Module 1
Introduction to Selling
Over the last several years there has been a revolution in the field of selling. It’s the age of the “Psychological Salesperson” for it’s now recognized that a sales person’s thoughts can have tremendous impact on your sales success and income.
In addition to this inner game of thought there is the outer game, the need to for technical professional skills to make sales more quickly, more easily, and more often.
In this first module, you will be introduced to the psychology of selling thought an overview of the eight key determinants of success in sales, each of which will be covered in detail in future modules. Proficiency in each of these areas will assure you unlimited success in selling.
Objectives:
After completing this session, you will be able to: (more…)
Module 2
Keys to Psychological Selling
Eighty percent of everything you accomplish in the field of sales is determined by the quality of your thoughts and feelings about yourself in relationship to the world. Consequently, the two important factors in successful selling are: having a positive mental attitude and practicing “Golden Rule Selling”, both which are the focus of this module.
It has been determined that those salespeople who are in the top 20% are there because of one single factor: they have better attitudes than those in the lower 80%. Those with positive attitudes toward themselves and others usually make excellent salespeople. This module will show you how to develop an attitude that produces top sales performance and will explain the mental laws that determine the outcome of your sales efforts.
This module will also explain the keys to “Golden Rule Selling” – an approach to selling that will contribute significantly to your sales results.
Objectives:
After completing this session, you will be able to: (more…)
Module 3
Unlocking Your Sales Potential
Your self-concept determines your performance. This fact is particularly important to salespeople because their level of sales effectiveness is in direct relationship to the level of their self-concept.
The fear of rejection is the major reason for a person’s failure in sales. The greater the fear of rejection, the worse one performs in sales. There is a significant inverse relationship between one’s self-esteem (the core of a person’s self-concept) and the fear of rejection: the more one’s self-esteem goes up, the more the fear of rejection goes down; conversely, the more the fear of rejection goes up, the more self-esteem goes down.
The purpose of this module is two-fold: 1) to give you an understanding of the tremendous influence your self-concept has on your performance in sales and in life in general and 2) to give you guidance on building your self- esteem in order to overcome the fear of rejection and thus significantly improve your performance.
Objectives
After completing this session, you will be able to: (more…)
Module 4
Your Formula for Building Self-Esteem
Self-esteem is the most important ingredient of a healthy personality. All top performers have a self-esteem building formula or program that they follow faithfully. You too must have aprogram that you can use to develop your self-esteem if you are to feel good about yourself and perform at your best.
This module will introduce you to a series of practical, proven methods you can use to keep yourself positive all day long.
Objective
After completing this session, you will be able to: (more…)
Module 5
The New Model of Selling
Selling has changed. Rather than using the old gimmicks to trick and manipulate people into buying a product or service, professional salespeople today are completely customer-oriented. Their attitude toward the customer is that of a consultant, counselor, or advisor, and they work on developing a friendly relationship with their customers which is built on trust.
There are significant differences between the old and new models of selling. The purpose of Module Five is to explain how the New Model works in the selling process.
Objectives
After completing this session, you will be able to: (more…)
Module 6
Building Trust with Customers
Forty percent of the sales process according to the New Model of Selling is dedicated to building trust with prospects and customers. To build a foundation of trust, a salesperson must understand and apply the Law of Indirect Effort, look at the deep subconscious needs of prospects and customers, ask the right questions during the sales interview, and listen
carefully to prospects and customers.
The purpose of Module Six is to develop your understanding of the importance of building trust with prospects and to explain the best methods of doing so.
Objectives
After completing this session, you will be able to: (more…)
Module 7
Seven Secrets of Persuasion
In selling, people are your business. You are constantly dealing with people and why they do what they do. Therefore it is critical for you as a salesperson to understand what influences their actions and decisions.
The purpose of Module Seven is to develop your basic understanding of the seven powerful influences on people’s decisions and actions.
Objectives
After completing this session, you will be able to: (more…)
Module 8
Why People Buy
Before salespeople can sell, they must first find the critical need that their product or service can fill. Before prospects or customers buy anything, they must first feel dissatisfied with their current condition. Salespeople cannot sell unless a dissatisfaction exists and they are able to identify it. The process of identifying and filling those needs is “needs-based selling.”
The purpose of Module Eight is to explain needs-based selling by reviewing several of the basic needs all prospects and customers have and showing you how to best uncover the need(s) of each prospect and customer during a sales interview.
Objectives
After completing this session, you will be able to: (more…)
Module 9
How to Qualify Your Prospect
In order for salespeople to sell successfully, they must properly qualify their prospects. If there is no need to fill, there can be no presentation; if there is no presentation, there can be no sale.
In professional selling, the best, most successful strategy is based on diagnosis-the identification of a prospect’s needs followed by recommendations based on the needs identified. Prospects buy solutions, not products or services.
The purpose of Module Nine is to teach you how to properly qualify your prospect prior to beginning a sales presentation.
Objectives
After completing this session, you will be able to: (more…)
Module 10
Module Ten
Using the Power of Suggestion in Selling
Overview
Everything salespeople do has some kind of an effect on the sub-conscious mind of the buyer-everything counts. Ninety-five percent of what a person does, says, or thinks is a result of outside suggestive influence. Consequently, most people are in a reactive mode-they respond
automatically to the stimulation of external forces.
There are several key things that you as a salesperson can do to have a positive influence on prospects’ feelings toward you and thus encourage positive outcomes in your sales efforts. The purpose of Module Ten is to suggest ten things that you can do to ensure that your influence is positive.
Objectives
After completing this session, you will be able to: (more…)