KEY AREA 1: PLANNING AND PREPARATION
MODULE 1.1: LEARNING THE SALES SCIENCE
In this module we are going to discuss how to pick up tips, ideas, techniques, and knowledge as to how to sell more and make more profit.
Here are some 21 tools you can call on to learn how to sell:
(you can find information on three of these tools on my website, see below for links.
For information on all the other tools please email craig@craiggoldblatt.com)
* Training Courses - CLICK HERE FOR MORE INFO
* Tips booklets - CLICK HERE FOR MORE INFO
* Sales Success Profiling - CLICK HERE FOR MORE INFO
* Books
* CDs
* Seminars
* Watching others sell
* Client questionnaires
* Networking meetings
* The Web
* E-Journals
* Sales magazines
* The Institute of Sales and Marketing Management
* Your colleagues at work
* Your boss (if you have one)
* Clients Annual Reports
* Sales Videos
* Your own dictaphone
* Your mistakes
* Your successes
* Psychometric testing
If you need to know which learning tools suit you for sales learning from any of the 21 tools listed above email me at craig@craiggoldblatt.com and I will help you to find the best tools available for your business. I spend a great deal of time looking through sales resources finding the best tools for learning - all you need to do is ask the question!
The professional speakers and trainers among us will know that if you practice what you preach you will become far more successful. I use 18 out of 21 of the tools listed above to keep learning.
Out of 21 how many tools do you use to grow as a sales person? Let me know how you scored - EMAIL ME!
How good are you in developing yourself as a sales person? Grade yourself out of 100 and let me know your result for this week - EMAIL ME!
Every day I am working with sales people and watching them sell.
Send me an EMAIL if you want to discuss any of the tools that I spoke about in this the very first in the Golden Cycle series of newsletter learning.
Saturday, April 08, 2006
Sunday, April 02, 2006
5 Key Areas to the Golden Cycle
THERE ARE 5 KEY AREAS OF THE GOLDEN CYCLE
1. Planning and Preparation
2. Introduction
3. Fact-Finding
4. Presentation
5. Referral and Completion
Within each section there are a number of disciplines to perfect.
The first key area of the Golden Cycle is Planning and Preparation.
Below you will find the 11 disciplines of this area:
THE 11 DISCIPLINES OF PLANNING AND PREPARATION:
1.1 Learning the Sales Science
1.2 Goal & Target Setting
1.3 Building Marketing Material.
1.4 PR & Credibility
1.5 Personal Appearance
1.6 Database & Report Management
1.7 Territory Selling
1.8 Prospecting & Lead Generation
1.9 Qualification of the Lead.
2.0 Campaigns & getting the ball rolling
2.1 Research & Client preparation
We need to make sure that we execute each of the 11 disciplines correctly before looking to introduce ourselves to a client.
In each Golden Cycle newsletter we will examine each and every module in turn from all 5 of the key areas. Grade your ability to execute each discipline out of 100. As we go through the modules and key areas let me know your scores. This will really help you to focus and improve your skills.
1. Planning and Preparation
2. Introduction
3. Fact-Finding
4. Presentation
5. Referral and Completion
Within each section there are a number of disciplines to perfect.
The first key area of the Golden Cycle is Planning and Preparation.
Below you will find the 11 disciplines of this area:
THE 11 DISCIPLINES OF PLANNING AND PREPARATION:
1.1 Learning the Sales Science
1.2 Goal & Target Setting
1.3 Building Marketing Material.
1.4 PR & Credibility
1.5 Personal Appearance
1.6 Database & Report Management
1.7 Territory Selling
1.8 Prospecting & Lead Generation
1.9 Qualification of the Lead.
2.0 Campaigns & getting the ball rolling
2.1 Research & Client preparation
We need to make sure that we execute each of the 11 disciplines correctly before looking to introduce ourselves to a client.
In each Golden Cycle newsletter we will examine each and every module in turn from all 5 of the key areas. Grade your ability to execute each discipline out of 100. As we go through the modules and key areas let me know your scores. This will really help you to focus and improve your skills.
Monday, March 20, 2006
The Golden Cycle
Over the past 2 weeks I had great feedback from many of you stating that it would be great if I would take you through the sales process.
Over the up and coming weeks I will look to share just some of the wonderful sales skills that I have built. I will give you a comprehensive guide through my Golden Cycle.
Why a cycle?
Most of us believe that to achieve best practice we need a beginning and an end to all that we do, the truth is our brains do not work that way and so neither does your clients!!!
We need to aim to have a long standing relationship with our clients and as a sales professional we are not planning a beginning and an end to these relationships. To build this relationship and grow our business we need to be continually planning and researching, introducing our clients to new methods and ideas, fact-finding what the client needs, presenting our solutions and gaining referral business. This is a continual relationship, a continual cycle, a “Golden Cycle”.
This cycle has helped me to more than double my business turnover in the last 6 months.
Over the up and coming weeks I will look to share just some of the wonderful sales skills that I have built. I will give you a comprehensive guide through my Golden Cycle.
Why a cycle?
Most of us believe that to achieve best practice we need a beginning and an end to all that we do, the truth is our brains do not work that way and so neither does your clients!!!
We need to aim to have a long standing relationship with our clients and as a sales professional we are not planning a beginning and an end to these relationships. To build this relationship and grow our business we need to be continually planning and researching, introducing our clients to new methods and ideas, fact-finding what the client needs, presenting our solutions and gaining referral business. This is a continual relationship, a continual cycle, a “Golden Cycle”.
This cycle has helped me to more than double my business turnover in the last 6 months.
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