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