C128 — Top 10 Sales Secrets

Module One: Getting Started
• Icebreaker
• Housekeeping Items
• The Parking Lot
• Workshop Objectives

Module Two: Effective Traits
• Assertiveness
• Emotional Intelligence
• Solve Problems
• Close
• Case Study
• Module Two: Review Questions

Module Three: Know Clients
• Research
• Customer Values
• Customer Needs
• Anticipate Needs
• Case Study
• Module Three: Review Questions

Module Four: Product
• Know Your Product
• Believe in the Company/Product
• Be Enthusiastic
• Link Product to Customer’s Values
• Case Study
• Module Four: Review Questions

Module Five: Leads
• Sift Leads
• Time vs. Cost of Pursuing Leads
• Let Go of Leads Going Nowhere
• Focus on Positive Leads
• Case Study
• Module Five: Review Questions

Module Six: Authority
• Develop Expertise
• Know Your Competition
• Continue Education
• Solve Customer Problems Using Authority
• Case Study
• Module Six: Review Questions

Module Seven: Build Trust
• Testimonials
• Be Transparent
• Be Genuine
• Take on Customers’ Point of View
• Case Study
• Module Seven: Review Questions

Module Eight: Relationships
• Listen Actively
• Communicate Often
• Rewards
• Build New Relationships
• Case Study
• Module Eight: Review Questions

Module Nine: Communication
• Be Prepared, Not Scripted
• Use Humor
• Be Yourself
• Thank and Reward
• Case Study
• Module Nine: Review Questions

Module Ten: Self-Motivation
• Value Your Work
• Reward Achievements
• Focus on Success
• Do Not Procrastinate
• Case Study
• Module Ten: Review Questions

Module Eleven: Goals
• SMART Goals
• Long-Term Goals
• Short-Term Goals
• Track and Modify
• Case Study
• Module Eleven: Review Questions

Module Twelve: Wrapping Up
• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluations