"This is some of the best sales training that I have seen in a long time! I really like your plan which goes beyond 'rote learning' to real teaching, and learning, of techniques which can become a part of their professional beings."
-Garry Harris, AmeriPride Services

Step One - Principles of Sales: We start by grounding your salespeople in the basic underlying principles of successful selling. Topics include: Defining Sales and Why Salespeople Sell; Control–Who Wants it, Who Needs it, and Who Really Has it; The Three Customer Types–Acquisition, Development, and Retention; Understanding the Sales Funnel; Defining Your Sales Cycle; and Being the Dynamic Salesperson.

Step Two - Dynamic Questioning: In Steps Two and Three we cover the basic building blocks of selling skills–Questioning and Positioning Statements. Questioning skills covered include: Open Ended Probing Questions: Closed Ended Probing Questions; Trial Closing Questions; Power Questions–the Salesperson's Best Tool; Drilling Down; Question Organization and Flow.

Step Three - Statements That Sell: The second basic building block of sales is the Positioning Statement. Individual topics covered include: Creating Statements that Sell; Avoiding Powerless Statements; Powerfully Responding to Customer Questions; Putting the Benefits First: Why Benefit/Feature Statements Beat Feature/Benefit Statements Every Time.

Step Four - Prospecting: All successful salespeople prospect. We show your people the best practices in selling, including: Sources of Prospect Data; Creating Prospecting Times; Cold Calling the Painless Way; Farming your Referral Crop; and Capturing Prospect Data.

Step Five - Qualifying: We demonstrate the best way to qualify and feed prospects down the sales funnel. Topics include: Defining the Qualified Prospect; Making the Initial Contact; Who to Contact; and How to ask Qualifying Questions.

Step Six - Setting the Appointment: We show your salespeople how to get in front of the right people to sell. Topics include: Successful Telephone Habits; Who to Ask for the Appointment–and Why; Qualifying the Decision Maker; Getting the Prospect's Attention in Fifteen Seconds or Less; Asking for the Appointment; and Gaining Commitment over the Telephone.

Step Seven - Preparation: Salespeople that prepare win sales. We show your salespeople how to prepare for selling the Sell Like You Mean It!™ way. Individual units are: Sources of Prospect Research; Mystery Shopping your Prospect; Learning Corporate Priorities; Preparing Questions; Preparing Sales Tools.

Step Eight - The Initial Interview: Salespeople never get a second chance to make a first impression. We teach your salespeople how to win the sale from the moment they walk in the door, using topics including: Dressing for (Sales) Success; The Receptionist and Reception Area; Observing the Client's Office for Clues; Rapport Building the Right Way; Dynamic Openers; Needs Analysis–the Foundation for the Sale; Presenting to Needs; Qualifying the Decision Making Process; and Gaining Commitment for the Next Step.

Step Nine - Creating and Presenting Proposals that Sell: In most sales situations, the Proposal is the salesperson's opportunity to win the sale. Topics that help your salespeople win include: Defining a Proposal that Sells; Knowing What to Include in the Proposal - and What Not to Include; The Use of Sales Literature in the Selling Process; The Face to Face Presentation–Re-covering the Client Needs; Involving the Customer in the Proposal; and Where to Insert Trial Closes.

Step Ten - Dynamic Closing: If there's one part of the selling process that scares both salespeople and customers, it's Closing. We take the "fear" out of closing with our Dynamic Closing segment, which covers: The Close–the Natural Part of the Selling Process; Seven "yeses" Before the Big Yes; Setting the Closing Arena; Earning the Right to Close; Closing the Painless Way; and Helping the Customer to Buy.

Step Eleven - Overcoming Objections: For successful salespeople, the first objection is the best selling opportunity. Your salespeople will learn: Questions vs. Objections and Telling Them Apart; Handling Objections the Dynamic Way–the Clarify/Isolate/Resolve Model; Avoiding "Sales Words;" Gaining Customer Agreement; and Re-Closing.

Step Twelve - Follow Up: One of the weakest and least-taught aspects of selling is what to do after the sale–yet most customers are won for life, or lost forever, in this period. We show your people how to do it the Sell Like You Mean It!™ way, with topics like: Being a Good Winner; Following Up for Good Service; Asking for the Referral; Requalifying the Customer for Development or Retention Efforts; and getting High, Wide, and Deep. We also show your salespeople how to win while losing this sale in: Why a Loss Can Be Your Best Win; Keeping the Bridge Whole; Following Up and Starting the New Sales Cycle.

Sell Like You Mean It!™ is designed as a 16 hour course. It includes quizzes, reviews, and role-playing units over each step. Participants wrap up with a course evaluation. To learn how you (or your people) can sell the Sell Like You Mean It!™ way, Contact Us or go to the information page for Sell Like You Mean It!™ Live.

Sell Like You Mean It!™ can be customized to your company's needs, and can include specific product training, case studies, etc. For information visit our Custom Sales Training page.

We also train sales managers to help their sales people Sell Like You Mean It!™ Find out about Sales Management training.