrets to a Successful Selling
§ Is Selling for YOU?
§ Believe in the Law of Averages
§ Enthusiasm Makes the Difference
§ Discipline and Desire
§ Honesty is the Best Policy
§ Professionalism and Self-Confidence
§ Getting In – The Direct Approach
§ Overcoming the Fear of Cold Calling
§ How to Cold Call
§ Referrals
§ Tele-Marketing
§ The Presentation – Introduction & High Price
§ The Presentation – Building Value, Creating Need & Mini Closes
§ The Presentation – 4 Step Process to Success
6 How to build a Database through referrals
§ Believe in your company and its products
§ Stay the course
§ Relational/Relational
§ Business/Business
§ Relational/Business
§ Business/Relational
§ The 250 x 250 Rule
§ Build a Database and ABC it
§ Just Let Me Know
§ Set Goals
7 Creating the Irresistible Offer
§ The Magic Window
§ The Core Imperative of Business
§ The Big Four Questions
§ What is the Irresistible Offer?
§ What is NOT the Irresistible Offer?
§ Elements of the Irresistible Offer
§ The Great Formula
§ Offer Intensifiers
§ Selling Yourself in three minutes
8 Think Like Your Customer
§ WHY CUSTOMERS BUY
· What Customers Think About
· What Customers Really Want
· How Customers Perceive Value And Risk
· The Cause And Effect Of Business Value
· The Value Of Customer Relationships
§ HOW CUSTOMERS BUY
· The Sales Process – Redefined
· Anatomy Of A Buying Decision
· Reverse-Engineering The Buying Process
· Elevating The Buying Process
· Accelerating The Buying Process
9 Successful Selling in a WEEK
§ Plan Your Formula For Success
§ Gaining Product And Service Expertise
§ Discover The Buying Motives
§ Overcome Objections And Turn Them To Your Advantage
§ Successful Presentations And Closures
§ Action-Provoking Systems
§ Self-Motivation And Support Systems
10 Ultimate Sales And Marketing Course
§ Fundamental Facts You Should Know About Sales
§ The Perfect Way To Motivate
§ Basic techniques To Make Buying Easy
§ How To Break The Objection Barrier
§ Six Ways To Stop Losing Business Needlessly
§ How To Analyze Your Current Situation And Develop Areas Of Improvement
§ Consolidating Your Forward Plan
11 Sales Presentation Skills (Basic)
§ Calming & Training the Butterflies
§ Developing the Attitude of a Successful Public Speaker
§ Preparing for Success - Planning
§ Getting their Attention
§ The Main Message
§ Practice and Visualize Success
12 Sales Presentation Skills (Advanced)
§ Presentation Power
§ Meeting Magic
§ Conducting Powerful Meetings
13 Sales Person Productivity
§ Factors Affecting Sales Person Productivity
§ Effective Communication
§ Effective Time Management
· setting goals in all areas
§ Effective Task Management
· The 4 Quadrants
§ Effective Energy Management
· Personal Energy - Drains and Gains
§ Continuous Learning & Self Development