Sales Process Contents

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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

PROSPECTING: ADVANCED TECHNIQUES
Overview
Referrals
Developing Referral Sources
Centers of Influence
The Sales Funnel
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

GAINING FAVORABLE ATTENTION
Overview
Building and Maintaining Rapport
Verbal Credibility
Creating a "Sense-Able" Picture
Summary

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

INTRODUCTION TO PERSONAL ACHIEVEMENT
The Nature of Goal Setting
Your Action Plan-An Overview
Guidelines for Initial Goal Setting

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

ETHICS AND BELIEFS DEVELOPMENT
Self-Evaluation Questionnaire
Past Achievements/Ethics and Beliefs 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

TIME MANAGEMENT
Time Analysis Instructions
Time Evaluation Matrix
Time Summary Form
Evaluation Questionnaire - Time Management
Goal Categories - Time Management
Setting Goals and Establishing Priorities - Time Management
Setting and Planning Goals - Time Management

GOALS SUMMARY
Instructions
Goals Summary Sheets

GOALS ACCOMPLISHED
Instructions
Goals Accomplished Summary Sheets