Module 1: Planning For Success
- Effective methods for setting goals and objectives
- Build a commitment to sales excellence
- Ensure success by planning your opportunity portfolio and key activities
Module 2: Think Right - Act Right
- Approach sales situations with confidence & power. Set the stage for buyers to want to do business with you
- Approach the selling business with the right "value add" paradigm
- Recognise and diffuse buyer preconceptions and enhance the receptivity of your buyer
Module 3: Buyer Motivators
- Understand the primary reasons why people buy
- Demand-driven thinking
- Improve awareness of buying motivators and flexibility in sales situations
Module 4: Think First - Strategic Planning
- Learn How to segment your market skilfully
- Identify the buying drivers and buying process of different types of prospect
- Identify where you will find the lowest hanging fruit and highest probability of success
Module 5: Politics and the Decision Making Process
- Learn how to ensure your proposal doesn't get blocked by someone who you are not in a position to influence
- Understand the difference between position and power
- Develop skills to build your relationships at the financial/strategic level rather than just the operational level
- Safe ways to "surf the network"
Module 6: Optimal Efficiency Prospecting
- Effective vertical market prospecting
- Secrets of highly effective geographic prospecting
Module 7: Secrets of Effective Appointment-Making
- How to achieve greater than 50% cold calling hit rate
- Understand how to apply 13 principles for increasing your hit rate
- Understand how to structure the phone call
- Develop the right thinking and approach to scripts
Module 8: Fundamentals of the Influence Process
- Understand the sale as a process of achieving key milestones
- Learnthe Equinox Selling System process of influence
- Dramaticallyimprove sales professionalism and results by routinely moving through the right stages in the right order
Module 9: Hot Button Selling
- Increase the reliability of your sales process
- Develop genuine skill in the way you go about questioning the prospect
- Focus the prospect's attention more skillfully during the sales interview
- Enhance awareness of buying motivators and increase urgency and desire
Module 10: Superior Prospect Qualification
- Ask 5 key questions up front that will halve you workload and double your success rate
- Learn the unambiguous tests to distinguish the genuine prospects from the tyre-kickers
Module 11: Self-Evaluation and Self-Training
- Utilise a number of Equinox's unique tools for self assessment and continuous improvement
Module 12: Translate Intangible Benefits Into Financial Returns
- Cost versus price - how to calculate the ral costs to offset against your price
- Learn how to quantify the intangibles you offer into financial returns for the customer
