INTRODUCTIONS AND PRELIMINARIES.

 A. Introduction

 B. Learning and Expectation Contract

 C. Appointments.

 Course Objective 

 This course is primarily designed to provide you with the essential techniques and strategies to understand the sales process and how to overcome objections so that you can close more sales and exceed you targets.

 Key Learning Points 

•  Rapid Growth In sales Pipeline
•  Increase In Gross revenue
•  More Consistent sales Number 
•  Improved Customer Relationships 
•  Reduction in Market overheads 

 7 Pillars Of Selling & Customer Relationship Management

 A. Customer Prospecting.

 All various means employed in business to track, locate and attract new customers.

 B. Interactive Management

All actions designed to transform the prospective client who enters into contact with the business representatives into an active and effective customer.

 C. Relations With Customers

. Extent to which firms initiate, develop,maintain,and improve Relationships with customers.

 D. Understanding Customer Expectations.

 Identifying customers desires and supplying to those customers products and services that meet their expectations.

 E. Empowerment.

 The process a firm adopts to encourage and reward employees who exercise initiative , make valuable creative contributions,and do whatever is possible to help customers solve their problems

SESSION ONE

1.  Traits and Habits of Highly Successful Sales Professionals
2.  The Impact of Attitude on Prospecting and Selling

 A- Characteristics of Successful Professionals

 1. Love What You Do or Do What You Love. This requires interest. Stuck with a job you would rather not be doing? quit the job adopt a flank attack approach develop contemporary working skills introduce some level of interest

 2. Develop a Vision, Mission, Value and Goals Statement. A key distinction of a professional is the ability to shape the future. The starting point for this is a clear vision.

 3. Develop the Right Attitude. Attitude is the voice in our head, How we talk to ourselves, what influences how we either respond( Logic Based) or react ( Emotion based). Attitude influences results 50% to 100%, " same skill, different attitude, different results"

 4. Be Creative. If you do what others do, you will not be any different from other workers. But if you do with an improvement, such that your services is of better quality or more effective, then you will stand out, ahead of the pack.

 5. Seek Counsel. The information you obtain from mentors, books, seminars and workshop would undoubtedly go a long way to equip you for total success in the workplace.

 6. Get Organized. Self-organization simply means your personal and workplace activities efficiently to enable you gain effective control of your time, tasks and ultimately your career. This requires that you take steps to manage your time,tasks,paperwork,visitors and the telephone.

 7. Sell Yourself. Self-Marketing is the act of making others,especially your superiors know about what you have done and what you are capable of doing positively.

 8. Act Successful. You can effectively improve your personality simply by behaving as if you posses the desired characteristics of the desired personality. Create a success impression with your dressing, enthusiasm, confidence, dependability and resourcefulness.

 9. Be Patient and Persistent. There is no satisfying feeling in life that equals the feeling of accomplishment. This is what you will get if you have the patience to hang in there. And do hang in there!

10. Be A Good Team Player. In the pursuit of your goal, in your career and personal life, you must cultivate the assistance and good will of your superiors, colleagues and subordinates. No one can do it alone.

COMPREHENSIVE PATHWAYS TOWARDS SALES EXCELLENCE

•  Establish and maintain a positive attitude Believe in yourself set and achieve goals.
•  Make a plan. Establish long-term relationships.
•  Believe in your company and product
•  Be prepared
• .Learn and execute the fundamentals of sales understand the customer and meet his/her needs
• .Sell to help. .
•  Be Sincere
• .Qualify the buyer.
•  Be on time for appointments.
•  Overcome objections.

 PERSONAL AND PROFESSIONAL QUALITIES.

 Personal Qualities

•  A pleasing, positive personality 
•  Professional outlook: dress for success 
•  Exercise initiative. 
•  Create the future 
•  Continually improve.
•  Enthusiasm and persistence 

Professional Qualities

•  Knowledge of your company
•  Knowledge of your products and services
•  Knowledge of the industry 
•  Knowledge of the potential client
•  Effective communication skills
•  Brilliant on the basics

. SESSION TWO


 Prospecting Networking, 5 conclusions to begin 

•  Talent alone will not save you in today's economy
•  The traditional advice-more training and education-on its own will not save you.
•  No matter how self reliant, dedicated,loyal, competent, well educated, and well trained you are, you need more than you to save yourself.
•  You need a network, your network....every day! 

