Dr. Rick Goodman provides training on mastering sales techniques. For more information visit www.rickgoodman.com and

2. Quality is never an accident; it is
the result of higher intention,
sincere effort, intelligent direction
and skillful execution;
It represents the wise choice of
many alternatives.
Living a Championship Life

3. Three Components That Contribute to
an A+ Organization
1. Simplicity
2. Speed
3. Efficiency

4. Key #1 Attitude Is Everything
 Your Attitude and Self Image Is Formed by M.F.T.P.
 Focus on Your Strengths!
 Understand the Meaning of F.E.A.R.
 Give Yourself Permission to Fail!
 The Power of Daily Affirmations
Living a Championship Life

5. Key #2 Your Game Plan for Success
 S
 M
 A
 R
 T
Achievable / Attainable
Specific
Realistic
Time Specific / Deadline Specific
Measurable
Living a Championship Life

6. The Different Categories of Goals
 Career / Financial
 Physical / Health
 Developmental / Educational
 Family / Relational / Social
 Spiritual / Value
Living a Championship Life

7. Types of Goals
 Long Range Goals
 Short Range Goals
 Growing Goals
 Going - Up Goals
Living a Championship Life

8. Techniques to Achieve Your
Goals and Dreams!
 Crazy Idealist
 Storyboarding
Living a Championship Life

9. What Who
How
Living a Championship Life

10. Understanding the Successful Business
Model
 What
 Who
 How
Living a Championship Life

11. Understanding the Four Personality
Styles
1. Driver/Director
2. Expressive/Socializer
3. Analytical/Detail
4. Amiable

12. Building the Team-Types of Teams
 Natural Work Teams
 Cross Functional Teams
 Corrective Action Teams
 Hybrid Teams

13. Structure of Teams
1. Traditional/Functional Workgroup
2. Participative Team
3. Shared Leadership
4. Self-Directed Team

14. Stages of Team Development
1. Structuring
2. Forming
3. Storming
4. Norming
5. Performing

15. Keys to Success in Forming Successful
Teams
1. Clear Mission
2. Modeling of Core Values
3. Clear Purpose
4. High Level of Participation
5. Ability To Resolve Conflict

16. Keys continued.
6. Ability to Reach Consensus
7. Strong and Frequent Communication
8. Shared Responsibility
9. Shared Leadership
10. Appreciation of Diversity

17. Self-Confidence Evaluation

18. Communication Improving Your
Skills

19. Communication Skills Inventory

20. Understanding Your
Communication

21. Listening and Establishing Rapport
Three types of listening are:
 ____________ listening
 ____________ listening
 ____________ listening

22. Eight Ways to Active Listening
1. Use open and relaxed body language
2. Establish good eye contact
3. Use appropriate facial expressions and head
nods
4. Use appropriate "sub vocals" such as mmm
and uhuh.

23. Eight Ways to Active Listening
5. Filter out distractions
6. Don't create distractions
7. Take notes of appropriate
8. Using give feedback-respond with open ended
questions.

24. Communication Sender & Receiver
Model

25. Establishing Rapport
"People do business with people
who they like who are like
them."- Dr. Rick Goodman

26. Present Time Consciousness
People must always think
they are appreciated,
listened to and understood!

27. If You Don't A.S.K., You Won't G.E.T.!
 Communicating Your Goals
 Explaining Your Needs

28. Dealing with Difficult People
The Three F’s
 Feel: _________________________________
 Felt: _________________________________
 Found: ________________________________

29. Relationship and Positional
Selling
The value that is built into
our product is a more
important asset than a
lower price!

30. Key #1
You Must Plan Ahead in Order to Have an Effective
Sales Call!
“If you say the right thing at the right time can turn the
transaction around when the order giving decision in
your favor”
Dr. Rick Goodman

31. The Two Different Levels of
Selling
Functional level:
 This is where you’re saying to the buyer I want to help
solve your problems!
Interpersonal level:
 This is where you’re saying I want to solve your
problems and build a lasting relationship!

32. Key #2
 If you’re using your Functional Head to sell that you
are selling from the neck up, you’re using your head
not your heart.
 if you’re selling at the Interpersonal Level, you’re
selling from the neck down in your heart but not your
head.

33. Positional Selling
This is when you blend of functional and
interpersonal sides of selling. This is
when you combine your sensitivity to the
customer as a person with your
commitment to becoming a problem solver

34. Fast Facts about Selling
 The customer will find something wrong with what
you’re selling when you find something wrong with
you.
 All Things Being Equal between Price, Service, Quality
and Delivery-You Make the Difference!

35. Strategy #1 Take the Lead
 If you can’t get excited about what you’re selling how
can anybody else!
 When a sales person feels like a subordinate, count on
them to act it out. Their relationship to the buyer
looks like this:

36. The Language That Will Make You a
Loser!

37. The Language of the Loser
 “I don’t want to take too much of your time, lots…”
 “I know you’re busy, so I make a quick.”
 “Take your time-I’ve got all day.”
 “I’ll be glad to come back later when you have more
time”
 “would it be alright if I cover these ideas with you
today?”

