Module Overview
Module 1
Understanding Sales
What is a Salesperson?
Understanding
– Why People Buy – AIDA
– Product Knowledge
– F.A.B.
Think Tank: Let’s Practice
– My Wheel of Skills
– Self-Analysis
– Room for Improvement
Module 2
What Does Your
Company Offer?
– Delivering a Value Proposition
– F.A.B. Process Understood
– Why Your Company? (Company Differentiators)
Think Tank: Let’s Practice
– F.A.B. Process Review
– Comprehension Check
– Differentiators Worksheet
– Performance Test
Module 3
Who Are
Your Clients?
– Existing Clients – ICP
– Developing existing business
– What to look for in new clients
– How to prospect
Think Tank: Let’s Practice
– Write Down Your Company ICP
– Develop Existing Business
– Three New prospects
Module 4
What To Do Next?
– Resistance = Opportunity
– Answering With Questions
– Getting Help From Experts
Think Tank: Let’s Practice
– Practice Your Questions
– Resistance Role Plays
Module 5
Get An Agreement
– What is an Agreement?
– Reading Buying Signals
– Asking for Action
– Yes … What Next?
Think Tank: Let’s Practice
– What is an Agreement?
– Reading Buying Signals
– Asking for Action
– Yes … What Next?
You Are A
Salesperson!
Final Evaluations
Planning for the Future
Weekly or Final Report
