Sales
The Most Important Function in a Company
 
 

Sales Development Process

11 weekly sessions,
2 hours per session

Week 1

Kickoff
- What to expect
- Keeping an Open Mind
- How to get the most out of this
Process

Pre-Workshop Evaluation
- Assessment of Prior
Development

- How This Process is Different

Week 2

Success in Sales
- The Need To Reinvent Yourself
- Why is Sales Development So
Important?

- The Importance of Balance
- Preparation For Success
- Success Qualities

The Buying/Selling Process
- The Buying Process
- Why Do People Buy?
- Evaluation of You and Your
Company

- Decision Making
- The Selling Process

Week 3

Your Personal and Professional Growth
- Attitudes
- Building Attitudes for Positive
Results

- Resistance to Change

Prospecting Fundamentals
- Identifying Your Target Market
- Suspects vs. Prospects
- Creating Interest
- Finding More Prospects More
Often Networking

Week 4

Planning Your Success Part I
- The Role of Goals
- Criteria For Personal Goal Setting
- Rewards and Consequences
- Roadblocks to Success
- A Solution to Every Obstacle
- Action Steps and Dates
- Affirmation Techniques
- Visualization

Prospecting: Advanced Techniques
- Referrals
- Developing Referral Sources
- Centers of Influence
- The Sales Funnel

Week 5

Communication Skills
- The Goal of Communication
- Using Questions to Stimulate
Feedback

- Active Listening
- Nonverbal Communication

Getting Appointments
- Letters of Introduction
- Tracking Your Success
- Making the Phone Contact
- The Purpose of the Call
- The Appointment
- The Screener
- Organizing Your Activities
- "S.I.T." File

Week 6

Planning Your Success Part II
- Professional Goals
- Criteria for Setting Professional
Goals

- Different Types of Goals
- Short-Range Goals
- Long-Range Goals
- Tangible Goals
- Intangible Goals

The Introduction
- Gaining Confidence
- Pre-Call Preparation
- Personal Checklist
- Commitment Objectives
- The Buying/Selling Process
- The Importance of the Introduction
- Creating a Favorable First
Impression

Week 7

Gaining Favorable Attention
- Building and Maintaining Rapport
- Verbal Credibility
- Creating a "Sense-Able" Picture

Discovering Wants and Needs
- The Transition
- Position Your Organization
- Effective Questioning Techniques
- Goal Questions
- Challenges
- Needs
- Four Need Categories

Week 8

Building the Case for Action
- Reward Questions (Then
Consequence Questions)

- Consequence Questions (Then
Reward Questions)

- Obstacle Questions
- Wants
- Clarifying Techniques
- Confirming Techniques

Presenting Benefits and Consequences
- Effective Presentations
- Understanding the Situation
- Clarify Objectives
- Your Approach
- Features, Benefits, and
Advantages

- Measurable Outcomes
- Time and Financial Expectations
- A Convincing Summary
- Impact Presentation Meetings

Week 9

Getting Commitment and Follow-Up
- Proposals
- Requests for Proposals or
Quotes (RFP or RFQ)

- Getting Commitment
- Follow-Up

Overcoming Obstacles for Continued Success in Sales
- Preventing Objections
- Handling Objections
- Preventing Stalls
- Handling Stalls
- Hidden Opportunities
- You Have the Power!

Week 10

Review goals and action plan I
- Advanced Goal Setting
- Managing Change

Week 11

Review goals and action plan II
- Understanding Motivation
- Meeting the goal of all motivators

Post-Workshop Evaluation
- What Have You Learnt?
- What Have You Achieved?
- Can You Sustain the Process?

Program Critique
- Your Feedback

Heads Up for the 3-Month Review
- Can You Sustain the Process?
- What Support Might You Need?