Overview
Personal Evaluation
The Winning Edge
Thirteen (13) Selling Skills
Personal Attributes
Outcomes and Objectives
Objectives
You will be able to:
*Develop self-awareness and self-understanding.
*Identify your strengths and areas for improvement.
*Assess your capabilities in the 13 key selling skills.
*Measure your self in the 24 personal attributes common to success.
*Set your objectives and outcomes for this program.
*Make the minor shifts necessary to create your "winning
edge."
"Who looks outside, dreams. Who
looks inside, awakes."
Carl Jung
Personal Evaluation
Requirements for professional development . . .
*Intellectual honesty;
*Emotional courage;
*Self-awareness, self-understanding.
Starting point - where are you now?
The Winning Edge
Success = knowledge + wisdom.
Identify... your skills, attributes, characteristics; sources
of strength, confidence.
Develop... your areas of excellence; get
a realistic grasp of your value.
Exploit... your best talents, nurture skills.
Don't... battle deficiencies.
Do... what you do best, like most.
Focus (of energy) vs. diffusion (of efforts);
Key... modify a known success.
Thirteen (13) Selling Skills
Rate yourself in the following key selling
skills: Today's Date is _______________:
1 - Exceptional 2 -
Strong 3 - Good 4 - Fair 5 - Unsatisfactory
1. Prospecting - sifting through large numbers of people
or businesses to find the ideal or best candidates for your products
and services. __________
2. Marketing - building relationships
and benefit bridges to your ideal prospects. __________
3. Telephoning - using the telephone to prospect, market
and get appointments. __________
4. Appointments - asking for and getting face-to-face meetings with people who are ready-to-buy or soon-to-buy. __________
5. Qualifying - assessing a person's state of felt dissatisfaction; the readiness to make a decision and take action. __________
6. Trust and Credibility - developing professional rapport and earning respect. __________
7. Questioning - the master selling skill; the ability to investigate, fact-find and elicit the important wants and needs of your client. __________
8. Demonstrating Capability - presenting solutions and benefits to explicit needs and recommending an appropriate course of action. __________
9. Handling Objections - answering questions, handling concerns and resolving issues. __________
10. Obtaining Commitment - asking for and receiving agreement from your client to proceed with your recommendation(s). __________
11. Follow-up - delivery and service. Reinforcing and expanding your client relationships; implementing an ongoing, value-added service commitment. __________
12. Referrals - continuous introduction to qualified new prospects from existing clients. __________
13. Business Management - ability to balance and manage time and activities necessary to run a profitable sales business. __________
Using the same 1 - 5 scale, rate your . . .
24 Personal Attributes
1. Attitude and Thinking _____________
2. Creativity, Imagination _____________
3. Responsibility _____________
4. Initiative (pro-activity) _____________
5. Flexibility - Openness _____________
6. Courage, Persistence _____________
7. Passion, Enthusiasm _____________
8. Personal Expectations _____________
9. Human Relations _____________
10. Sensitivity, Empathy _____________
11. Listening (receiving) _____________
12. Communicating (sending) _____________
13. Discipline _____________
14. Self-esteem _____________
15. Self-confidence _____________
16. Health/Appearance _____________
17. Risk Tolerance _____________
18. Results Orientation _____________
19. Think Win/Win _____________
20. Value Time _____________
21. Synergy with Others _____________
22. Decisiveness _____________
23. Commitment _____________
24. Personal Renewal _____________
Your Outcomes and Objectives
What was revealed to you?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
What do you want to achieve in your career?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
How will you know when you get it?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
What will you do to reach your objective?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
What is the first step you must take?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
My Personal Self-Assessment
My Selling Strengths Rating My Personal
Strengths Rating
1. ______ 1. ______
2. ______ 2. ______
3. ______ 3. ______
4. ______ 4. ______
5. ______ 5. ______
What I discovered about myself is . . .
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
What was revealed that will help me is . . .
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
Read Success Stories from a few of the thousands of people who have benefitted, including people you might recognize. These people are Maximizing their Sales-Ability and turning actions into measurable results.
Are you ready to enhance your sales and increase your profits? If so . . .
OR, call 1-800-94-SALES (947-2537). We'll
help you take the next step.
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12 Steps to Maximum Sales-Ability
101 Ways to Maximize Sales And Profits
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