Developing The Art and Science of Sales
A sales development program and personal development program focused on:
- Developing the art and science of sales
- Developing time-tested human relationship skills
- Teaching people how to sell
- Supporting the company's vision & goals in the sales & business development area
Program Goals
- To increase the knowledge, skills and attitudes of participants
- To provide a quick, motivational, easy to understand introduction to the key concepts in ACCISS: The Ultimate Sales Development Process™
- To kick-off a distance program with ACCISS: The Ultimate Sales Development Process™
- To produce increased sales for the client
Results
When the Pure Selling sales development program is complete, each person will be able to:
- Develop goals that help them to be more effective;
- Identify top "payoff" activities and prioritize their time accordingly;
- Identify high payoff clients and know how to expand those clients' accounts;
- Develop clients and build stronger, trusting relationships;
- Heighten communication skills, especially listening to others;
- Increase their personal performance;
- Take personal responsibility for their own level of success;
- Close more sales; and
- Diminish stress and deal more effectively with stress.
Topics Covered
Day One — Getting Ready to Sell: (Working on You)
- The World is Changing — Take Charge
- Establishing Your Objectives and Expectancy
- Understanding and Expanding Your Potential
- Characteristics of Top Salespeople
- Developing the Slight Edge
- Time Management is Self—Management
- Defining Priorities
- Understanding Time Wasters
- "Vineyard Time" — The Secret to Making Money
- Defining Your Success
- Overcoming the Obstacles of Setting Goals
- Develop Your Own Action Plan
- Self Image Management
- How Much Are You Worth?
- Give Yourself a 50 — 100% Increase in Pay
- Professionalism in Selling
- A Mature Attitude in Selling
Day Two — The Selling Process: (Working with the Client)
- Using the Phone — Getting Appointments
- First Impressions/Establishing Rapport
- 6 Levels of Trust and How to Become Trustworthy
- Asking Questions
- How to Summarize and Confirm That You Understand
- Writing a "Discovery Letter"
- Presenting Your Ideas Concisely and Effectively
- Knowing When to Close
- Recognizing Buying Signals
- Asking For the Order
- Handling Objections
- No More Shooting Yourself in the Foot
Length of Program
Materials Provided
- Action/application binder — learning exercises that support the process
- Win-Win goal plan
- Daily Scorecard - A checklist for building weekly habits
- Self-evaluation survey for "before and after" measurement of needs and growth
Audience for the Pure Selling™ Sales Development Program
- Companies using, or wishing to learn, a Consultative Selling Approach
- Companies that are partnering with their clients
- Salespeople with a desire to grow
- VP Sales and Sales Managers
- Companies who are looking to grow and get improved results through sales development programs or personal development programs
Facilitation
Other Sales Training Programs:
ACCISS: The Ultimate Sales Development Training Program
Power Prospecting: Our Sales Prospecting Program