What Is Networking - Networking is getting known by those who can help build your business . - Networking is creating momentum toward business and career success. - Networking is getting with business contacts and turning them into customers and friends. -Networking is building and nurturing long-term relationships. -Networking is building a people resource bank that pays interest and dividends that compound annually for as long as you live.

 Important Things A Network Can Do.

•  Mirror, Mirror on the wall Know thine enemy through thine network
• .My network can help you expand your network 
•  Replaces the weakness of an individual with the strength of a group.
•  A network can provide you with the strength of a group.
•  Networking can help you help others.
•  Job security? Don't rely on the company, rely on your network
•  A network can expand your financial reach infinitely. 

Planning For Networking.

• What are my first-year networking goals?,
• Do i have the networking skills i need?, 
• Who is great at networking that i can call and get help from? 
• Where do i network?,
• Where should i network?, Where do my best customer network?,
• What are the three organization i should investigate and possibly join?
• And finally of the self questioning is Do i have the networking tools?. 

 FIVE BEST PLACES TO GO PROSPECTING/ NETWORKING.

• Alumni Clubs
• industry Association
• Social clubs
• Hobbies 
• Religious Groups Everywhere. 

 Guidelines for joining Organizations for Networking

•  Go where your prospects are to benefit, you must commit Remember that it takes time to build trust
•  Be there consistently and perform
•  A game plan is essential 
•  Give first 

Fundamental Rules Of Networking

• Pre-plan the event
• Show up early,
• Ready to move
• Looking professional, and full of cards. 
• Split up Walk the crowd at least twice 
• Target your prospect 
• Have your 30-seconds personal commercial down 
• Be happy, enthusiastic, and positive
• Do not waste time on non-prospects
• Eat early, Do note smoke, Do not butt-in 
• Finally, Stay till the end.

 How to Introduce your self to people

• Look people straight in the eyes-eye contact is important because it shows that you care and shows self confidence. 
• Smile- It is important to keep a nice smile. Your smile is your icebreaker. It draws people to you because you will look a happy, stable person
• Hand shake- a firm handshake demonstrates your self confidence, but be sure you don't break the other persons arm or hand :) . Just a squeeze and control hand shake, you will definitely gain your confidence Say your name and then repeat their name while saying -" its a pleasure to meet you John" or "nice to meet you John"repeating the person's name will help you remember their name and again , will also show you care. sure you introduce with both first and last names. 

How To Have A Great Conversation 

• Find out what the person is interested in
• You can even do some research when you know you will have an opportunity to talk with the person.
• Complimenting them is a great place to start. 
• Every one likes sincere compliments, and that can be a great ice-breaker.
• Ask questions. What do they like to do? what sort of things have they done in their lives? What is happening to them now? 
• Identify things about them that you might be interested in hearing about,and politely ask questions.
• Forget yourself. It is much easier to become interested in others than it is to convince them to be interested in you. If you are too busy thinking about yourself, you will never be able to relax.
• Introduce yourself, shake hands, then forget yourself and focus on the other person instead
• Practice active listening skills. Part of listening is letting the other person know that you are listening. 
• Make eye contact.Nod. Say' Yes', I See', "That's Interesting," or something similar to give them clues that you are paying attention and not thinking about something else- such as what you are going to say next. 
• Ask Clarifying Questions.If the topic seems to be one they are interested in, ask them to clarify what they think or feel about it. If they are talking about an occupation or activity you do not understand, take the opportunity to learn from them.Everyone loves having a chance to teach another willing and interested person about their hobby or subject of expertise.

 Having come to an end of my first phase of my book on Selling And Relationship Management Skills, my second phase open more light on the modalities of being a great Relationship Manager and the extent to which this can help empower several economical community in general.

For more inquiries, please contact me on the following:

 Tel- +2348035613947 + 2347025029286 Email- campbellikechukwu@yahoo.com