Module 1: Planning For Success
HOW TO PLAN & SET UP AN OPTIMAL CORPORATE SALES OPPORTUNITY PORTFOLIO
- Effective methods for setting goals and objectives
- Ensure success by planning your opportunity portfolio and key activities
Module 2: Building Your Credibility and Charisma
HAVE CUSTOMERS WANT TO DO BUSINESS WITH YOU
- 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
- Ask the really powerful questions that enhance your believability and charisma
- Genuinely distinguish yourself from the crowd of other sales people
Module 3: Double Your Sales Output by Doubling Your Time
LEARN HOW TO INCREASE YOUR TIME BY ERADICATING TYRE KICKERS
- Ask the customer 5 key questions up front that will halve your workload & double your close rate
- Apply some simple tests that enable you to eliminate half your lost sales thus giving you back half the time you waste
- Turn away the tyre kickers and have them thank you for it
- Eliminate resistance
Module 4: Principals of Motivation
UNDERSTAND THE PRINCIPALS OF MOTIVATION & AVOID MAKING COSTLY ERRORS
- Understand the reasons why people buy and how you can harness these buying motives for better service and sales
- Demand-driven thinking - by thinking like they do, you can meet their needs much better and close more business
- By improving awareness of buying motivators you can increase flexibility in sales situations
Module 5: Create a Rich Flow of New Opportunities
LEARN HOW TO CREATE A LOT MORE QUALIFIED SALES OPPORTUNITIES
- When you get half your time back, you can use it to generate a lot more opportunities
the key is to do the right things! - Learn how to create a rich flow of new opportunities
- Learn how to go and get exactly the type of customers you want
- Learn where to find andhow to find the best opportunities
Module 6: Fundamentals of the Influence Process
IMPROVE YOUR HIT RATE BY LEARNING A HIGHLY DEPENDABLE PROCESS OF INFLUENCE
- Understand the sale as a process of achieving key milestones in the customers' mind
- Learn the Equinox Selling System process of influence
- Dramatically improve sales professionalism and results by routinely moving through the right stages in the right order
