Skills for Success

The Sales Ascent

MODULE/WEEK 1

The Ascent

  • Introduction
  • Key Accounts to Focus On
  • Partnership Selling Principles

MODULE/WEEK 2

Preparation

  • The Knowledge You Need
  • Information Resources
  • Becoming an Expert

MODULE/WEEK 3

Accessing All Decision Makers and Influencers

  • Gaining Access to the Top
  • Voice Mail and E-mail that offer Benefits
  • Maintaining Access

MODULE/WEEK 4

Asking the Essential Questions

  • Stimulating Prospect Interest
  • Tools for Uncovering Challenges
  • Finding the Ways Around Resistance

MODULE/WEEK 5

Active Listening

  • Priceless Benefits of Active Listening
  • Getting the Real Message
  • Twelve Active Listening Practices

MODULE/WEEK 6

Think Features, Talk Benefits

  • Uncovering Felt Needs
  • Selling with the NFRB Progression
  • Always Be Ready for WIII FM

MODULE/WEEK 7

Selling the Value of Advertising

  • The Types of Advertising
  • Why Does Advertising work?
  • Measuring Advertising Success

MODULE/WEEK 8

Effective Written Communication

  • Powerful E-mail and letters
  • Format and Form Paragraphs
  • Seven Other Deadly Sins

MODULE/WEEK 9

Dancing With the Objections

  • The Value of Objections
  • Help from the DANCER
  • COB or ROI?

MODULE/WEEK 10

Closing Throughout the Process

  • Moving the Selling Process Forward
  • Closing Methods for Each Step
  • Using Closes as Tools

MODULE/WEEK 11

Time & Territory Management

  • Planning, Prioritizing and Controlling
  • Focusing on the 80/20 Rule
  • Strategic Sales Goals

MODULE/WEEK 12

Inner Power that Makes it Happen

  • Learning from the Storms
  • Building up Inner Reservoirs
  • Skills from Victories