Getting Started

• The 5 Minute Sales Coach Overview
• Assessing Skills
• Setting Personal Sales Goals
• Time Management for Salespeople
• Your Value Message

FOUNDATIONAL SALES

• Prospecting for the RIGHT Customers
• Pre-Call Planning
• Getting the Appointment
• Selecting & Using Sales Literature
• Using Social Media to Sell

INTERMEDIATE SALES

• Gaining Credibility
• Uncovering Customer Needs
• Asking the Right Questions
• How Buyers Buy
• Listen Up

ADVANCED SALES

• Understanding Business Acumen
• Selling on Non Price Issues
• Value Added Selling
• Territory SWOT Analysis
• Strategic Territory Planning

CLOSING THE SALE

• Presenting Your Solution
• Overcoming Objections
• Closing Techniques
• Supporting After the Sale
• Asking for Referrals

PRESENTATION SKILLS

• Selling vs. Informing
• Audience Analysis
• Build a Presentation in 5 minutes
• The Opening
• The 6 C’s of Trust

ADVANCED PRESENTATION SKILLS

• ERASE Doubt
• Handling Questions
• The New Rules for Visual Aids
• Delivery Skills
• The Closing

CUSTOMER SERVICE

• Using the Telephone to Sell
• Ensuring Customer Satisfaction
• Suggestive Selling
• Best Practices for Customer Service
• Dealing with an Upset Customer

BUSINESS DEVELOPMENT

• Balance Sheet & Income Statement
• Setting Prices, Cash Flow & Profit
• Budgeting and Forecasting
• Key Business Ratios
• Help Grow a Customer’s Business

LEADERSHIP

• Work-Life Balance Assessment
• Take Action to Bring Balance
• Measure Initial Results
• The Long Term Plan
• Celebrating Success

*Module titles subject to change

See Module Titles and the Schedule of Each Module