Module 11
Developing Mega-Credibility in Selling
Overview
The greatest fear prospects and customers have is the fear of failure. In sales, this translates into their fear of making the wrong buying decision. What works as a neutralizer of that fear of failure is a salesperson’s credibility. The more credible a salesperson is, the lower the prospect’s fear of failure-of making the wrong buying decision.
The purpose of Module Eleven is to suggest some of the things that you
can do to build your credibility.
Objectives
After completing this session, you will be able to: (more…)
Module 12
Creative Selling Techniques
Overview
Creativity is a salesperson’s most valuable asset. Being more creative means finding better prospects, finding better ways to sell, discovering new product uses, uncovering buying motives more accurately, and creating new sales-all of which add up to greater sales and a more successful sales career.
The purpose of Module Twelve is to give you an understanding of creativity as it relates to your sales career and to provide you with specific ways to nurture your creativity to have a positive effect on your sales.
Objectives
After completing this session, you will be able to: (more…)
Module 13
Powerful Telephone Techniques
Overview
The telephone is an important basic tool in selling. Therefore it is imperative that you as a salesperson know how to use it to your best advantage. Your success depends upon it.
The purpose of Module Thirteen is to give you some simple but very successful telephone techniques that capture the prospect’s attention and win appointments.
Objectives
After completing this session, you will be able to: (more…)
Module 14
Module Fourteen
HOW TO APPROACH YOUR PROSPECT
Overview
The most successful salespeople are those who make more calls and more contacts than the average salesperson. There is a direct relationship between the number of people seen by a salesperson and how successful he or she will be.
The greatest single obstacle to your success in selling is the fear of rejection. Learning how to overcome this fear and approach prospects more easily is the starting point of a successful career in selling.
The purpose of Module Fourteen is to give you some solid guidance in overcoming your fear of rejection and thereby overcoming your fear of approaching new prospects. This includes methods of approaching prospects, handling cold calls, and conducting first appointments.
Objectives
After completing this session, you will be able to: (more…)
Module 15
Module Fifteen
THE 1000% FORMULA FOR INCOME BUILDING
Overview
As incredible as it may sound, it is possible for you to increase your income TEN times its current level within ten years. Momentum develops when you work to increase your productivity by only 1/2 of 1 % each week, a minor increase which results in an impressive annual increase in productivity of 26% a year. Over a ten-year period, that increase produces an astonishing
1004% increase in productivity!
The key to accomplishing such remarkable results is self-discipline-regularly doing the things that are required to achieve those results.
The purpose of Module Fifteen is to explain the 1000% Formula and give you the seven keys to increasing your productivity and accomplishing the results that the 1000% Formula suggests.
Objectives
After completing this session, you will be able to: (more…)
Module 16
Module Sixteen
MENTAL PREPARATION FOR SELLING
Overview
Eighty percent of the selling process is what goes on in your mind. Only 20% is everything else such as product knowledge, training, and time management. Everything you are and ever will be comes as a result of the words, pictures, and images that flow through your mind on a daily basis. These words, pictures and images have a tremendous impact on how you perform as a salesperson. The difference between the salespeople in the top 5 % and 10% and those in the lower 80% is mental preparation.
The purpose of Module Sixteen is to explain the key concepts of mental preparation.
Objectives
After completing this session, you will be able to: (more…)
Module 17
Module Seventeen
BUYER PERSONALITY TYPES
Overview
Behavioral flexibility-the ability to get along with a great number of personalities-is an important quality of success for a salesperson. It involves being able to identify various styles of behavior in prospects and adjusting one’s own behavior for each of those styles. Being able to identify different behavioral styles and adjust one’s own behavior as necessary are especially
important sales skills, because each style must be sold to in a different way.
The purpose of Module Seventeen is to acquaint you with the various styles of behavior, instruct you in identifying the behavioral style of each prospect, and explain how to adjust your own behavior to best accommodate and work with each prospect.
Objectives
After completing this session, you will be able to: (more…)
Module 18
Module Eighteen
SALES PRESENTATION SKILLS
Overview
Nearly 95% oftoday’s salespeople could sell better, sell faster, and sell more if they would only develop better presentation skills., ill professional selling, planned presentations are essential. Successful presentations must be directed toward a prospect’s specific needs, be presented in a structured, planned, organized fashion, and be designed around features and benefits that
satisfy a prospect’s particular needs.
The purpose of Module Eighteen is to review the basic structure of a sound sales presentation, explain the use of features and benefits selling in professional sales presentations, and provide some proven techniques to create more winning presentations.
Objectives
After completing this session, you will be able to: (more…)
Module 19
Module Nineteen
HOW TO HANDLE OBJECTIONS
Overview
No sale takes place without objections. Objections give important direction to the salesperson as to where the prospect is in the sales process. When a prospect begins to object, he or she is responding to what the salesperson is saying. This is important because the salesperson can then be assured that the prospect has been touched emotionally by what has been said. It is critical for salespeople to understand that objections are not aimed at them personally and are not rejections. Objections are simply questions to get more information.
The purpose of Module Nineteen is to give you a better understanding of what objections are and the need for them in the sales process, and to give you specific methods for handling objections professionally and successfully.
Objectives
After completing this session, you will be able to: (more…)
Module 20
Module Twenty
RECOGNIZING NINE TYPES OF OBJECTIONS
Overview
Every objection falls into one of nine types of objections. Successful salespeople are those who have learned the types, can identify them when they hear them, and have a prepared response to each.
The purpose of Module Twenty is to review the nine types of objections and give you specific guidance in responding to each.
Objectives
After completing this session, you will be able to: (more…)