Hot New Item

Power of Sales Magnetism



Selling Is Changing – Are YOU?
+ Add to Cart

Free Monthly Newsletter

Register Now

Upcoming Seminars

Richmond Area
How To Plan 2009 In 20 Minutes…And On One Sheet Of Paper
Tuesday, December 2, 2008
Seminar Registration

Raleigh Area

Mastering Sales Magnetism Detailed Syllabus

In each two-hour session, you will focus on mastering different sales topics. Each lesson is a building block to your success and is designed and facilitated for maximum retention. In addition to the classroom discussion on the topics, you will complete exercises and set weekly goals to ensure the immediate application of the materials. Don’t worry; there’s no fluff or theoretical B.S. All of your class work is directly related to achieving your real-world sales goals.

Here is a list of the lessons along with a brief description of the information you’ll learn:

Lesson 1: Introduction to Sales Magnetism and Principles of Sales Magnetism * – In this lesson, you will learn about the concept of Sales Magnetism and how it is different from Consultative Selling, as well as other more Traditional Selling methods. With Sales Magnetism, you will learn how to “attract more business” by not acting like a “typical” salesperson.

The foundation principles of Sales Magnetism will also be discussed so that you have a thorough understanding of how you should interact with prospects and clients that will remove all sales pressure and result in significantly stronger relationships, as well as much higher closing ratios. In addition, the following topics will be addressed:

• Changing Habits – Since your habits control your actions, it is important to understand and analyze how your specific habits are helping or hurting your performance. You will go through exercises and examples to identify and strategize how to create better sales (and life) habits.
• Enhancing Visibility, the F.A.M.E. Model – You will discover how to increase your Visibility with your selected markets. You will learn how to implement the F.A.M.E. model of Visibility by building Focus, Awareness, Memorability and Expertise.
• Increasing Credibility, the Six C’s – With every interaction with prospects and clients, your credibility increases, decreases or remains the same. You’ll review the six C’s of Credibility to determine how you can consistently improve your position and deepen your relationships.
• Attitudes – Everyone understands that attitudes are important, but you’ll learn how your attitudes impact your success and how you can control and shape them for maximum results. You’ll discover how to sinc your subconscious and conscious minds for unlimited positive power.

* Lesson 1 is a half-day lesson. All others lessons are two hours each.

Lesson 2: Mastering Goal Achievement – You will learn how to create and write meaningful goals using the S.M.A.R.T.Y. criteria. This will provide you with the foundation for your weekly, monthly and class goals.

In addition, you will find out how to achieve your goals with a proven process that overcomes obstacles, develops solutions, outlines action steps, creates deadlines, assigns responsibility and identifies motivating rewards and penalties. You will develop a detailed sales goal for the duration of the Sales Magnetism class. From this master goal, you will create and be held accountable to weekly sales goals by your Sales Magnetism facilitator.

Lesson 3: Developing a Prospecting System – Most salespeople operate on a “wing and a prayer.” They do a little of this and a little of that with no clear and deliberate plan. You’ll discover how to overcome this ineffective approach once and for all. You will develop a systematic process for prospecting based on your goals.

You will also review common pitfalls associated with prospecting so you can create a fool-proof process for consistently reaching or exceeding your goals.

Lesson 4: Bull’s Eye Marketing – In this lesson, you’ll learn how to narrow your marketing and prospecting focus by identifying those buyers that are most qualified to purchase, as well as the ones that you are best-suited to serve.

You’ll go through specific exercises and analysis to determine who the absolute best prospects are for you and how they can be quickly and easily identified. By streamlining your prospecting and sales efforts on the right Bull’s Eye Market, you will be able to position yourself as a specialist and eventually a sought-after expert.

Lesson 5: Creating a Killer Positioning Statement – Most salespeople fail to truly differentiate themselves with their contacts in order to be memorable and create more referral opportunities. In this lesson, you will complete exercises and discuss what makes you unique in the eyes of your customers and how you can exploit that your advantage in the marketplace.

You will craft a concise and compelling Positioning Statement to address the common question, “What do you do?” A response that you can give that will set you apart from your competitors and generate immediate interest. You will also develop follow-up statements which will enhance your credibility and engage others.

