Selling Success:
Presenting Maximum Value for Maximum Success

This aggressive sales program has been proven by tracked results providing organizations with a return on investment. The instructor works with the participants to set new appointments & increase revenues. The program is a combination of classroom, field, and one-on-one coach/participant sessions. You will be more effective in handling a sales call learning specific steps to master rapport, questioning, presenting solutions, handling objections, and closing. Your results are guaranteed!

The Selling Success Program is a 6-week sales program that teaches you how to "position" yourself through "value", increasing the level of your presentation to overcome any objection. Along with value of the product and the company, this program takes "value" to the next level, having you present value from your first "hello" until the moment you walk out of the door. You will develop more confident habits that demonstrate personal and professional success.

Each segment below may be done individually as a 3-hour workshop, or select items may be included in a Keynote Speech.

By the end of the program, participants will:

Segment 1: Sales Overview:

• Study the 4 reasons people do not buy from us and how to tackle them.
• Learn the "Art of Positioning" - key elements that demonstrate value through a presentation and make closing a natural, not forced part of the sales process.
• Create a structure so that you are always on track and in control of the sales call.
• Learn how to systematically keep their attitude on track.

Segment 2: Prospecting, Referrals, and Networking: How to build your business

• Increase prospecting activity through proactivity, not reactivity, establishing "new" appointments.
• Develop proven prospecting techniques that reach key decision makers.
• Build cold calling skills by telephone or in person through immediate real practice situations
• Acquire a 4-step referral process that gets people talking.
• Learn the art of networking and how to build a networking base.

Segment 3: Develop proven time management strategies that deliver results.

• Use Systematic Attitude Development to fight procrastination
• Develop a series of techniques that tackle procrastination and helps you get started.
• Devise a "prospecting" plan of attack that meets the company's needs as well as your own.
• Learn the 3 categories of interruptions and how to deal with each.
• Establish a personal and professional goal setting plan
• Learn techniques that master the use of daily planning.
• Learn the top 10 time maximizers and how to incorporate them into your goals.

Segment 4: Rapport: Without a relationship, there is no sale!

• Learn the 3 key elements that build rapport and create a powerful first impression.
• Uncover the rapport-killers and how to avoid them.
• Acquire a technique that teaches you how to sound confident even when you really aren't.
• Learn how to read customer's body language and what your body language is saying to others.
• Acquire the top 10 most powerful words that motivate people to action.
• Perform a relationship-building exercise that builds teamwork and enhances listening skills.
• Learn how to use your industry knowledge to build rapport..
• Develop a technique that sets yourself apart from others and establishes you as the professional, not the amateur.

Segment 5: Determining Needs & Turning "Should Have's" into "Must Have's"

• Take an inside look at how to turn a "should have" into a "must have" so that people don't want "to think about it", they "must have" your product or service
• Create a checklist of questions that not only increases rapport, but uncovers critical needs.
• Master the questioning process by learning the difference between questions and a relationship-based conversation.
• Learn how to interact with a potential customer while in the questioning mode so that you do not break the rapport process.

Segment 6: Presenting Company Value and Solutions

• Develop a personalized statement of value that demonstrates confidence in yourself and your company.
• Practice the 3 steps that present value of your organization and when is the right time to present them.
• Master the solutions step in a way that targets key issues and involves your customer.
• Design a sales presentation book with key components.
• Learn tease and tag words to upsell.

Segment 7: Objections are NOT Rejection…and The Close

• Questioning before the close - how to make it work for you.
• Identify and master key industry objections.
• Learn essential techniques to portray confidence during the objection process.
• Master the 5 components of handling an objection.
• Keep the sale moving by learning 5 key closing strategies.