Introduction

• Paradigm shift – The seller in the 21st century;
• What changed? What hasn’t changed?
• What can we do?
• The 7 guiding principles model;

The purpose principle (goal setting)

• Setting and achieving goals:
  – “Zoom in” long term vision, objectives, specific actions;
  – The principle of SMART objectives;
  – “Flight plan” dynamic management of long-term objectives;
  – 8 common mistakes in achieving the objectives;
• from know-how to applied aptitude;

“People won’t care how much you know until they know how much you care” Relationship Principle:

• Communicate assertively with your clients/ Active listening;
• How to ask questions to explore customer needs, influence and challenge customers;
• Non-verbal communication;
• Personality traits and communication styles; how to manage relationships with diverse personality types;
• Reality vs. Perception;

“It’s not magic – it’s engineering” (Sales as a process):

• What is and what it’s not the “sale”;
• Do you want 100% out of the sale process?
• Process construction and optimal sequentiality.

The principle of the 3 P’s (Preparation Precedes Performance):

• The principle of the 3 P’s and not planning risks;
• Goals set/ Visit planning;
• Client profile determination;
• Territory and personal activities management;
• Preparation of the presentation.

Listen to WII FM:

• What the seller sells and what the customer buys;
• Characteristics – Advantages – Benefits;
• Offer positioning;
• Performances and differences vs. Needs and wishes;

“We love to buy, we hate to be sold something” – building a successful presentation:

• Types of presenting, efficient methods? (pros and cons);
• The basic principles when building a presentation;
• Key concepts for success in sales;

“Action beats inaction.”

• The sales funnel;
• The 4 primary fears of humans;
• Surpassing mental barriers;

Summarize

This course is dedicated to:

• Sales consultants from any type of organization, in charge of complex sales;
• Managers who do not work in the sales department and want to understand the sales advisory process;
• Entrepreneurs.

• The course’s approach is unique, by using concepts like “zoom in”, “flight plan”, “the three P’s” etc., that propose changing the old paradigm, aiming to present the sales process in an original and constructive way;
• The applicability of the course is immediate, as the information and new skills can be put into practice starting with the second day.