Lesson 6: Checkpoint One – In this lesson, you will have a chance to review all the lessons you’ve completed to-date. This is a great time to evaluate your progress and your numbers to make sure that you are on target for reaching your goals and that your prospecting system is working for you. If you have specific challenges, you will receive help to address them.

Lesson 7: Warming Up Calls – Connecting with prospects is a critical initial step with prospects. In this lesson, you will script out and role play an effective calling script and develop pre-approach strategies that will set you apart and create immediate interest with your prospects. This includes writing introductory letters and e-mails that will get read and not trashed. You will also master the calling process, whether it’s a warm or a cold call, to get more appointments.

Lesson 8: Mastering Networking – You will learn to be at ease in any networking environment and take advantage of making the right connections that will yield immediate opportunities, as well as long-term results. You will discover the simple truths and techniques that you can implement to turn new contacts into clients and referral sources.

Lesson 9: Communication Strategies – In this lesson, you will review communication strategies and develop specific goals to improve your listening and communication skills. Exercises to reinforce proper communication skills will be used. You will also learn the importance of body language and how you can read it for clearer understanding.

Self-esteem and empathy will be reviewed as it impacts the communication process between you and your buyer. You will use your Emotional Quotient Assessment to determine what strategies you need to implement to improve your communication style. In addition, you will learn the differences in the way men and women communicate and how to use that information to form stronger relationships.

Lesson 10: Testing For Fit – For a sale to take place, the buyer is first choosing the person and then the company. In this session, you’ll learn how to test for personal, company and needs/wants fit with your prospects. The personal connection is paramount for creating loyalty and establishing credibility, but most salespeople don’t ask the appropriate questions.

Understanding needs is critical, but it’s not enough in today’s competitive environment. You will discover how to go beyond uncovering needs to get to the emotional wants of your prospects. By doing this effectively, you will be able to clearly differentiate yourself from your competitors and dramatically improve your closing ratios.

Research indicates that 86% of all salespeople ask the wrong questions and 82% fail to differentiate themselves from their competitors with the questions they ask. In this session, you will learn to ask the “right” question that you get you the information you want and have your prospects ready to do business with you.

Lesson 11: Maintaining & Building Relationships – Once the relationship is established with a client or a prospect, it’s important to further nurture and develop it to create unbreakable customer loyalty. You will develop a contact plan for your clients based on three distinct categories that will give you stronger relationships, more repeat business and more referrals.

You will also learn how to conduct yourself in ways to become a “trusted advisor” and resource to your clients. By creating value, you will be able to avoid being treated like “just another vendor.” Consequently, you will eliminate the threat of competitors with your key accounts.

Lesson 12: Role Play – In this lesson, it’s time to put it all together. You will role play a meeting with a prospect and receive specific feedback on your performance. You will be evaluated on your ability to connect, listen and communicate, as well as develop a warm introduction, set the ground rules, determine personal, company and needs/wants fit.

Lesson 13: Individual Coaching Session and Sales Magnetism Review – In this lesson, you will review your goals and your sales system to make sure that you are on target. Time will be spent discussing any areas that need to be addressed to help improve your effectiveness.

Lesson 14: Managing Your Time & Your Territory – You will learn how to focus on high priority tasks and get more done. In this lesion, you will address the issues and obstacles that keep you from reaching your potential. You will also learn how to dramatically improve your productivity by using a three-part time system that will get you immediate results.

Lesson 15: Individual Coaching Session – This lesson is designed to address your personal and professional challenges. Time will be spent on the specific challenges and issues that you want to work on so that you have direction and an action plan to move forward.

Lesson 16: Habit Review – In this session, we will concentrate on those areas that are still having a negative impact on performance. You will identify habits that are holding you back and create a 30 day action plan to address the habit that is having the biggest negative impact on your performance. In addition, you will create a process to review and correct other negative habits in the future.

Lesson 17: Individual Coaching Session – This lesson is designed to address your personal and professional challenges. Time will be spent on the specific challenges and issues that you want to work on so that you have direction and an action plan to move forward.

Lesson 18: Creating a Magnetic Mindset & Review – This is the last official lesson in the Mastering Sales Magnetism program. You will review the ways that you can continue on your journey of self-improvement by creating a magnetic mindset. The principles and strategies of this program will be discussed as it relates to your ongoing success strategy.