FCP Webinar week 1 - 2 March 2011

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The document discusses sales training and empowerment. It covers identifying and overcoming negative baggage associated with sales through a 4-step process of acceptance, presence, replacement of meaning, and affirmation. It also outlines a 6-step sales process involving exploring, finding problems, focusing on commitment, empowering clients, ensuring certainty, and evaluating. The document recommends assigning trainees to use a buddy system for accountability and support in practicing sales skills and scripts between training sessions.

Increasing your Sales Competence, Confidence & Cashflow Copyright 2010 | REV Sales Ltd Sales Foundation Certificate Programme

EMPOWERMENT Copyright 2010 | REV Sales Ltd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

EMPOWERMENT Copyright 2010 | REV Sales Ltd ,[object Object],[object Object],[object Object],[object Object],[object Object]

14 Needs & Wants are Surface level The Emotional Iceberg

15 People Don’t Understand where their Needs & Wants come from

16 You’ll Always meet resistance until you help your clients find what’s driving their Needs & Wants

Copyright 2010 | REV Sales Ltd 1. E xplore ,[object Object],[object Object],[object Object],[object Object],[object Object]

Copyright 2010 | REV Sales Ltd 2. F ind Problems ,[object Object],[object Object],[object Object],[object Object]

Copyright 2010 | REV Sales Ltd 3. F ocus on Commitment ,[object Object],[object Object],[object Object],[object Object]

Copyright 2010 | REV Sales Ltd 4. E mpower ,[object Object],[object Object],[object Object]

Copyright 2010 | REV Sales Ltd 5. C ertainty ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Copyright 2010 | REV Sales Ltd 6. E valuate ,[object Object],[object Object],[object Object],[object Object],[object Object]

Support and Accountability Strategies - part 1. The Buddy System. Copyright 2010 | REV Sales Ltd ,[object Object],[object Object],[object Object],[object Object],[object Object]

Assignments for next week Copyright 2010 | REV Sales Ltd ,[object Object],[object Object],[object Object],[object Object]

Next Week Copyright 2010 | REV Sales Ltd Sales Process Tracking and measuring your sales stages Reports & Metrics

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1. Increasing your Sales Competence, Confidence & Cashflow Copyright 2010 | REV Sales Ltd Sales Foundation Certificate Programme

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4. 14 Needs & Wants are Surface level The Emotional Iceberg

5. 15 People Don’t Understand where their Needs & Wants come from

6. 16 You’ll Always meet resistance until you help your clients find what’s driving their Needs & Wants

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15. Next Week Copyright 2010 | REV Sales Ltd Sales Process Tracking and measuring your sales stages Reports & Metrics

Editor's Notes

People don’t understand where their Needs & Wants come from