38. Around the Office the Salesman
Will Say
 “I don’t know if it will work.”
 “I don’t think they will like it.”
 “What if they consider the price too high?”
 “I wish I didn’t have to show this idea to his partner.”
 “If only I could catch a break!”

39. Keys to Success for Strategy #1
 Be Confident
 Be Self-Assured
 Being Knowledgeable
 Be Assertive

40. Understand Emotional Levels of
Disappointment
 Shock
 Denial
 Blaming
 Acceptance
 Renewal

41. Action Steps
 Create a Victory Book
 Use Positive Imaging
 Put a New Message in Your Head

42. Strategy #2 Stop Looking out for
Number One
Operating Reality:
when we were focused on ourselves the salesman who is
in his own operating reality is at a position!
Customers Reality:
 What’s Important to Them!
 What Needs Are They Trying to Satisfy?
 What Results Are They Trying to Achieve?

43. Buyer Reality
Don’t tell me how good you make your products. Tell
me how good your products make me!
To be in your own O.R. is human nature. To get into
an other persons O.R. It’s human relations.

44. Listened to WIIFM 97.6
“What’s in It for Me?”

45. Strategy #3 Invest in the
Relationship
LAER: Is a Key Positional Selling Strategy
 Listen
 Acknowledge
 Explore
 Respond

46. LAER
 LAER – Is the strategy that demonstrates your care
and concern for the customer’s point of view. It’s a
deposit in the relationship bank!
“Communicating is meeting people halfway. LAER is
going a little bit further.”

47. Strategy #4 bring your energy to
the customer
Energy – is positive contact with the customer!
When you bring your energy to the
customer you put yourself in that
position for the best sales call of
your career every time!

48. Six Steps for Bringing Energy to
Your Customer
1. Get out of the assembly area after! Take that hill
now!
2. Earned Position vs Provided Position
3. Feel good about the people you’re calling on!
4. Touch everyone!
5. Use all your assets!
6. Share your excitement!

49. Share Your Excitement
 A person who is prepared shows their preparedness.
 A person is confident brings confidence into the room.
 A person is successful breeds success!

50. You Want to Look Sharp…
You Want to Feel Sharp…
You Want to Be Sharp…

51. Strategy #5 Get Organized!
It’s been estimated that for every
hour you spend planning to call
you save three hours of wasted
time!

52. Strategic Selling Plan
 Who the decision-makers are and how you should
approach them.
 What information you need to have about a customer
in order to match a product or service to their needs.
 What you hope to accomplish on each sales call.
 Your step-by-step activities for accomplishing these
goals.

53. Strategy #6 Find the Area of
Opportunity
Exploratory Process –in this strategy the goal is to get
you out of your operating reality and into the
customers operating reality.
 Any exploratory process if you ask the right questions
you can help the customer discover what they need.
 You find a prom that needs solving rather than taking
your solution around in search of a problem.

54. The Gap
The Gap:
This is your area of opportunity! The gap is a difference
between what is important to the customer and what
currently is happening. This is a gap that creates the
area of opportunity.
Your Job As the Salesperson Is to
Close the Gap!

55. Strategy #7 Make the Customer
Part of the Solution
Strategy #7 incorporates a model
that makes the customer part of the
solution including their ideas, their
needs and their contributions in
the presentation

56. Five Key Steps to Making the
Customer Part of the Solution
1. Positive Contact-bring your energy to the
customer!
2. Proposals Step – “tell them what you’re going to tell
them!”
3. Solution Step – tell them the features, the
advantages and benefits to solving a problem.
4. Summary and Closure Steps – this is where you tell
them what you told them
5. Response Check – is the customers still there?, are
they still listening to you?, do they have any hidden
concerns?

57. Strategy #8 Assume the
Responsibility
 You are the expert it’s not up to the buyer to manage all
the dynamics in the sales process it’s up to you!
When you control your own behavior it will influence
the buying decision:
 More than price!
 More than technical knowledge!
 More than capability statements!

58. How the Buying Decision Is Based
 Who You Are
 How You Behave
 What You Say
 How You Say It
 When You Say

59. Strategy #9 Put It in Writing
Summary Sales Proposal:
After making a sales presentation the salesperson who
always stands out is the one who sends the client a
summary sales proposal.
 The ninth strategies all those things you do after the
sales call to keep you foremost in the customer’s mind.
 Follow-up, follow-up, follow-up!

60. Salespeople Who Don’t Write
Proposals Missed Opportunities
 Maintaining a presence in front of the buyer
 Selling in your absence
 Eliminating confusion
 Improving secondhand delivery of your
recommendations
 Reaching key people you don’t have access to

61. 10 Ways to Maintain and Build
Position
1. make sure your proposal is specifically
designed for the customer
2. Refer to the proposal in your follow-up
calls and correspondents
3. Be ready to revise your proposal!
4. Use your best friend-overnight delivery
5. Sell on two fronts

62. 10 Ways to Maintain and Build
Position
6. Put a terminal point on every transaction!
7. Don’t get pushed down hill!
8. don’t get into the mood of the buyer!
9. Cut them off at the pass!
10. Break the boundaries

63. Strategy #10 Become the Only
Choice
 It’s a matter of doing the right thing and
doing it right!
 The 10th position focuses on the final phone
call. The one that comes when you expected
from a person whose trust in you is well
justified!