The Ultimate Sales Development Process

Program Description

• Developing the art and science of sales.
• Developing time-tested human relationship skills.
• Teaching people how to sell.
• Bridging the gap between knowing what to do and actually doing it.
• Supporting the company's vision and goals in the sales and business development area.

Program goals:

• To increase the knowledge, skills and positive attitudes of participants.
• To foster personal accountability in obtaining results.
• To produce increased sales for the client.

Features:

• Process of personal development, developing individuals and developing the organization.
• Clarifies how to set clear expectations in the sales force.
• Promotes action and results.
• Contains a holistic approach to the life of a salesperson.
• Contains a step-by-step formula for success in selling.

Topics covered

• Developing a personal vision of success.
• Goal-setting.
• Self image development.
• Professionalism in selling.
• Profitable client strategies - developing a plan for increased business.
• Prospecting effectively.
• Building relationships.
• Asking questions to learn how you can best help the prospect.
• Summarizing your understanding.
• Presenting your ideas in a concise, effective manner.
• Building trust - the salesperson's most valuable tool.
• Recognizing buying signals.
• Asking for action.
• Handling objections.
• Developing win-win results.

Top

Program materials

• Lesson Manual containing all relevant concepts
• Audio library for efficient, effective learning
• Action/application binder - learning exercises that support the process.
• Win-Win goal plan.
• Daily Effectiveness Check for building weekly habits.
• Self-evaluation survey for "before and after" measurement of needs and growth.

Program methodology

• Paced learning allows the learner to understand and assimilate information over time:
• Paced learning provides greater understanding and behavioural change for sustainable, measurable results.
• Focuses on changing behaviour. Precursors for such change are: Open mind to see things from a different perspective, Awareness of the need to change, Willingness to make the effort to change

Building awareness of the need to change is the first step. Many people find professional assessment tools are a valuable way to help people create this awareness.

Length of Program

Ten weeks if facilitated weekly.

ACCISS Program (PDF)