Curriculum
- 8 Sections
- 46 Lessons
- 26 Weeks
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- Introduction3
- Guiding Principle Number 1 - Develop a "Trust Based Relationship"A “Trust Based Relationship” is defined as “An existing or potential customer that recognizes and understands the added value and superior service provided by you and your organization and reciprocates through loyalty and by paying a higher cost than offered by the competitor for the same or comparable product.........................”13
- 2.11. Don’t ever treat a meeting or sales dialogue as anything but professional
- 2.22. Don’t ever make a sale just for the sake of making a sale
- 2.33. Don’t disrespect your competitor
- 2.44. Don’t send anything to a customer/prospect that is not grammatically correct and meticulous in every way
- 2.55. Don’t ever lie or fabricate to your customer
- 2.66. Don’t ever fall short of your commitments
- 2.77. Don’t ever try to sell without intimately knowing your products/services
- 2.88. Don’t ever make your customer wait
- 2.99. Don’t show frustration or anger
- 2.1010. Don’t be someone that you are not
- 2.1111. Don’t try to build rapport with an unknown personality
- 2.12Guiding Principle #1 – Summary
- 2.13Guiding Principle #1 – ASSIGNMENT3 Days
- Guiding Principle Number 2 - Planning and PreparationThroughout my experience working with hundreds of sales professionals, I've observed a recurring and significant issue: a widespread lack of planning and preparation. Many salespeople adopt a "fly by the seat of your pants" mentality.................5
- Guiding Principle Number 3 - Time is Your Most Valauable ResourceTime is your most valuable asset in sales, with only a limited number of hours each day to achieve your objectives. While having a daily plan is essential.............7
- Guiding Principle Number 4 - Go Get Em - New Prospects and CustomersCustomer attrition is an inevitable aspect of business, occurring due to factors such as natural turnover, bankruptcies, or competitive pressures. While strategies like vertical integration and internal growth can mitigate some losses.................7
- 5.120. Don’t even think about prospecting until you have maximized your current client base
- 5.221. Don’t smile and dial or fail by email
- 5.322. Don’t ever go into a discovery meeting ill-prepared
- 5.423. Don’t end a sales meeting without knowing the next steps
- 5.524. Don’t waste your time on low probability prospects
- 5.6Guiding Principle #4 – Summary
- 5.7Guiding Principle #4 – ASSIGNMENT3 Days
- Guiding Principle Number 5 - Overcoming the Price ObjectionIn sales, the emphasis should be on demonstrating the unique value you bring to the client rather than on pricing alone. If negotiations are predominantly about price, it often indicates that the client hasn't fully recognized the benefits and solutions you offer................5
- Guiding Principle Number 6 - Presenting Yourt Products and ServicesYou’ve completed the discovery phase by building rapport and asking thoughtful, strategic questions. You've sparked their interest and earned the chance to present your solution...................6
- Guiding Principle Number 7 - "Keep Em"You must be actively prospecting, but the challenging task of growing your business organically can be made easier by simply retaining your existing clients. Have a consistent nurture strategy in place...................7
- 8.132. Don’t ever contact a customer without something of value
- 8.233. Don’t take your customers for granted
- 8.334. Don’t be arrogant…..be confident
- 8.435. Don’t give your customer a reason to change
- 8.536. Don’t underestimate your competitor
- 8.6Guiding Principle #7 – Summary
- 8.7Guiding Principle #7 – ASSIGNMENT3 Days
