SUCCESS IN SALES
Overview
The Need to Reinvent Yourself
Why is Sales Development so Important?
The Importance of Balance
Preparation for Success
Success Qualities
Summary
THE BUYING/SELLING PROCESS
Overview
The Buying Process
Why Do People Buy?
Evaluation of You and Your Company
Decision Making
The Selling Process
Summary
YOUR PERSONAL AND PROFESSIONAL GROWTH
Overview
Attitudes
Building Attitudes for Positive Results
Resistance to Change
Summary
PROSPECTING FUNDAMENTALS
Overview
Identifying Your Target Market
Suspects vs. Prospects
Creating Interest
Finding More Prospects More Often
Networking
Summary
PLANNING YOUR SUCCESS PART I
Overview
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
Summary
COMMUNICATION SKILLS
Overview
The Goal of Communication
Using Questions to Stimulate Feedback
Active Listening
Nonverbal Communication
Summary
GETTING APPOINTMENTS
Overview
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
Summary
PLANNING YOUR SUCCESS PART II
Overview
Professional Goals
Criteria for Setting Professional Goals
Different Types of Goals
Short-Range Goals
Long-Range Goals
Tangible Goals
Intangible Goals
Summary
THE INTRODUCTION
Habit Formation
The Attitude Factor
Changing Attitudes
Building Success Attitudes and Habits
Leading People to High Performance
DISCOVERING WANTS AND NEEDS
Overview
The Transition
Position Your Organization
Effective Questioning Techniques
Goal Questions
Challenges
Needs
Four Needs Categories
Summary
BUILDING THE CASE FOR ACTION
Overview
Reward Questions (Then Consequence Questions)
Consequence Questions (Then Reward Questions)
Obstacle Questions
Wants
Clarifying Techniques
Confirming Techniques
Summary
PRESENTING BENEFITS AND CONSEQUENCES
Overview
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
Summary
GETTING COMMITMENT AND FOLLOW-UP
Overview
Proposals
Requests for Proposals or Quotes (RFP or RFQ)
Getting Commitment
Follow-Up
Summary
OVERCOMING OBSTACLES FOR CONTINUED SUCCESS IN SALES
Overview
Preventing Objections
Handling Objections
Preventing Stalls
Handling Stalls
Hidden Opportunities
You Have the Power!
The Challenge
DREAM INVENTORY
Introduction to Dream Inventory
Dream Inventory
Checkpoint
SELF-EVALUATION
The Total Person
Life Wheel
MENTAL DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Mental Strengths
"Where I Stand Now" Narrative
Goal Categories
SOCIAL DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Social Strengths
"Where I Stand Now" Narrative
Goal Categories
PHYSICAL DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Physical Strengths
"Where I Stand Now" Narrative
Goal Categories
FINANCIAL/CAREER DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Financial/Career Strengths
"Where I Stand Now" Narrative
Goal Categories
FAMILY LIFE DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Family Life Strengths
"Where I Stand Now" Narrative
Goal Categories
SETTING GOALS AND ESTABLISHING PRIORITIES
Introduction
Mental Development
Social Development
Physical Development
Financial/Career Development
Family Life Development
Ethics and Beliefs Development
Checkpoint
GOAL PLANNING SHEETS
Instructions
An Example
Goal Planning Sheets
Final Checkpoint
ORGANIZATIONAL GOALS PROGRAM
Overall Organizational Goals
Overall Professional Goals
Departmental/Divisional/Team Goals
Position Description
Instructions
Worksheet
PRODUCTIVITY
Definition of Productivity
Evaluation Questionnaire - Productivity
Goal Categories - Productivity
Setting Goals and Establishing Priorities - Productivity
Setting and Planning Goals - Productivity
SALES SKILLS
Definition/Description of the "Ideal Salesperson"
Evaluation Questionnaire - Sales Skills
Goal Categories - Sales Skills
Setting Goals and Establishing Priorities - Sales Skills
Setting and Planning Goals - Sales Skills
GOALS SUMMARY
Instructions
Goals Summary Sheets
GOALS ACCOMPLISHED
Instructions
Goals Accomplished Summary Sheets