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Skills for Success

Skills for Success

THE SALES ASCENT

Module / Week One
The Ascent
Introduction
Key Accounts to Focus On
Partnership Selling Principles
Module / Week Two
Preparation
The Knowledge You Need
Information Resources
Becoming an Expert
Module / Week Three
Accessing All Decision Makers and Influencers
Gaining Access to the Top
Voice Mail and E-mail that offer Benefits
Maintaining Access
Module / Week Four
Asking the Essential Questions
Stimulating Prospect Interest
Tools for Uncovering Challenges
Finding the Ways Around Resistance
Module / Week Five
Active Listening
Priceless Benefits of Active Listening
Getting the Real Message
Twelve Active Listening Practices
Module / Week Six
Think Features, Talk Benefits
Uncovering Felt Needs
Selling with the NFRB Progression
Always Be Ready for WIII FM
Module / Week Seven
Selling the Value of Advertising
The Types of Advertising
Why Does Advertising work?
Measuring Advertising Success
Module / Week Eight
Effective Written Communication
Powerful E-mail and letters
Format and Form Paragraphs
Seven Other Deadly Sins
Module / Week Nine
Dancing With the Objections
The Value of Objections
Help from the DANCER
COB or ROI?
Module / Week Ten
Closing Throughout the Process
Moving the Selling Process Forward
Closing Methods for Each Step
Using Closes as Tools
Module / Week Eleven
Time & Territory Management
Planning, Prioritizing and Controlling
Focusing on the 80/20 Rule
Strategic Sales Goals
Module / Week Twelve
Inner Power that Makes it Happen
Learning from the Storms
Building up Inner Reservoirs
Skills from Victories