MODULE ONE -- Professionalism

"The True Professional thinks of the customer first, last, and always."

Does a "natural" salesperson exist? In this module you will learn:

• The role of the professional salesperson in the 21st Century and to increase the prospects' perception of you as a:
  • Trusted Counselor
  • Problem Solver
  • Competent Advisor
• How to emulate the Attitude of a Top Producer. This is not "rah-rah" training. It will help you to start now to become a:
  • Self starter
  • Disciplined business builder
  • "Can Do" Prospector
• To find your true Motivation and to disinguish between Real vs. False Enthusiasm - because Shapr Buyers know the difference!
• How to compete in The New Sales Economy and face its - Four Challenges
  • The Age of Uncertainty and knowing how to instill Confidence in your prospects.
  • Exploding Risks and knowing how to get your prospects into their own Comfort Zone.
  • Volatility and presenting your solutions to create a Buyer/Seller atmosphere of Consistency
  • Information Overload and providing Clarity by getting prospects to see you, your company, and your product as special
• How to earn the title of "New Sales Professional" as a Solution Provider.

The Module sets the stage now and into the future for your sales success!

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MODULE TWO -- Blueprinting for Success

"The main cause of Call Reluctance is a lack of Fact Finding: Lack of information leads to cold calls, rahter than hot knocks."

In this module you will learn to:

• Eliminate the key cause of Call Reluctance.
• Handle the toughest objections you'll ever face. "I have no need to...
  • talk to you."
  • hear your presentation."
  • spend time with you."
• Indentify how traditional Needs-Based selling is a "No Go" and know what prospect is REALLY saying to you!
• Make customers AWARE of what your solutions can do, and DISTURB them if they decide not to work with you.
• Gain and Early Commitment from even the toughest prospect.
• Align your solution to the buyer's need.
• Present 5 Key questions that MUST be answered about every prospect!
• Identify Why Information is the difference between Amateurs and Professionals (We call them Amateurs because they don't make any money)
• Construct your own Prospect Blueprint - organize what you need to know to sell someone.
• Market yourself by using the three levels of a compelling Sales & Marketing message.
• Identify the importance of the two immutable laws of Sales Success-
  • The law of Psychological Reciprocity
  • The law of Challenging Beliefs
• Discover a hidden secret that gives you access to the prospect's mind and heart.
• Learn more that WHAT people buy and WHY they buy.

With this Module, you will be able to analyze your own successes and failures. You can even conduct your own Curbside Analysis!

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MODULE THREE -- Building Rapport

“When I’m going to meet with a person, I spend two thirds of the time thinking about what they’re going to say and one third of what I’m going to say.”
- Abraham Lincoln

In this module you will learn to:

• Establish a deeper connection … early on.
• Create an aura of Competence and the Counselor Model.
• Eliminate early Tension and get off to a good start.
• Effectively use 12 Ways to initiate comfortable conversation.
• Build a Comfort Zone for each Client.
• Make a Powerful First Impression; getting people to see you as “special.”
• Get “In Synch” with everyone you meet.
• Be an interesting conversationalist.
• Get people to like you -- Charisma – no problem!
• Get the buyer’s attention – you MUST open their ears!

With this Module, you’ll script your own Professional Approach. No more Unknown Tongue in front of a prospect again!

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MODUL FOUR -- Elimination "I'm not interested!"

"The most expensive thing that a man can own is a closed mind."

In this module you will learn to:

• The Two Principles that will ensure your prospecting success
  • One. What is the Purpose of each sales activity?
  • Two. What Action do I want the prospect to take?
• The most common ovjection is "I'm not interested," and the reason that we hear it is almost always because we are not very interesting.
• Identify the Logical Reasons people buy things, and t he Emotional Incentives that motivate people to buy.
• Creat an irrestible sales message for:
  • Email
  • Direct mail
  • Seminars
  • Product presentation
• Getting prospects to say "Tell me more!"
• Motivate prospects thru each step of the buying cycle
• Improve your appointment ration by 50% -- guaranteed!
• Eliminate the Breathing Brochure Syndrome - ask yourself - could a brochure or a direct mail piece take your place?

