Effective Selling Strategies

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2 At LMI, we believe people are your greatest resource. But most people use only a small percentage of their true talents and abilities. So it makes good business sense to invest in the growth and development of your employees. It will increase your profitability and give you a greater return on your investment greater than anything else you can do. Unfortunately without a proven process, people won t automatically use more of their talents and abilities. LMI s process develops leaders who, in turn, empower their people to use their untapped talents and abilities. Simply stated to do something better, you must do something different. People must change their behavior in order to increase their effectiveness and productivity. We help people set and achieve goals, become selfmotivated and have a more positive mental attitude. But we don t stop there. Improvement of performance is measured continuously to ensure that your people use more of their potential and increase the productivity of your organization. Effective Selling Strategies: Turn your sales goals into done deals by learning secrets from the pros. From prospecting to closing, here's a proven plan for winning. If your sales force is plodding along without clear direction we provide a way to get them focused on success. LMI s Effective Selling Strategies will help sales people: Learn the art of prospecting Form good work habits Prepare an effective presentation Discover prime buying motives Recognize buying signals Become an expert closer Handle the price objection Our Business and Personal Plans of Action offer thoughtprovoking exercises and questionnaires that motivate average salespeople to become top producers. What are my financial goals? What do I need to do to reach my goals? How can I use my time more effectively? How can I be more productive? Through insightful planning guides, participants are called upon to crystallize their thinking and schedule specific action steps to achieve their goals and visions for the future. Effective Selling Strategies is a dynamic process that is on-going and offers long-term dividends for the life of your company. Here s How it Works: We meet with you to determine the specific goals and objectives to be accomplished. Selected participants then apply proven concepts and principles to ensure a measurable return on your investment. Unlike lengthy seminars, action-oriented sessions are held on a regular basis to implement behavioral changes that produce measurable results. Participants begin immediate application of techniques designed to help them change their behavior and develop habits necessary to achieve predetermined goals. These sessions reinforce their commitment to business and personal goals as facilitators lead the participants toward the accomplishment of those goals. Implementing the process over several weeks has many benefits. Time commitments are not burdensome; the assignments are accomplished quickly; and new behaviors are applied directly to daily issues.

3 Effective Selling Strategies by Paul J. Meyer Producing measurable results for business and industry since 1966.

4 EFFECTIVE SELLING STRATEGIES Improve sales training with skills and attitude FOREWORD: How to Use Effective Selling Strategies Professional Selling as a Career How to Use This Program for Maximum Results Program Methods Attitudes Group Participation Conferences Short-Term Goals Time Accountability Tracking Your Progress ONE: Defining Your Target Market The Power of Target Marketing Choosing Your Target Market Determining the Needs of Your Target Market Approaching Your Target Market Through Relationships Prospecting Attitudes and Activities Profile of a Class A Prospect Methods of Prospecting Obstacles to Professional Referral Prospecting The Referral Prospecting Process How Value Added Service Fits In FOUR: Discovering Prime Buying Motives What Prospects Want and Why Know Yourself Know Your Prospects The Power of Probing Asking Probing Questions Listening Pays Off TWO: Approaches that Sell What Is the Approach? Pre-Approach Communication The Telephone Approach Systematic Telephone Approach Other Approaches FIVE: How to Close Sales Closing Principles Recognizing Buying Signals Selecting the Right Closing Steps to Mastering Closing Techniques Don t Buy Back Your Sale! Don t Leave Business on the Table! Asking for Referrals Becoming a Closing Expert THREE: The Sales Interview What is a Sales Interview? Why Have a Planned Interview Process? Learning the Interview Process The Nine-Step Interview Process Preparation for the Interview Focusing on the Prospect s Self-Interest Ensuring Favorable Conditions Adding Interest to the Interview SIX: Overcoming Stalls and Objections Handling Stalls Objections as Buying Signals Handling Objections Countering Objections Handling the Price Objection Disagree Without Being Disagreeable Leadership Management, Inc.*4567 Lake Shore Dr.*Waco, TX 76710*(800) *Fax (254) * * Revised - August 2001 *

5 DAILY WORK ORGANIZER Improve sales training with skills and attitude INTRODUCTION: Why a Daily Organizer? Developing Your Plan for Success Managing by Priorities Forming Good Work Habits FOUR: Achieving Sales Goals Sales Goals Tracking Sheet Weekly Goal Tracking Sheet Record of Sales ONE: Goal Setting for Sales Success Reinforcement Through Affirmation Putting Goal Planning Into Practice FIVE: Reporting Your Activity Record of My Activities Report (ROMAR) Monthly Activity Recap TWO: Income Needs and Goals Personal Income Required to Achieve My Goals My Business Expense Requirements Summary of Income Needs and Goals Specific Action Plan for Sales Activity SIX: Plans for Career Development Career Development and Training Plan Goals for Incentives and Awards THREE: Plans for Sales Success Success Essentials Checklist Monthly Work Plan Weekly Work Plan Accomplishments