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AGENDA DAY
II
If you thought the first
day was fast paced, then strap on your boots
and buckle up. By the end of the day, should
you choose to take the mission, you will
begin the journey to becoming a Sales
Warrior. Some will emulate you while others
will be envious. People will wonder when
their ship is coming in not knowing your
ship is already out to sea. You will become
a lifelong student to the fundamentals that
create the success of any sales warrior. And
at the day when the smoke has cleared, it
will be you – the Sales Warrior – who stands
alone.
Lace up your boots. Strap on your helmet.
Arm yourself and get ready for the
transformation of a lifetime. No excuses.
Be a warrior – a Sales Warrior!
| 08:30 |
Registration |
| 09:00 |
Introduction to Day 2 and review
Day I |
| 09:30 |
Second Base –
Identifying Needs
Purpose: What’s in a
Question? As salespeople, we seem to
ask questions, but the wrong kind of
questions. The process seems more
like an interrogation than a needs
discovery. What’s even worse is that
we tend to be thinking about our
next question while the prospect is
giving an answer instead of really
listening. Mike will go not great
detail on questioning techniques and
help you understand the how to
control the sales process by asking
questions and really listening to
the prospect. |
| 11:00 |
Coffee Break |
| 11:15 |
Third Base –
Delivering a Managed Presentation
Purpose: Salespeople do a
better job at presenting than any
other task. However, normally we are
delivering canned presentations
because we did not go through the
process. Delivering a managed
presentation is the easiest part of
the sales process if done correctly.
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| 12:00 |
Lunch |
| 13:00 |
Home Plate - Closing and
Overcoming Objections
Purpose: If you have
effectively moved through the
P-Effect, then overcoming objections
and closing is easy. It is the next
logical step. However, most
salespeople get the “deer in the
headlights” look when faced with an
objection. Mike will teach you how
to classify and overcome every
objection and earn the right to ask
for the close. |
| 14:30 |
Coffee Break |
| 14:45 |
Bonus
Material – Setting Goals / Time
Management / Successful Prospecting
Purpose: Being a successful
salesperson requires more than just
mastering the sales process. Setting
goals, managing your time, and
prospecting are critical elements to
a salesperson’s success. |
| 15:45 |
Q&A – V-8
Moments |
| 16:00 |
Informal
Reception, photo session, Book
Signing, interviews |
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