Each month a new subject is introduced. The Workshops, in conjunction with the weekly coaching appointments help the sales person master the following principles:
The Quick Start
The principles taught in this workshop, although not new, are life altering when understood and fully implemented. They will increase your sales, while at the same time, create a new perspective for your life. |
Efficient Time Management
For a sales person, no statement is more true than “Time is Money”. The most effective and wealthy sales people have learned that they are in control of their destiny when they harness the power of effective time management, proper organization, and the ability to efficiently prioritize their resources. |
Visualization and Application
This workshop helps the participants understand the importance of mental power and imagery in achieving sales success. Every battle that was ever won, was won first in the tent of the general. Every victory in any sporting event was first won in the minds of the coaches and the players. When we understand the saboteurs of success and how to avoid them, combined with the basic principles of achieving success, we will indeed enjoy success. |
Building Your Sales Arsenal
The majority of all sales people are in sales for every conceivable reason other than they planned to be a sales person. Other professionals attend college, study, learn, intern and apprentice to acquire their level of accreditation. Sales people just happen. If a person worked as hard to be proficient at sales as other professionals in their chosen fields work, they would be at the top of their profession. |
Reprogramming Your Bio-Computer
Our minds perform similarly to a computer. The operating system of a computer is like our belief system, it determines how the information we are exposed to is processed. If we are to make changes in our life, we must first change our beliefs. |
Understanding the Art of Communication
The art of communication involves mastering every aspect of communication. It involves more than just the obvious spoken word, it also includes what the other party heard or didn’t hear. Communication involves every word, every action, every reaction, every, every deliberate or unintended impression, every stimulation of the five senses. In general, communication involves the sum of all interaction between people. |
Tie Down Sales and Ask For More
In this workshop we will learn the major causes of lost sales and why sales people aren't successful. We will discover the art of courting the sale, and the reasons why people buy. Most importantly, we will identify what to do between the presentation and the completion of the sales process. |
Powerful Presentations
Developing a powerful presentation is only a piece of the sales puzzle. There are many aspects to making a sale, but nothing is quite as important as knowing what your prospect needs and then creating an interesting picture in their mind of how you will help them achieve what is important to them. |
Building Rapport
Building rapport is the method professional sales people use to develop a feeling of trust in the people with which they work. Never forget that people generally buy from those people they BELIEVE, LIKE, AND TRUST.
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Effective Questioning Techniques
Several years ago, one of my sales associates shared a secret with me. He told me that the reason he was such a good sales person was the fact that he had been born with the “gift of gab”. Telling isn’t selling, but rather through the art of questioning finding out what is important to the customer, and then helping him achieve it. |
Prospecting, Leads, and Referrals
Most sales people have a distaste for prospecting, primarily because they are so unsuccessful. The reason they are unsuccessful at making appointments is because they are selling their products when they should be selling the appointment. This workshop is all about scheduling an appointment in order to sell the product or service. |
Asking for the Business
In 63% of the sales transactions conducted in the United States today, no one will ask anyone to do anything. However, once the asking is done, the rest is easy. Sales is a process. Closing the sale and asking for the business is the logical conclusion of all the prior steps of the sale. The close will come naturally. |
Capturing Your Prospect's Attention
Put yourself in your prospects position. Would you want to listen to your own presentation? Would it capture and hold your attention? What is it that makes you feel comfortable when you're being sold? |
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