Objectives:

• Introduction to the sales process
  • What is the Sales process?

• Step 1: Mindset & Goal setting
  • Mindset
  • Importance of Goal Setting
  • SMART Action planning
  • Knowledge/Skill/Discipline inventory

• Step 2: Prospecting
  • Resources
  • Time management
  • Developing your call template
  • Develop your Unique Value Proposition
  • Asking for the appointment

• Step 3: Sales Conversations
  • Pre-call planning
  • Exactly what to say
  • Overcoming objections
  • Asking for the business

• Step 4: Pipeline management and Win probability
  • How to build & manage a sales pipeline
  • Keeping your pipeline clean
  • Sales pipeline velocity
  • Sales forecasting