Day 1
SECTION (A)
1. Image Management, Look Your Best
2. Take Pride in Your Profession
3. Get Motivated
4. Act like a Consultant
5. Be Obsessed - Be Resilient, Never Give Up
6. Remember your Commitments
7. Plan the Day Efficiently
8. Always Start Early
9. Believe that the Client Need you
10. Know your Competitors
11. See Potential Clients at Least 3 Times
12. While You Are on The First Visit,
Create a New Plan with Each New Prospect
13. Connect with Decision-makers
14. Treat the Gatekeeper as a Stakeholder
15. Know How to Develop Inter-dependent Relationships
16. Optimism - Maintain a Positive Attitude
17. Raise Tough Issues Yourself
18. Ask Yourself the Right Questions
19. Make your Sales Pitch Exciting
20. Never Underestimate the Prospect’s Intelligence
21. The Client will Negotiate
22. Be prepared for any Questions & Objections
23. Listen & Take Notes
24. Empathize - Understand the Customer’s Perspective
25. Don’t See the Prospect as an Adversary
26. Communicate That You Are a Person to Be Trusted
27. Take the Prospect’s Point of View
28. Never Focus on the Negatives
29. Understand the Importance of Prospecting
30. Social Selling via social media platforms like LinkedIn, Twitter, or Facebook.
31. Build up your Database
32. Prospect Effectively
33. Make Appointments Ahead of Time
34. Segregate your Clients according to their Business Volume
35. Mark & Place your Clients by Territory
36. Manage Your Time & Territory Efficiently
37. Only Spend Time on Qualified Leads
38. Emotional Intelligence - Manage Emotions & Understand How Others Feel
39. Control the Flow - Take the Lead During the Presentation
40. Beware of Trying Too Hard to “Convince”
41. Don’t Allow Distraction
42. Consider Yourself to Be a Messenger of Change
43. Learn the Art of Conducting a Great First Meeting
44. Establish Rapport
45. Learn How to Sell to the Different Customer Personalities
46. Use Evidence & People Proof
47. Engage the Prospect in Your Presentation
48. Put the Prospect’s Interest First
49. Be Prepared with your Defenses
50. Be Comfortable with Rejection – Don’t Panick
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DAY 2
SECTION (B)
51. Always Have a Backup Plan
52. Calibrate Body Language
53. Polish Your Inter-personal Skills
54. Improve your Communication Skills
55. Improve Your Sales Linguistic Skills
56. Tell the Truth, Never Assume
57. Don’t Get Fooled by “Sure Things”
58. Act Like an Equal
59. Show Confidence & Exude Enthusiasm
60. Take Quiet Time to Review & Think
61. Keep Sales Tools Organized
62. Keep Your Sense of Humor
63. Be Punctual, Arrive before the Time of your Appointment
64. Don’t Take Rejection Personally
65. Don’t Present Too Early
66. Start Making Sense
67. Verify Your Information
68. Prioritize, Don’t Apologize
69. Time Management: Prioritize Tasks Effectively
70. Get Competitive & Seize Opportunities
71. Strategize at Least Once Week in Advance
72. Keep Up to Date & Find Out What’s Changed
73. Know the 5 Steps of an Organized Sale Presentation
74. Trust-building Skills
75. Use the AIDA Concept
76. Get in the ‘Yes’ Answers
77. Know When to Compromise or Retreat
78. Review Important Questions Before the Meeting
79. Be 100% with your Product Knowledge
80. Improve your Technical Skills
81. Review After Each Sales Appointment
82. Learn to Use Questions to Your Advantage
83. Ask for the Close at Least 5 Times
84. Acquire & Apply Different Closing Techniques
85. Close Confidently & Be Assuring
86. Follow Up - Ask for the Next Appointment
87. Ask for Referrals
88. Never Walk Away Showing Disappointment
89. Tell Everyone You Meet Who You Work for an What You Sell
90. Prepared for Stand-Up Presentation
91. Know How to Make Your Product
or Service Fit Someplace Else
92. Give Speeches to Business and Civic Groups
93. Publish Blogs or Videos on Social Medias to share Insights
94. Establish yourself as an Expert
95. Keep in Contact with Past Clients
96. Never Delay, Always Take Immediate Action
97. Return Calls Immediately or Latest Within the Hour
98. Read Industry Publications (Yours and Your Clients’)
99. Future Selling
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