Syllabus
Building Professionalism in Sales 12 Commandment for the ethical salesperson (ethical??) The value of trust, a clients' perspective Why clients see you as unconcerned
The Sales Process How to acquire REAL prospects (what's a decision maker) The initial contact (what do you mean no yellow pages) Giving YOUR sales presentation Handling objections (you mean they may say NO?) Closing the sale Follow-up after the sale (you mean I could upsell?)
Building the Referral Network Put yourself in their shoes Referral Culture (word of mouth advertising) 70/30 rule
Time Management to Increase Sales 12 specific tips
Marketing Ideas (that work) How to create a successful brochure Successful website design tips Face to Face presentation (You mean I don't sell over the phone?) Media marketing tips
Preparing a Marketing Plan Week one Week two Week three Week ----
Marketing Scripts Demo of outgoing calls How to answer incoming calls
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