Empowering Leaders
Sales Development Program Detail
SUCCESS IN SALES
Overview
Success in Sales Requires Reinvention
Why is Sales Development so Important?
Preparing for Change
The Importance of Balance
Success in Sales Requires High Standards
Embarking on the Journey
THE BUYING/SELLING PROCESS
Overview
The Buying Process
Evaluation of You and Your Company
The Selling Process
ATTITUDE DRIVES SUCCESS
Attitudes
Building Attitudes for Positive Results
Ability and Motivation
Success Requires Change
PROSPECTING AND MARKETING
Prospecting
Suspects vs. Prospects
Creating A Marketing Plan
Engaging Gatekeepers
Your Sales Funnel
Creating Interest
Summary
EMERGING SALES (alternative to Prospecting and Marketing Chapter)
Overview
Procurement Sales
Territory Management and Sales
PROCESS FOR GOAL ACHIEVEMENT
Overview
The Importance of Goals
The Components of the Goal Setting Process
The Four Types of Goals
Criteria for Effective Goal Setting
Affirmation Techniques
Visualization
COMMUNICATION SKILLS
Communication and Behavioral Preference
The Power of Questions
Active Listening T
ips for Active Listening
Nonverbal Communication
THE INTRODUCTION
Gaining Confidence
Being Prepared
Making the Best First Impression
Position Your Organization
The Commitment Objective
Creating a Favorable First Impression
The Importance of the Introduction
GAINING FAVORABLE ATTENTION
Building and Maintaining Rapport
Verbal Credibility
Creating a “Sense-Able” Picture
DISCOVERING WANTS AND NEEDS
An Important Transition
Effective Questioning Techniques
Discovering Your Prospect’s Specific Needs
Five Need Categories
Discovering What Your Prospect Wants
Building the Case for Action
Reward Questions (Then Consequence Questions)
Consequence Questions (Then Reward Questions)
Obstacle Questions
Clarifying and Confirming Techniques
PRESENTING BENEFITS AND CONSEQUENCES
Effective Presentations
Understanding the Situation
Clarifying Objectives
Your Approach Features, Benefits, and Advantages Measurable Outcomes
Time and Financial Expectations
A Convincing Summary
GETTING COMMITMENT AND FOLLOW UP
Proposals
Getting Commitment
Follow Up
OVERCOMING OBSTACLES AND STALLS
Preventing Objections
Handling Objections
Preventing Stalls
Handling Stalls
Hidden Opportunities
You Have the Power!
The Challenge