Modules

Getting Started

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

PRESENTATION SKILLS I

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

PRESENTATION SKILLS II

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

CLOSING THE SALE

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

FOUNDATIONAL SALES I

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

FOUNDATIONAL SALES II

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

ADVANCED SALES SKILLS

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

CUSTOMER SERVICE

  • Using the Telephone to Sell
  • Ensuring Customer Satisfaction
  • Up Selling
  • Thanking Customers
  • 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

view pdf
See Module Titles and the Schedule of Each Module