Click on the subtopic on the left for further details.

Selling Fundamentals

• What is NFFBNCOC Selling?
• How are decisions made?
• How do personal needs differ from corporate needs?
• What is "THE GRID"? Why should we care?
• Which personality style is "best"?
• Presentations, site visits, negotiations: First or Last and Why??
• What is the registration exercise?
• How do you use Business Cards?
• How do you use Brochures?
• Why is speed your friend?

Selling to Senior Executives/Locating and Accessing Power

• What are the 10 Secrets which Superstars call upon when working with Senior Level Executives (CxO's)?
• How do you get the attention of: CEO's, CFO's, COO's, CIO CPO's?
• How do you respond to: "Don't go over my head to call on Mr. Big"?
• What is organizational alignment?
• What are the characteristics of a "CxO"?
• What's a "CxO" Letter? How do you write a "CxO" letter?
• How do you follow up a CxO meeting?
• What is the difference in preparation for a senior level executive meeting?
• How do you conduct yourself at the meeting?
• What is the proper presentation format for a CxO meeting?
• What are the secrets of Board-Level Selling?
• What role does a consultant play?
• What role does a partner play? What are their needs?
• What is the pain chain?

Planning, Preparation, Questioning

• What is a "Naked" call?
• Each call begins with?….
• Ends with?……
• What is Win-Loss?
• You're in your car on your way to a new account. What should you do?
• Landmines: What Are They? How Do You Deploy? How Do You Avoid?
• What is questioning drill down? What are you uncovering?
• Account Qualification Strategy:
  (Be My Personal Cash Cow) account qualification strategy?
  - The Fabulous Five:
  
  • B
  • M
  • P
  • C
  • C

Presentation Skills

• What's the Tell, Tell, Tell presentation Format?
• Why must you customize?

Handling Objections

• What are the 8 steps to handling any objection?
• How do you construct an Objection Vaporizer™?
• How do you use the Objection Vaporizer™?
• What are the 7 best practices related to handling price pressure?

Selling Value

• What are the 7 best practices related to handling price pressure?
• What is the Value Matrix?
• How does Account Control assist you in selling value?
• What do customers want when they ask you for a quote or price?
• How do you use the hierarchy to sell value and relieve price pressure?
• Why should you "never" quote your product?

Negotiations

• How can good negotiation skills directly increase a company's stock price?
• The biggest negotiation sin: make sure it's fully baked
• What are the 8 key questions to answer before negotiating?
• What is “the trade matrix”?
• What role does initial selling price, ROI, & TCO have in negotiations?
• Why negotiate only with decision makers?
• Why must you know your competition and client?
• Who's “Chip” and why must you anticipate his moves?
• Why must you know your “walk” position
• Who's the lone ranger and why is he dead?
• Why must you understand your contribution margin?
• What are snail negotiations?
• What is piece-meal negotiation and why must you never, ever, negotiate piece-meal?
• The most powerful negotiation tool: I'm just a caveman!
• What is the negotiation follow-up letter and what purpose does it serve?
• What is the “win letter” and what purpose does it serve?
• What is the “close plan letter” and what purpose does it serve?
• What is the “agreement status and resolution document” and what purpose does it serve?
• How do you win with e-sourcing and on-line reverse auctions
• What are the four golden questions to ask when your customer says: “Your price is too high”?
• When should you provide a formal quote for your product?
• At what point in the selling process is your price discussed?
• How do you handle hostile negotiations?
• When in the selling process do negotiations begin?
• Who shoots first in a formal negotiation and why does it pay to be a gentleman?
• Why should every offer include an expiration date? What can you do if the client lets the expiration date pass but still wants the same deal?
• When are terms and conditions discussed?
• Should the hardest issues come first or last?

Closing Sales

• What is the biggest negotiation sin?
• Define Closing?
• What are the 9 types of closes?
• What is a close plan letter and how do you use it?
• How do you use Contingent P.O. & Binding Letter of Intent

Best Practices

This section contains practices you must know, including:

• How to "use" business cards effectively
• How to sign into an account
• When business gifts are appropriate
• How best to organize your territory attack plan
• When to incorporate Power Selling vocabulary
  

Winner's Attitude

The field of Sales provides a rewarding yet challenging profession. There is a wealth of literature available on the value of employing a winning attitude in a sales career. One could spend weeks and months ingesting popular philosophy on this subject. Practically speaking, however, there are some basic suggestions which are instantly useful and can be immediately deployed in a sales setting. In his seminars, Dan demonstrates the use of attitudinal tools with real-life scenarios. By way of example and discussion, concrete and simplified lessons emerge, encouraging sales persons to follow the path of sales winners. The attendees leave the seminar armed with concrete and simplified ways to motivate themselves and those around them.


Consultative Selling | Strategy | Execution