Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum

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1 Sales & Development Curriculum Account Development Strategies Always, Sometimes and Never How do you maintain, protect and GROW your accounts? In this course, we ll give you tools, tactics and processes you can use to develop your current accounts and earn new business. Remember: Your current customers are in someone else s prospect list! 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 can also be considered the greatest career there is! How you choose to spend your time has direct impact upon your sales success. By understanding the universal law of Always, Sometimes and Never, you can advance your career at a faster rate! A Covenant is a mutual agreement between two or more people. We will provide examples of how to use Covenants to move through your sales process, maintain your rights as a person and establish rules for each selling situation. Covenants Covenants serve as transitional tools that determine what to do next in your sales process. Stop playing the subservient role! Position yourself as a peer or advisor to your prospect/client. Master this skill and you will take control of your selling world, shorten your sales cycle and eliminate think-it-over outcomes!

2 Controlling your emotions is not always easy. It is certainly easier to talk about than it is to do! However, emotional discipline is a critical competency required for high performance sales. Emotional Discipline When you become emotionally involved in any sale, you lose options. You listen poorly and give control to the prospect. This course is designed to improve your emotional discipline and help you get back in control of selling! Controlling your emotions is not always easy. It is certainly easier to talk about than it is to do! However, emotional discipline is a critical competency required for high performance sales. When you become emotionally involved in any sale, you lose options. You listen poorly and give control to the prospect. This course is designed to improve your emotional discipline and help you get back in control of selling! Goals Goals are dreams in writing! Here is an interesting correlation: 3% of the population has written goals and 3% of the population will also 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 for defining your dreams and putting them in writing (not setting them 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 to yourself and to your future. One of the biggest complaints about salespeople is: They don t listen! Listening In this course, we will help you learn different techniques that let your customers and potential clients know you ARE listening. We ll discuss the different levels of listening and provide advanced communication tools you can use to hone your listening skills. What are you listening for and why? Learn to identify key points and keep the conversations flowing. 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.

3 Meetings Properly setting up the meeting is critical to achieving your desired outcome. No one wants to be sold, especially the prospect! As most meetings begin, the prospect wants to know who you are and what your product/service is going to do for him. We ll give you a process to set the meeting, gain gentle control and move the prospect away from skepticism and towards open and truthful sharing and discovery! Money has many taboos in our society. Many people were encouraged by wellmeaning parents to believe: Money, Money, Money 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. If you can become more comfortable talking about money and raise your money awareness, you will have far fewer problems getting the funds necessary to close the deal. From an early age, we are encouraged to seek approval from others. For a salesperson, however, nothing could be more detrimental to career success. Need for Approval Negotiation The Need for Approval will limit a salesperson s success. The Need for Approval prevents a salesperson from engaging in prospecting activity, from asking difficult questions, and from dealing effectively with objections. This course is designed to help you overcome the Need for Approval. We ll help you recognize the other resources available to fill up your Need for Approval cup. Let your cup run over in so many other ways that you don t expect, need, or seek approval from your prospects. Some business development people win the negotiation game on a consistent basis. Others are consistently defeated. In this course, we ll explore why those that are defeated on a consistent basis make substantially larger concessions than necessary. You ll also learn some strategies used by negotiating champions.

4 Personality Profile Prospecting 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 is the LIFE BLOOD of Sales. Cold calling, networking, referrals, strategic relationships, business alliances, and leads are all discussed in this course with one thing in mind: Sales people get treated like second-rate citizens. If you look like a salesperson, act like a salesperson, or sound like a salesperson, you will be treated like a salesperson! This course will give you non-traditional ways to be more effective when performing the most critical function of sales. Purchase Habits The way you personally make major purchases will significantly impact your sales success because 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. Change the way you approach buying, and you will change the way you approach selling. DISQUALIFICATION is a systematic and unique approach to qualifying a prospect. Qualifying 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 attached checklist and make it part of your sales process before offering any proposal, quote or presentation.

5 Questions Relationship Building Advanced Principles Establishing the prospect s Fundamental Buying Motivation is the first step in the sales process. 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. The principles of communication and human interaction may be used to remove the barriers and risks associated with sales transactions for our prospects. In this course, we ll explore the advanced relationship building principles that go beyond the basics. Learn how Neuro-Linguistic Programming (NLP), Understanding Filters, Transactional Analysis, and Okay /Not Okay can be used to build the necessary relationships for maintaining relationships. People buy from people they like. People trust people like themselves. Relationship Fundamentals Sales Ladder People like and trust people like themselves or people that they would like to be like. Establishing rapport quickly and sincerely with your prospect is critical to helping them make the decision to buy your product or service. 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 with clients and prospects. 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.

6 Stress Management Defining the types of stress and understanding the causes can have great impact on the ability to cope. In this course, you will learn the cycle of stress and how to make it work for you. While some may never be completely stressfree, this course will give you a variety of ways to help manage the stress of others and your own. Dr. Sarno suggests in his book, The Mind Body Connection, that all health problems stem from repressed stress. From the common cold to damaged vertebra, repressed stress will negatively impact you and will manifest itself in your weakest point. Complete this course and manage your stress more effectively. What you learned from your parents, your first sales manager, and some of the sales training you have participated in previously may not truly support your sales process. Supportive Beliefs Beliefs and values always drive behavior. And behavior drives feelings. Therefore, the beliefs, behaviors and feelings we bring into a situation 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 suggested to abolish the beliefs that do not support sales success.