SalesYear Topics and Lessons

SalesYear includes 52 stand-alone lessons designed to deliver practical sales know-how in an easy format.  The lessons are divided into 12 different sales topics with four lessons on each topic.  You have the flexibility to work through the lessons systematically or pick and choose based on your team’s needs.

Here’s a complete list of the 12 topics and individual lessons in each SalesYear kit:

• 21 Most Important Things Salespeople Want to Know
• 20 of the Dumbest Things That Salespeople Do
• The 20 Greatest Sales Truths Ever
• 21st Century Selling:  It's A Brave New World

2: Positioning

• How to Position Yourself for Sales Success
• The Role of Professionalism and Image to a Selling Career
• The Role of Social Proof and Persuasion in Successful Selling
• The 6 Ps...What to Do Before You Ever Get in Front of a Prospect

3: Prospecting

• Networking
• Are You Talking to the Right People?
• How to Turn a Suspect into a Prospect
• Why Is Your Prospect So Difficult?

4: Pre-Call Planning

• The Power of Pre-Call Planning
• Pre-Call Planning in a Nutshell
• How to Effectively Prepare for the Appointment
• Planning and Scheduling:  What's the Difference?

5: Setting and Making Appointments

• How to Use Effective Telephone Techniques
• 8 Ways to Build a Positive First Impression
• Why Opening Is More Important than Closing
• How to Effectively Engage Your Prospect

6: Asking the Right Questions and Listening

• Your Single Greatest Weapon, Part 1
• 9 Ways to Improve Your Listening Skills
• Your Single Greatest Weapon, Part 2
• Five Secrets to Being a Great Listener

7: Making an Effective Presentation

• How Does Your Sales Presentation Measure Up?
• Secrets to Giving an Effective Sales Presentation
• Skills Needed to Deliver a Successful Group Presentation
• What's All This Feature/Benefit Stuff Anyway?

8: Presenting Price

• How to Get Your Price
• How to Sell Against Lower-Priced Competition
• How to Beat Your Competitor's Price…Every Time
• How to Overcome Budget and Timing Excuses

9: Overcoming Objections

• Four Ways to Mentally and Emotionally Respond to Stalls and Objections
• The Magic of Identifying Objections
• The Role of Tension, Resistance, and Objections
• Steps to Negotiation Mastery

10: Value-Added Selling

• Value, Customer Care, and Profits
• How Much Value Do You Bring to Your Customers?
• How to Make Yourself Invaluable to Your Customers
• How Good Is Your Guarantee…and How Well Do You Back It Up?

11: Finalizing Sales

• Asking Your Prospect to Buy Is How You Make the Sale
• If You Can't Close a Sale, You Don't Have a Sale
• Three Tips to Help You Reinforce the Sale
• The One Single Characteristic All Buyers Have in Common

12: Motivation and Sales Self-Confidence

• Common Traits of the Top 10% of Sales Performers
• How to Build Your Self Confidence
• How Do You Constantly Stay Motivated and Perform at Your Peak Level
• How Important is Handling Rejection for a Sales Professional?

Bonus

• Sales, Stress and Pressure
• The Most Closely Guarded Secret in Sales
• The Biggest Secrets of Handling Difficult Customers
• How to Be a Success Story in Sales