I remember the first night I stood in front of about 40 salespeople who enrolled in the first PeopleFirst Selling class. I thanked them for being there and made a commitment to provide good training that would help them in their sales careers. The enrollment fees were paid by their companies - radio stations, insurance companies, appliance stores, real estate agencies. I'm not sure that many of that first class really wanted to be there, especially because the course took nine straight nights, 27 hours total. I am proud to say that all 40 people attended every session, didn't miss an hour. It was compelling then, it is compelling now. PeopleFirst Selling works. I hope you enjoy this and it achieves your desired results. Good luck.
Introduction (Session 1): Selling is fun, selling is exciting and when done right, it is financially rewarding. This session will help you identify your strong points and weak points and it will give you the Keys to Personal Success. This session alone can make remarkable improvements in your productivity.
Session 2: Most sales are lost because of a lack of proper preparation. PeopleFirst salespeople don't make sales calls; they make sales presentations. Joe and Connie take you through the preparation and presentation process. Very powerful, very important.
Session 3: The heart and soul of PeopleFirst Selling. You do not sell products or services, you sell people. It doesn't matter what you are selling, the concept is simple. You are selling people. It shows you how to help your prospects achieve their goals, and this session will increase your closing ratio dramatically.
Session 4: Your goal is to make great presentations and from that will come sales. Sometimes you do not make the sale. Do you give up? Of course not. Joe and Connie provide the tools you need to get back in and to convert the non-buyer to a buyer. If your reasons for being there were right in the first place, you should make the sale.
Session 5: It's nice to drop in on a prospect. It's even nicer to have a fixed appointment so that you can prepare properly. How do you do that? How do you set up your prospect to be excited about your being there. This session will show you how to do that so that you can make every appointment important and everyday count.
Session 6: Connie and Joe take you through the philosophy of Everyday is a Grand Opening and how to keep everyday fresh, new and exciting. Plus they show you how to prospect for new clients and develop a whole new target market for your products and services. This session makes such good sense and is so easy.
Session 7: This is a short session. But very powerful. It tells your prospects how you are doing to help them achieve their objectives with the products and services you sell. And if they agree with your assessment of their objectives, and you can prove that what you are selling well help them achieve their objectives....you make a sale. Every time. How good is that?