In Module 1 alone you will learn:

Strategy 1: Understand the Timeless Truth About Sales: It's All About Money*

• What you are really selling
• Why it's important to know how your clients count their money
• Where to get outside information about publicly and privately held companies
• How to get inside information from key personnel

Strategy 2: Learn to See Things Objectively*

• How to achieve both the inward- and outward-focused objectivity necessary for sales success
• How sales winners assess their own skills, attitudes and behaviors
• The risks associated with wishful thinking
• Four critical keys to successful selling
• New business behaviors worth the risk of trying
• The real story behind one decision-making process

Strategy 3: Get into Shape for Selling Bigger*

• The four types of skills, attitudes and behaviors all sales professionals need to develop and to maintain
• Four categories of magazines and the websites you need to visit regularly
• How to develop your own research tools
• How to differentiate yourself and build credibility with your prospects' C-level executives after you gain access
• Tactics for building the executive demeanor you need to sell to C-level executives

Strategy 4: Enhance Your Communication Skills*

• How buyers pigeonhole sales people and what you need to be seen as credible
• How to increase the effectiveness of your e-mail and voice mail communications with customers and clients
• Tips to improving written and oral communication skills
• E-mail and voicemail as avoidance
• The importance of listening and what to listen for
• How to become proficient at asking the questions that will move you ahead in the sales process

Strategy 5: Transform Yourself from a Salesperson into a Businessperson*

• Why executives don't like to buy from salespeople
• Eight behaviors and traits of sales winners who are businesspeople
• How to get the information you need to provide business value to your prospects' executives
• Questions you need to ask yourself before your customer does
• The most important element of business know-how

Strategy 6: Become an Expert in the Industry into Which You Sell*

• Why the vertical market approach has never been more important
• Four basic approaches to becoming knowledgeable about your prospective buyers
• How "selling in the well" will make you more successful
• Eight benefits of selling within a niche

Strategy 7: Get into a Competitive State of Mind*

• Why you need to get into a competitive state of mind
• The two questions you must ask yourself every day to protect your livelihood
• How to sensitize yourself to competitors' activities
• How to stay ethical and still win in today's sometimes-unfair competitive battles

Terri Robinson, President
Phoenix, Arizona
Phone: (602) 233-8410 Fax: (253) 322-1387