Sales Development Curriculum

Account Development,

Strategies

Now that you have an account, what tools, strategies, tactics, and systematic process can you use to maintain it, protect it from the competition, and GROW it? Based on the art of war, this course will provide you with those answers.

 

Always,

Sometimes,

Never 

Understand the laws of sales! Sales is a career of default. Not many salespeople make a conscious decision to get into sales. We just wind up here by being in the wrong place at the right time. Sales is also the greatest career there is! By understanding the universal law of Always, Sometimes, and Never you can advance your career at a faster rate! 

 

Purchase Habits

 

Buy Cycle is defined by the way you personally make major purchases. Not houses or cars or things that are one of a kind. These are excluded because you don’t generally make that many purchases of those sorts. The way you buy is the way you expect others to buy. Fundamentally we are always imposing our own beliefs onto others. This course will help you to understand what you can do ‘off the court’ to improve your sales effectiveness by changing the way you make your own major purchases.

 

Money,

Money,

Money

 

Money has many taboos! Just to name a few:

Money is dirty.

Money is the root of all evil.

Money doesn’t grow on trees.

Money doesn’t make you happy.

Money is private.

Other people’s money is none of your business.

Discover the truth about money. Become more comfortable talking about money and raise your money awareness, then you will have less problems getting it.

 

Covenants  Level the playing field and establish the ground rules for each selling situation. A Covenant is a mutual agreement between two or more parties. We will provide examples of how to use Covenants to move through your sales process and maintain your rights as a person. This course is a crucial component to our selling system: The Sales Ladder. Covenants are the glue that holds the system together. They are the transitional tool that determines what you do next in your sales process! Stop playing the subservient role and position yourself as a peer advisor to your prospect/customer. Get this right and you will no longer have ‘Think it Over’ outcomes! Additionally, by following the tools provided in this course, you will shorten your sales cycle and regain control in your selling world!

 

Differentiating Value

 

What’s going to happen to whom by not using your products and services, and how will that show up in their life?  This is Differentiating Value! In other words, why should someone buy your “stuff” and not your competitors’? In this unique program we will assist you in defining just that and how to use that information with the right people in the company. Follow the principles and exercises in this course to displace the competition and sell on value, not price.

 

Emotional Discipline

 

Controlling your emotions is not always easy and is easier to talk about than it is to execute.  When you become emotionally involved in any sale, you lose options, listen poorly, and give control to the prospect.  This course and the exercises presented are specifically designed to improve your emotional discipline and get yourself back in control!

 

Goals  Goals are dreams in writing! Here is an interesting correlation: 3% of the population has written goals and 3% of the population will get to retire. Retirement means you go to work because you want to, not because you have to. This course will provide you with a unique approach to define your dreams and put them in writing, not set in stone. Defining your goals gives you PURPOSE!  By completing this course, you will increase your sales effectiveness by improving your personal desire and commitment.

 

Listening  What’d you say? One of the biggest complaints about salespeople is: “They don’t listen!” In this course we will help you learn different techniques that help your customers and potential clients know you are listening. We’ll discuss the different levels of listening and provide advanced communication tools to hone your listening skills. What are you listening for, to, and why? Identify key points and keep the conversation going. It’s been said that if you are telling, you are not selling. Use these tools to engage the prospect and gather the information that will help you sell more, faster.

 

Meetings  Setting up the meeting is critical to achieving your desired outcome. No one wants to be sold, especially prospects! As most meetings begin, the prospect wants to know what you can do to help, who you are, and what is your product/service going to do for him. Use the Skept-O-Meterto gain gentle control and move the prospect away from skepticism and towards open, truthful sharing and discovery!

