B.O.S. “Bennett on Sales” – 7 Module program

Modules covering Greg Bennett’s fundamentals of effective selling including effective prospecting, qualifying, questioning, listening, and closing

• $295 audio CD’s
• $395 Audio synched with PowerPoint DVD’s (or emailed directly to your inbox)

Module 1: Introduction to Sales
What Sales Is and What It’s Not
Bennett’s “Psychology of Sales”
Are You Going to be a Doctor or Pharmacist?
Creating a New “Elevator Speech”

Module 2: Prospecting: Mental Challenges and Preparation
Why Business Development Is Always Critical
Dealing With Call Reluctance and Fear
Getting Mentally Prepared to Prospect
Time Maximization Strategies
Finding An Accountability Partner

Module 3: Prospecting: Strategies and Techniques
Getting by Screeners
Developing An Effective Approach Script
Voice Mail and Email Strategies
Working on “Connected Leads”
Dealing With Phone Stalls and Objections

Module 4: Face-to-Face Sales Calls: Opening Stages
Bennett’s “Going to the Bank” Selling System
Building Rapport
“Why am I here?”
Setting the Agenda
Creating a C.N.A. (Client Needs Analysis)
How to Question and Listen

Module 5: Face-to-Face Sales Calls: The Middle Stages
Budget and the Decision Making Process
Bennett’s “Death Valley of Sales”
Presenting More Powerfully

Module 6: Face-to-Face Sales Calls: The Closing Stages
Bennett’s “Mini-Step Sales Process”
Closing Questions
Embracing NO
Handling Stalls and Objections

Module 7: Selling AFTER the Sale
Focusing More On What Happens AFTER the Sale
Creating an “Owners Manual” for What You Sell
Networking: Building a “Net the Works”