Master Sales Training

First impressions set the tone of every meeting. This lesson takes it from both the buyer and seller's point of view. What do each see and what does each expect. How can the sales pro put their best foot forward no matter who they are dealing with, and at the same time expect to understand and interpret the micro signals in a prospect's body language.

The main purpose of a sales pro is to make a sale. The sale is predicated upon the buyer's true motivation. The motivation revolves around fulfilling the wants, needs and desires of a prospect. Fulfillment implies a lack of something on the part of the buyer - and that's a problem. Solving that problem then becomes the most important role of the sales pro.

Product knowledge is critical in almost all sales situations, To get to the next level, however, it takes more than that which is provided by the company support materials. This lesson explores some of the options available to the motivated sales pro.

Competing for business in the open marketplace and against the unknown forces in the age of the internet requires something extra. Knowing all the key elements to create your own strategy to compete successfully will propel the average sales person into a sales pro on their way to becoming a master.

Emotions are what drive 90% of sales. Not just for the seller, but more importantly for the buyer. This lesson focuses on the interpretation of explicit body language, eye movement, tone etc. Understanding emotions and interacting with them in a productive manner improves the Sales Pro's success rate in almost all meetings.

Although NLP is not an exact science and covers a wide area of human interaction, some areas related to selling need to be understood. This lesson explains two important concepts: Anchoring and Rapport. Using both to your advantage during certain meetings will certainly add to your overall success rate.

It is critical to any successful sale that the prospect be ready, willing and able to buy. This lesson explores the methods to determine the real decision maker in order to avoid the most non-productive use of time - trying to sell to the wrong buyer or decision maker. It provides some of the basic questions needed to discover the power behind the purchase.

This graphical lesson insures that you can determine the four distinct personality types - Driver, Analytical, Expressive, and Amiable. It includes personality characteristics, examples of each, as well as the best methods and closing techniques in order to sell them without being dissed as just another sales person.

There is a dominant sense that we use to input information into our brains when we are in a sales meeting. This lesson explores the clues that help a Sales Pro determine the more effective method of communicating with a prospect - either through a visual or pictorial method or auditory stimulation.

Finding new business is a necessity in any enterprise. This lesson explains the procedures and methods used to uncover qualified prospects, from referrals to conferences while branding yourself as an expert. In addition, there are steps to use when making cold calls in order to build long-lasting relationships and getting new business, as well as the best way to prepare for the process.

Explaining each function of an organized procedure from the first encounter with a prospect that includes examples is the focus of this lecture. Although the "Presentation" isn't always used in some sales situations, it is by far the most useful of any tool available. Having an organized way to meet and qualify your prospect and then obtain the information you need to provide a solution to their dilemma and then close the sale requires a detailed outline or road map.

This part of the presentation is the heart of determining the real motivation behind a prospect's desire or needs. This lecture includes a explanation of how and when to ask the right questions as well as a real world situation in which using the "Discovery" provides an unexpected solution to a typical client problem.

This lecture probes deeper into the art of asking questions using two completely opposite scenarios that include both a retail consumer and a corporate business meeting. Although each uses different questions, the principles remain the same.

This short lecture is used to explain the purpose and procedure for allowing your prospect to confirm in their own words exactly what they want, need or desire as part of the presentation process. Confirming the facts of a meeting removes any doubts as to what the prospect really wants and is willing to pay for, creating a stepping stone to the close.

Although this concept has been around for a long time, using it properly is still one of the most effective ways of demonstrating the usefulness of any product or service. In this lecture, an example is used to explain the concept that can easily be adapted by anyone for any purpose. There is also a suggested procedure for developing an FAB for your own product or service in the form of an assignment.

Negotiating is the necessary in any sales situation. There are many sales people who have not really thought about the complexities involved. In this lesson, the six rules to negotiate provides insight into the principles of this important aspect. Using Captain Butler as the example demonstrates how easily these rules apply to any selling situation.

This covers the Affordability Close, Daily Cost, Alternative Choice, Assumptive Close using examples with Captain Butler. Supplemental material covers the Asset Close, Ben Franklin, Be-Back, Bonus, Discount, Contrast, Calculator and Direct Close

This lecture includes the Emotional Close, Golden Bridge, Guaranteed Price, Now Close, The Quality Close. The supplemental material covers the Desperation Close, Drawing Close, Economic Opportunity, Elitist, Rational and Requirement Closes.

The Take-Away is a seemingly simple concept that is far more difficult to execute than what appears on the surface. This lesson explains this very effective closing tool and explores the appropriate situations in which it should be used. It also includes the do's and don'ts to make this an important part of your arsenal of closing tools.

There is a well-developed procedure for dealing with objections, no matter how difficult or obstructive to the sale. Using simple psychology concepts, this lesson outlines a path to successfully overcome all objections from uncovering the real reason for hesitation to providing the appropriate questions and underlying motivation behind the objection.

Negatives are also objections, but more aligned to a prospect or client's attitude than the more common money, time, features, or use. This lesson explores how to deal with difficult clients who have either legitimate complaints or simple misunderstanding due to poor communication or some other equally unnecessary perceived malfeasance.

This lecture provides the framework for the 5 types of phone calls most commonly used to create new business from appointment setting to customer relations. Using real life examples and a procedure that includes preparation, developing a quality list of prospects, asking the right questions, closing the sale and follow-up for future business.

Knowing how and when to present money during a sales presentation can prevent the common errors associated with what seemed like an easy sale into a complicated defensive battle. This lecture covers the importance of timing in relationship to value; the rules to presenting the price and how and when to use discounts to improve your closing ratio.

There are very few Master Sales Pros unfamiliar with the Rule of Three. On the other hand, there are those who have never heard of the concept. Here is a short lecture on a simple psychology routine that can be applied to any sales situation. It is beneficial to seller in terms of easy of use in relaying information, and equally beneficial to the prospect allowing them to more easily understand even the most complex product demonstration.

Although I am philosophically opposed to social media, there are certain aspects that can be utilized to help produce new business. This lecture explains how to make the most out of using the smallest amount of time interacting with all social media, from prospecting for new clients to reversing the roles and providing up to date information and feedback to your client base.