With this Module, you will gane the ability to make every prospect hungry for more at EVERY stage of the Buying Cycle - an indispensable skill!

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MODULE FIVE-- Making a Convincing Sales Presentation

“We do not argue with those who sell for less, for they must know what their product is worth.”

In this module you will learn to:

• Construct a provocative sales presentation
• Identify your 14 keys to a successful presentation.
• Identify if your presentations are stacked with “So What?” benefits?
• Craft, personalize and smoothly deliver a presentation for THAT BUYER THAT DAY.
• Handle the price objection.
• Create a unique Sales Proposition by defining Who You Are.
• Crush your competition, without rancor.
• Handle competitive objections like:
  • “I can get the same product for less from _________.”
  • “Evans Brokers is supplying our needs now.”
  • “My consultant is putting something together for me.”
  • “You must lower your price to compete.”
• Demonstrate your value-added differences.
• Work with a skeptical prospect.
• Construct your own Product Solutions Chart.
• Sell the deal even when you don’t have the lowest price.
• Identify the Laws of Price and Value and then Know your value, Price your value, Sell your value.
• Gain insights into the mind of the “Price Buyer.”

With this Module, you will learn to craft an irresistible sales message that highlights your value-added differences.

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MODULE SIX-- Knowing When to Close

“Many salespeople sell a product in 5 minutes, and then buy it back in the next 35 minutes by talking too much.”

In this module you will learn to:

• Control the Decision Process. Do you find yourself saying, “How does this sound to you?” Then what you need is a Sales Thermometer!
• Take command of the sale.
• Take your prospect’s temperature “Is s/he hot, warm, or cold?”
• Identify and use the power of the Trial Close.
• Accelerate the Buying Cycle.
• Give the prospect credit for his/her Intelligence.
• Sell using the 3 Tenses-
  • Where they have been – Past
  • Where they are now – Present
  • Where they want to be – Future
• Gain valuable feedback from the reluctant buyer
• Ask questions with a touch of reserve – and class.

With this Module, you can spot that moment the customer is saying, “I’m ready to buy…” and then go for it!

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MODULE SEVEN-- Getting a Decision in Your Favor

“Never thank a customer for an order; instead, congratulate them on the fine decision that they have just made.”

In this module you will learn to:

• Improve your listening skills and “Know what to listen for”
• Improve your ability to observe the prospect and “Know what to watch for to determine if they are ready to buy.”
• Identify buying signals and cut your selling time in half!
• Make Decision Making easy – easy to buy from you. You’ll learn 8 ways to ask for the order without pressure.
• Identify if the interview is going well or in the dumper.
• Get in synch with the Buyer … from the Get Go.
• Identify a Quick Sale
• Eliminate High Pressure and Close without manipulation.
• Become the best Closer by becoming a Change Agent.
• Eliminate Buyer’s Remorse.
• Identify the correct attitude at the Close?
  • Assumptive
  • Excited
  • Confident
  • Relaxed
  • Calm
  • Aggressive
  • Friendly
  • Enthusiastic
• What to do when they say: “I want to think it over,” and why procrastination is hardly ever a good thing.

With this Module, you will make closing easy – for you and the Client.

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MODULE EIGHT-- The Real Objection

“More sales are lost by the American salesperson by attempting to answer objections that do not exist than for any other reason.”  

In this module you will learn to:

• Identify and eliminate the like a “Deer in the Headlights” feeling when you get an objection.
• Avoid Confrontation by staying in conversation.
• Keep objections from becoming a Win/Lose proposition.
• Overcome the “Yes, but …” response to an objection.
• Recover the Lost Sale by not surrendering to the tough objection.
• Identify if an objection is real.
• Eliminate the Final Objections to a sale
• Implement a tried and proven skill set for handling every objection.
• Identify why Empathy is the # 1 characteristic of a Top Performer.
• How to handle the top ten objections you get on the telephone.
• Identify why “I understand how you feel.” is amateurish and how to avoid using it.
• Let prospects know “I’m on your side.”
• Create a Win/Win Buy/Sell environment.
• Morph objections into questions so that you can answer them.

Objections stop many presentations, but with this Module, that may never happen to you again.

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