SALES MODULES FOR VALUES-BASED SELLING

SESSION I OBJECTIVES:

1. Understand how to build a POSitive belief system.

2. Discuss who limits you the most.

3. How to become solution conscious.

NOTE: This session is high energy and fast paced. It involves raising the participant’s awareness level about how to empower and motivate themselves. As the participants expand their belief system they will see the "bigger picture" in the sales process.

SESSION II: Getting to know you as an effective sales person

SESSION II OBJECTIVES:

1. Pinpoint your effectiveness as a sales person.

2. Learn why most sales people lose some sales.

3. Understand how to bring your selling style and the prospect's buying style together for greater effectiveness.

NOTE: Each participant will go through a profile to determine their selling style and raise their awareness level about buying styles. A sales person's selling style is very powerful, especially when they are aware of how they prefer to sell. This module is extremely powerful and a 20 page report of the participant’s sales style is included.

SESSION III OBJECTIVES:

1. Better understanding of why sales people do what they do.

2. Better understanding of why buyers do what they do.

3. Learn how to create tremendous value for the buyer.

NOTE: Each participant is going to get a much better idea of what drives them to do what they do and understand what stimulates others into action. This combination allows the sales person to "connect" with the prospect to build longer and more rewarding business relationships.

SESSION IV OBJECTIVES:

1. Listening for value the easy way.

2. Developing creative "needs development" questions.

3. Determining and verifying needs of your prospect.

NOTE: This session is very powerful and will help your sales staff understand the importance of probing to determine their prospect's needs and wants. Also, the participants will further understand the phrase, "If you can see John Brown through John Brown's eyes, you can sell John Brown what John Brown buys."

SESSION V OBJECTIVES:

1. Understanding when to demonstrate in the sales process.

2. How to give your presentation impact.

3. learn distinctively the difference between features and benefits, and how to empower bridging them together.

NOTE: This session will also help the participants understand how to differentiate between the needs development segment of the sales process and giving their sales presentation. Depending upon the size of the group, we will practice individual presentations as well as do group role plays.

SESSION VII OBJECTIVES:

1. Understanding why we have objections.

2. Learn how to eliminate objections.

3. Learn how to keep the closure process simple yet very effective.

NOTE: The participants will better understand the process of POSitively handling objections. Also, the participants will understand how to position themselves for POSitive closure and reduce the number of rejections.

SESSION VIII OBJECTIVES:

1. Using voice mail creatively to get results.

2. Turning your website into a resource for sales & relationships.

3. Using e-mail to your benefit and doing it creatively.

NOTE: The participants will understand the benefits of getting into technology. Those who might not be using technology currently will understand what they are missing. Those who are already using technology will gain additional insight on how to get even more creative to increase their bottom line.

FORMAT: All sessions are approximately three hours in length and can be delivered individually or together over a period of several days.