 

Need for Approval  The Need for Approval comes right from the psychology books, but it doesn’t belong there; it is social constraint. The Need for Approval negatively manifests itself in sales when the need to be liked and accepted is stronger than the need to get the business. This manifestation is perpetuated by accepting stalls, put offs and excuses as to why the prospect won’t make a decision and why you let them. This invisible and hidden weakness causes allergic reactions to the two-letter word ‘No’.  It prevents salespeople from asking tough questions when it is time to ask tough questions. Additionally, Need for Approval prevents salespeople from prospecting consistently and it stops salespeople from confronting. This course is designed to help you change your Need for Approval and give you other resources to fill up your Need for Approval cup so you don’t expect it or need it from your prospects.

 

Negotiation  “Once upon a time there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral cave. After several hours, a settlement was reached. When they emerged, the man had a fur coat and the bear was no longer hungry.” In this course we will explore why some business development people win the negotiation game on a consistent basis and why others are defeated; and why those that are defeated on a consistent basis make substantially larger concessions than necessary while champions do not.

 

Personality Profile

 

The more you understand people, the more effective you are going to be with your customers, co-workers and supervisors. Many employees involved in retention activities tend to discount customers, calling them unreasonable or difficult, when they are simply dealing with a different behavioral style than their own. Customers tend to trust and be influenced by someone who is behaviorally similar to themselves. They find themselves looking in a mirror and finding comfort in the reflection.  If those involved in interaction with customers will adapt their style to that of the customer, then customer satisfaction, repeat sales and recommendations to others will increase.

 

Prospecting  Prospecting – The LIFE BLOOD of Sales.  Cold calling, networking, referrals, strategic relationships, business alliances, and leads are all discussed and presented in this course with one thing in mind: Salespeople get treated like second-rate citizens.  If you look like a salesperson, act like a salesperson, sound like a salesperson, you will be treated like one! This course will give you non-traditional ways to be more effective when performing the most critical function of sales.

 

Qualifying  DISQUALIFICATION is a systematic and unique approach to qualifying a prospect. By following the guidelines of DISQUALIFICATION, you will make the most efficient use of your time by spending your energy preparing proposals, quotes and presentations for only the most qualified prospects. Download the DISQUALIFICATION checklist and make it part of your sales process before offering any proposal, quote or presentation.

 

Questions  Establishing the prospect’s Fundamental Buying Motivation is the first step in our Sales Ladder sales methodology. If your prospect does not have an emotionally compelling reason to buy, then you do not have a qualified prospect.In this course, we illustrate how asking questions can be the answer to determine if you have a viable sales opportunity.

 

Advanced Principles

of Relationship

Building

 

The principles of communication and human interaction work to remove the barriers and risks for our prospects.In this course we’ll explore advanced relationship building principles that go beyond the basics. We’ll explore the principles of Neuro-Linguistic Programming (NLP), Understanding Filters, Transactional Analysis, and Okay – Not Okay.

Relationship

Fundamentals

 

People buy from people they like. People trust people like themselves. People like and trust people like themselves or people that they would like to be like. In Relationship Fundamentals, we explore how establishing a relationship with your prospect is essential to the sales process. Develop skills that will give you the slight edge in building and maintaining your relationships. Following this course, you should be able to identify your prospect’s communication preferences and understand how modifying your behavior allows you to create a significant relationship and make the prospect feel comfortable enough to give you the real information you need to help them.

 

Sales Ladder

 

The Sales Ladder is a sales methodology designed to maintain control of the selling process. A ladder has two rails and steps. The rails hold the ladder together and the steps are used to elevate you to a higher place. In this non-traditional process you can climb your way to sales success by quickly determining who to spend time with and who not to spend time with. Consistent outcomes are determined by not only knowing where you are in the sales process, but more importantly knowing where your prospect is and what you must do to get them to the next step. By using the Sales Ladder you will always know what to do next and why. 

 

Supportive Beliefs What you learned from your parents, your first sales manager, and some of the sales training you have received in the past may not truly support your sales process. Beliefs and values always drive behavior, and behavior drives feelings, then the beliefs and values, behaviors and feelings provide a predetermined outcome. In this course you will determine which beliefs and values support your sales process and how to fix those that don’t.  Follow the instructions and complete the exercises within to abolish the beliefs that truly don’t support your sales success