Roadmap: Sales

SALES TEXT OUTLINE

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

A 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
  • Tips 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

  • Overview
  • Building and Maintaining Rapport
  • Verbal Credibility
  • Creating a “Sense-Able” Picture

DISCOVERING WANTS AND NEEDS

  • Overview
  • 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
  • Summary

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

  • Overview
  • Proposals
  • Getting Commitment
  • Follow Up

OVERCOMING OBSTACLES AND STALLS

  • Overview
  • Preventing Objections
  • Handling Objections
  • Preventing Stalls
  • Handling Stalls
  • Hidden Opportunities
  • You Have the Power!
  • The Challenge

SALES ACTION PLAN OUTLINE

INTRODUCTION TO PERSONAL ACHIEVEMENT

  • The Nature of Goal Setting
  • Your Action Plan—An Overview
  • Guidelines for Initial Goal Achievement

DREAM INVENTORY

  • Introduction to Dream Inventory
  • Dream Inventory
  • Checkpoint

SELF-EVALUATION

  • You As A Total Person
  • Life Wheel

MENTAL DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Mental Strengths
  • Where I Stand Now Narrative
  • Goal Categories

SOCIAL DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Social Strengths
  • Where I Stand Now Narrative
  • Goal Categories

PHYSICAL DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Physical Strengths
  • Where I Stand Now Narrative
  • Goal Categories

FINANCIAL/CAREER DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Financial/Career Strengths
  • Where I Stand Now Narrative
  • Goal Categories

FAMILY LIFE DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Family Life Strengths
  • Where I Stand Now Narrative
  • Goal Categories

ETHICS AND BELIEFS DEVELOPMENT

  • Self-Evaluation Questionnaire
  • Past Achievements/Ethics and Beliefs Strengths
  • Where I Stand Now Narrative
  • Goal Categories

SETTING GOALS AND ESTABLISHING PRIORITIES

  • Introduction
  • Mental Development
  • Social Development
  • Physical Development
  • Financial/Career Development
  • Family Life Development
  • Ethics and Beliefs Development

GOAL PLANNING SHEETS

  • Instructions
  • An Example
  • Goal Planning Sheets
  • Final Checkpoint

ORGANIZATIONAL GOALS PROGRAM

  • Overall Organizational Goals
  • Overall Professional Goals
  • Departmental/Division Goals
  • Position Description
  • Instructions
  • Worksheet

PRODUCTIVITY

  • Definition of Productivity
  • Evaluation Questionnaire – Productivity
  • Goal Categories – Productivity
  • Setting Goals and Establishing Priorities – Productivity
  • Setting and Planning Goals – Productivity

SALES SKILLS

  • Definition/Description – Ideal Salesperson
  • Evaluation Questionnaire – Sales Skills
  • Goal Categories – Sales Skills
  • Setting Goals and Establishing Priorities – Sales Skills
  • Setting and Planning Goals – Sales Skills

TIME MANAGEMENT

  • Time Analysis Instructions
  • Time Evaluation Matrix
  • Time Summary Form
  • Evaluation Questionnaire – Time Management
  • Goal Categories – Time Management
  • Setting Goals and Establishing Priorities – Time Management
  • Setting and Planning Goals – Time Management

BUILDING A MARKETING PLAN

  • Evaluation Questionnaire – Building A Marketing Plan
  • Specific Marketing Communications
  • Specific Sales Strategies
  • Goal Categories – Building A Marketing Plan
  • Setting Goals and Establishing Priorities – Building A Marketing Plan

GOALS SUMMARY

  • Instructions
  • Goals Summary Sheets

GOALS ACCOMPLISHED

  • Instructions
  • Goals Accomplished Summary Sheets