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.

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

2. EMPOWERMENT Copyright 2010 | REV Sales Ltd The real cause of our BAGGAGE We have the feeling We label it (I’m scared, vulnerable, no good, loser, broke...) We add meaning to it What trips us up is not the sales activities themselves... It’s the meaning we attach to sales!

3. EMPOWERMENT Copyright 2010 | REV Sales Ltd 4 Step Baggage Buster Stopping fighting it, stop making it wrong! Accept it, go with it. Be with it. Feel the emotion Stand back from it and park it to the side. Replace the MEANING so it empowers you, AFFIRMATION

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

7. Copyright 2010 | REV Sales Ltd 1. E xplore Open Questions Avoid Problems Avoid Solutions Play to your strengths Use exploring questions sparingly

8. Copyright 2010 | REV Sales Ltd 2. F ind Problems 3 Types of Problem Qs Identification Exploration Ownership

9. Copyright 2010 | REV Sales Ltd 3. F ocus on Commitment Test Understanding Anything else? Gain Commitment Trial Close

10. Copyright 2010 | REV Sales Ltd 4. E mpower Articulate their needs in terms of wants Elicit Objections Gain Permission

11. Copyright 2010 | REV Sales Ltd 5. C ertainty F.A.B.E.C Use their words Provide certainty Pre-frame important questions Describe relevant benefits Ask for the business twice Have a Future-Paced conversation Alternative close

12. Copyright 2010 | REV Sales Ltd 6. E valuate Keep them thrilled and excited! Tell them what they can expect Reduce their anxiety, increase their excitement Backend marketing systems Keep your word

13. Support and Accountability Strategies - part 1. The Buddy System. Copyright 2010 | REV Sales Ltd A valuable buddy relationship for your business. Why? And how to create one. Assignment for this week: work out your System with your Buddy post details on FB Group report in next week’s class: what worked / didn’t work & changes you’ll make

14. Assignments for next week Copyright 2010 | REV Sales Ltd Probs your business solves - share on FB. Script: continue working on your script, roll-play with buddy Sell: present your script to at least 5 prospects and record results for next week Empowerment: create your Buddy System and post on FB. Use it, report back.

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