Sales Pro

Sales Effectiveness Program

Overview: What is Sales Pro? It is a four day developmental program for sales and business development professionals. It’s based on the idea that sales training is a process and not and event. The program is one day a month for four months. The sales professionals learn a concept, apply it and then come back and learn some more. It covers every aspect of the sales process. The program can be for newer sales professionals or veterans who need to be reminded of what they forgot they knew.

Here is an overview of what is covered in the program:


  • What do you want from the program?
  • Guidelines for the sessions
  • What is a Sales Pro?


  • Why preparation is critical
  • What to prepare
  • Doing the research
  • Resources
  • Materials
  • Competitive analysis
  • Exercise: Preparation Station

Articulation and Distinction

  • 1 of 100’s
  • What makes you special?
  • Company A&D
  • Product A&D
  • Sales Pro A&D
  • Exercise : A&D Drilldown

Initial Contact

  • Phone
  • E Mail
  • Meeting
  • Pre Meeting Communication
  • 20/80 Rule
  • Questions
  • Dialogue vs. monologue
  • Exercise: Role Play One


  • 1/1
  • 1/many
  • Mindset
  • Documentation
  • PowerPoint Poison
  • Handout do and don’ts
  • Customize

Handling Objections

  • Don’t manipulate
  • Old tired closes don’t work
  • Have a variety of approaches
  • Canned is for soup
  • Have the facts and figures
  • Four scenarios ( ( the 4 positions)
  • Objection collection
  • Exercise : Objection Lab

Communication Skills Understanding the customer

  • Behavioral styles
  • Adapting your approach to them
  • Transactional analysis
  • Understanding proxemics


  • Proposals that work
  • 3 options plus
  • Needs based

Closing the sale

  • Getting the order
  • Communication
  • The order process
  • Expectations and promises
  • Thank you notes
  • Reverse Referrals
  • Levels of authority
  • Exercise: Thank you methods


  • Service commandments
  • Resources
  • The secret file
  • Networking the smart way
  • The role of Social Media
  • Platinum rolodex
  • Follow up
  • The magic 66
  • 10 ways to be “wow” instead of “ow”
  • Reasons to communicate
  • Strategies for follow up calls
  • Exercise: Service Now