This series of courses is designed to support the seller obtain the fundamental knowledge they need to sell.

These courses would be pre-requisites to many of the other courses.

1. Functional Product, Service and Company Knowledge
2. Competitor Analysis to identify your Unique and Distinctive Selling Points

• Strategic Sales Plan - 116 page e-book(PDF)
• Strategic Sales Plan - 2 page check list (PDF)
• Tactics to Implement each of the Steps in the Diagnostic Strategic Sales Plan

This series of courses is designed to help sellers fill their pipeline and manage the process including:

• Qualify the prospect and project
• Multiple Contact Methods
• Prospect Strategy Planning and Management
• Reference Materials

• Profiling & Qualifying Prospects
• Identify Key Decision Makers by the Roles They Play
• Establish Trust and Rapport Quickly and Easily

• Telephone Cold Calling
• Voice Mail Strategy
• Networking
• How to Ask for Referrals
• Passive Letter Contact Leveraging Strategy
• Interest Mailer Contact Leveraging Strategy
• Keep In Touch Contact Series

• Teleblitzing
• Ratio Management
• Funnel Management
• Time and Territory Management
• Goal Setting

• Conditioning the Mind for Success (8 page guide (PDF)
• Prospect Management (Excel) Spreadsheet (sort capable)
  • Sample Word doc file ABC Co for Spreadsheet. (for ease of use, save in same folder as the Prospect Management Spreadsheet)

Understanding how different personality preferences can influence your interaction with others in a positive way.

This course is based on the work of Carl Jung and of the mother daughter team of Myers and Briggs

• Interpersonal Communications Strategies

Additional Communications Courses

• Active Listening Skills
• Managing Customer Expectations
• Business Email Etiquette

• 15 Clues to let you know an account may be leaving you
• 10 Methods to Build and Strengthen Relationships
• 9 Ways to Reassure the Customer

Three "consultative value selling" models are available to help create the ultimate objection free sale.

Each model is a stand-alone model and each one incorporates components of the previous models.

FAB/TEA provides the basics of customer engagement and selling value. Provides the foundation for creating and using a strategically designed interview.

FAB/TEA Value Selling Model

ACE is the intermediate level, incredibly powerful value selling model based on the Value Selling Strategies model below and incorporates the FAB/TEA.

A.C.E. Value Selling Model

VSS model is used for both small ticket items and multi-million dollar sales conducted in-person or over the phone.
[Includes full audio program]

Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)

Value Proposition helps break the "irrational customer loyalty bond." This presentation format is appropriate for any of the three value selling models.

Value Proposition - Presentation

• 9 Question Structures
• 20 Presentation Strategies
• Priority Prospect / Project (P3) Strategy Sessions - e-book plus two page instruction guide (PDF)

• Research the Prospect's Critical Business Plans Processes, and Competitive Selling Environment
• Benefit Question - how to create attitudes
• Blocking the Competition
• Closing Strategies of the Masters

Objection Handling

Objection handling involves three primary strategies:

1. Prevent
2. Preempt
3. Respond

The Competitor Analysis tells you the objections you will get. The Response course deals with Preemption strategies as well as how to answer the "unanswerable" objection.

• Objection Preventing
• Objection Responding

Master Reference Module Support Materials

• Objection Prevention and Response Strategies developed for the 85 Most Common Sales Stopping Objections

This course teaches seven core human interaction principles to create a win-win solution.

A case study development worksheet supports learning and is used to prep for real-life negotiation scenarios.

• Principled Negotiations

• Email consultation on questions related to content and applications for currently active participants.