Debra Pearlman Sales Pro

Schedule:
Class I: S  = Strategize - Solve - Support - Serve
This first class in the series has participants defining business strategies paralleling their own personal and professional goals and objectives.  Then delving into the specific challenges their product/service solves, the discussion moves into features and benefits that support the goals and objectives of their prospects.  Finally, the concluding discussion focuses on homework providing thought provoking scenarios  in which participants visualize themselves operating from a place of serving as opposed to selling.                              
    
Class II: H = Honesty - Humor - Humility - Help
Business ethics is covered and discussions include case studies.  The ability to view challenges with a sense of humor and critically thinking out of the box for win-win solutions will be covered.  Maintaining focus on the goals and objectives of prospects is priority.  While having a strong sense of self-confidence is necessary, operating with humility is a factor in creating and maintaining a strong reputation.  Discussions will compare aggressive to assertive and persistent activity.  The concluding discussion focuses on up-selling and cross-selling methods assisting prospects and current clients in running their operations more efficiently.
 
Class III: A = Assess - Alleviate - Accountability - Achieve
Initial assessments and a comprehensive needs analysis allows for quick qualification, or disqualification, of a prospect.  Participants will develop fact-finding questions targeting issues that their product/service alleviates.  By alleviating challenges on a consistent basis, the role of a value add partner is established.  As business relationships grow, clients confidently rely upon value add partners. Participants will discuss the nuances of accountability to themselves as well as their clients.  All actions and verbiage must be in direct correlation to the objectives of the client, assisting them in achieving their goals, thereby creating the environment in which the participants' goals and objectives are achieved.
  
Class IV: R = Relationships - Respect - Respond - Results
Listening is the key to developing strong relationships.  Various communication styles and listening skills will be discussed and evaluated.  Exercises for listening and role-playing will be a large part of this workshop.  How one reacts to opposing opinions determines the image one presents.  Discussions will ensue uncovering 'hot points' and how best to respond, as opposed to react, in such situations.  Concluding discussions will focus on adjusting responses in order to achieve different results.  (Based on Jack Canfield's ERO).

Class V: P = Prepare - Prioritize - Perform - Produce
Preparation is vital to a successful presentation.  Participants will develop pre-call worksheets and discuss avenues for researching prospects before the initial call and/or meeting.  Activity will be discussed and participants will develop a plan enabling them to focus on priorities in an efficient manner.  Two sets of priorities will be discussed: prospects/clients and those of the participants.  A prepared business professional projects confidence and reliability.  Once a client is acquired, performance and productivity is vital in maintaining the account, a strong reputation, and customer loyalty.  Concluding discussion will focus on techniques for asking for referrals - the timing, verbiage and method that is most effective.