Length:

9 group sessions, 2 hours each

3 one-on-one coaching sessions, thirty minutes each

Kickoff

• -What you can expect from Scholz and Associates and what will be expected of you.
• -Adult learning concepts.
• -How to be a top performer.
• -The Law of Process
• -The Formula for Success
•  

Success in Sales
- The Need To Reinvent Yourself
- Why is Sales Development So Important?
- The Importance of Balance
- Preparation For Success
- Success Qualities

The Buying/Selling Process
- The Buying Process
- Why Do People Buy?
- Evaluation of You and Your Company
- Decision Making
- The Selling Process

Your Personal and Professional Growth
- Attitudes
- Building Attitudes for Positive Results
- Resistance to Change

Prospecting Fundamentals
- Identifying Your Target Market
- Suspects vs. Prospects
- Creating Interest
- Finding More Prospects More Often
- Networking

Planning Your Success Part I
- The Role of Goals
- Criteria For Personal Goal Setting
- Rewards and Consequences
- Roadblocks to Success
- A Solution to Every Obstacle
- Action Steps and Dates
- Affirmation Techniques
- Visualization

Prospecting: Advanced Techniques
- Referrals
- Developing Referral Sources
- Centers of Influence
- The Sales Funnel

Communication Skills
- The Goal of Communication
- Using Questions to Stimulate Feedback
- Active Listening
- Nonverbal Communication

Getting Appointments
- Letters of Introduction
- Tracking Your Success
- Making the Phone Contact
- The Purpose of the Call-The Appointment
- The Screener
- Organizing Your Activities
- The ?S.I.T.? File

Planning Your Success Part II
- Professional Goals
- Criteria for Setting Professional Goals
- Different Types of Goals
- Short-Range Goals
- Long-Range Goals
- Tangible Goals
- Intangible Goals

The Introduction
- Gaining Confidence
- Pre-Call Preparation
- Personal Checklist
- Commitment Objectives
- The Buying/Selling Process
- The Importance of the Introduction
- Creating a Favorable First Impression

Gaining Favorable Attention
- Building and Maintaining Rapport
- Verbal Credibility
- Creating a ?Sense-Able? Picture

Discovering Wants and Needs
- The Transition
- Position Your Organization
- Effective Questioning Techniques
- Goal Questions
- Challenges
- Needs
- Four Need Categories

Building the Case for Action
- Reward Questions (Then Consequence Questions)
- Consequence Questions (Then Reward Questions)
- Obstacle Questions
- Wants
- Clarifying Techniques
- Confirming Techniques

Presenting Benefits and Consequences
- Effective Presentations
- Understanding the Situation
- Clarify Objectives
- Your Approach
- Features, Benefits, and Advantages
- Measurable Outcomes
- Time and Financial Expectations
- A Convincing Summary
- Impact Presentation Meetings

Getting Commitment and Follow-Up
- Proposals
- Requests for Proposals or Quotes (RFP or RFQ)
- Getting Commitment
- Follow-Up

Overcoming Obstacles for Continued Success in Sales
- Preventing Objections
- Handling Objections
- Preventing Stalls
- Handling Stalls
- Hidden Opportunities
- You Have the Power!

Individual Coaching Sessions

• -Turning what you have learned into performance
• -Developing your selling style
• -Creating your personalized Action Plan