This document outlines the key elements of an effective sales process. It emphasizes developing the right attitude, people skills, selling skills, and professional knowledge. It stresses smart work over hard work and outlines the wheel of sales activity, including prospecting, planning, selling, and service. It presents the pyramid of success with attitude, interest, method, and energy at the base leading to success. It provides guidance on working at the next level and introduces new ideas to meet expectations. It lists seven conditions for success and stresses the importance of hope, planning, persistence, and a positive self-image. It also outlines the steps of an effective presentation and the four phases of a sales process from gaining attention to closing the sale.

1. THE PROCESS

2.  Proper Attitude
 People Skills
 Selling Skills
 Professional Knowledge

3. SMART WORK
NOT
HARD WORK

4. THE WHEEL OF ACTIVITY
Prospecting
St ud
y
Planning Se lling
Or
n al O
Ac ther
so t iv
ity
er
Se
P
rv
ice

5. THE PYRAMID OF SUCCESS
Success
Method
Energy
Attitude
Interest

6. WORKING AT
THE NEXT
LEVEL

7. The Ability to Introduce
New Ideas, Meet Expectations
And Implement Them...Means
Cash!

8. Seven Conditions for Success
Conception of what we want.
Confidence that we can attain our goals.
Concentration on what it takes.
Consistency in what we do.
Commitment of emotional energy.
Character of high quality.
Capacity to enjoy the process along the way.

9. WORKING
FLAT OUT FOR
A PURPOSE
Means Setting a Base

10. A world incapable
of change is a world
without hope . . .

11. A salesperson
capable of
hope . . .

12. . . . is a hopeful
salesman.

13. The 3 P’s for Success
» Plan to achieve
» Persistence in the face
of obstacles
» Positive self-image

14. Perfect Planning Prevents Poor
Performance
PREPARING, REHEARSING
and then USING
a PROPER PRESENTATION
Helps ATTITUDE,
MIND and most of all
CLOSING

15. What is your
presentation
like?

16. Does it change
with every
client?

17. THE 7 STEPS
OF A PRESENTATION
INTRODUCTION
FACT-FIND
PRESENT PROBLEMS
PROVIDE SOLUTIONS
CLOSE
ADMINISTRATION
REFERRALS

18. THE 4 PHASES OF A SALES
ATTENTION
I NTEREST
DESIRE
ACTION

19. QUESTION:
When does the
close begin?

20. ANSWER:
When you
leave the
house.

21. THE RECORD
WHO DOES WHAT BY
WHEN