This program is designed for sales professionals who measure their success by building a profitable business, solving their clients' needs, earning respect from their peers and competitors, and enjoying repeat and referral business from their accounts.  It is a complete training program designed to provide "how to skills" which can be used before, during and after the sales call.

Before the sales call: 

"Excellent salespeople think and act as owners of their sales careers.  Mediocre salespeople think and act as representatives of their company."

  Attitude makes the difference.  Self-confidence, commitment and a strong work ethic determine your overall effectiveness in selling.  In order to achieve your full potential as a professional sales person, you must have the proper attitude about:  

• Yourself

• Your products and services

• Your company and industry

• Your prospects and clients 

Why do customers prefer doing business with one sales person over another?  The reason is that some sales people know how to build an instant relationship by establishing trust and instilling confidence.  

During the sales call: 

"The number one rule in effective communication is to first understand, then be understood."

Professional sales people demonstrate effective inter-personal communication skills.  Selling is a communication process which focuses attention on the customer's needs, sustains his interest, reinforces our professionalism and credibility and leads to a successful "win/win" decision. 

Throughout the entire selling process, it is critical to be creative and look for "unique" solutions in order to solve the prospects' problems.

After the sales call: 

"It is impossible to be too thorough or too complete."

Follow up with any promises you made.

Follow up for clarification of any issues.

Apprise the prospect of any changes or updates.  

After the sale is made:       

"The sale is the end of the courtship...  then the marriage begins.  How well the marriage does depends on the vendor"

A necessary requirement for the long term professional relationship between a customer and vendor is an on-going contact to measure the client's satisfaction and perception of the service.  The first sale may be made on promises of  price and delivery, but all subsequent sales are earned through performance.  

Time Management/Territory Control: 

"We can't manage time.  We can only manage our behavior."

Effective time management is extremely critical for sales professionals.  In order to take control and maximize the potential of our accounts and sales territory, we must develop a business attitude, proper work habits, and an effective strategy to accomplish our specific sales goals.  Time management crosses all boundaries in the selling process.