Monthly Sales Team
Training & Activation Program

MODULE 01

Connecting With People

• Why people are different.
• Why do we connect with some people and not others?
• What relationships are based on?
• Why must we adapt?
• Where do our customers fit in?

MODULE 02

Foundations of Business Development

• Knowing where you are in the selling cycle.
• Accountability to when the next step will happen.
• Are you advancing with your customers?
• How do we all do this?

MODULE 03

The 3 Key Things We Sell

• What is it we sell to clients?
• How are we different?
• How do we articulate value?
• How do we speak to the emotional & logical triggers people make decisions on?
• Differentiating yourself

MODULE 04

Creating Opportunities

• The prospecting process broken down into simple steps.
• Taking prospecting to the next level.
  
• Why are referrals so powerful?
• What happens with change?
• How can we maximize our relationships?

MODULE 05

Using Social Media As A Powerful Sales Tool

• Orientation and immersion into social media.
• Social media overview - The key players.
• The basics you need to know about social media.
• How you can use social media for prospecting.
• How you can use social media for prospecting.
• Why it is important for you to use social media.
• The Do’s and Don’ts of social media as a sales person.
• Using social media to your advantage.
• Tips for your online profile.

MODULE 06

Getting Access to Decision Makers

• How to connect and avoid ghosting.
• How can we get through to people?
• Creating value so decision makers want to meet with you.
• It is easier to start up and go down.
• How to deal with the pushback.
• How not to be a pest.

MODULE 07

Impactful Face to Face Meetings- Asking Questions

Building Stronger Relationships By Asking Better Questions

• The better you are at asking questions, the better your customers will be.
• The different styles of questions.
• Are we getting all the information we need from our questions?
• What is the strategy for questioning?
• Asking the right questions with the end in mind.

MODULE 08

Impactful Face to Face Meetings- Enhanced Listening

Enhancing Your Ability To Become A Better Listener

• Listening is a learned skill.
• Advanced listening techniques.
• Analyzing how you stack up as a listener.
• Understanding that you can never "listen" yourself out of a sale.

MODULE 09

Preparing For Power Meetings

• Doing your due diligence and investing time to prepare.
• Nothing we can do will replace preparedness & readiness.
• Meeting Agendas - Why are we meeting?
• How to break through the uneasiness of a first meeting.
• Separating yourself from your competitors.

MODULE 10

Dealing With Pushback & Conflict

• Are objections a good thing?
• Why do people object?
• How do we defuse conflict?
• How do we handle objections?
• What is our response to an objection?

MODULE 11

Advancing The Process

• Are we asking for the business?
• Do we know how to ask for the business?
• Is our timing right to ask for the business?
• What methods are we using to ask for business?

MODULE 12

Ensuring Your Success – Time & Activity Management

• What are we paid to do?
• Don’t confuse the story with the step.
• Where are we spending our time?
• Are we balanced and grounded?

MODULE 13

How To Sell Yourself As A Trusted Advisor

• Creating your own personal brand.
• How are you different than your competition?
• Standing out in a clutter world.
• Understanding your personal “Muscle”.

MODULE 14

How To Continue To Advance – Creating Your Painted Picture

• Goal Setting Strategies.
• Daily, Weekly and Monthly Personal Quotas.
• Developing your quarterly and annual Painted Picture Goals.