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THE STRATEGY AND TACTICS OF SELLINGCOURSE OUTLINEPresented by Lori Williams, CTS, CPC, CSP I. The Psychology of Sales: A Communication Styles assessment is given to all attendees prior to the workshop in order gain insight that will help you better prepare to react and interact effectively using your natural skills to influence in the sales process.First, learn your communication styleLearn to become more aware of how others are affected by youLearn to quickly assess how others would like to be treatedMake communication with others more effectiveMinimize conflict with others - Create more productive relationshipsLearn to sell to the different communication stylesII. Strategy: Today it takes a good strategist to succeed in sales. Ever lost the opportunity for a sale during the sales process? Learn why, whats changed and how to conquer today's complex sale.Differentiation how do stand out from your competitionProspecting/Target Accounts and The Account Matrix managing the processClient Benchmark and ProfileBuying Behaviors and Motivators of potential ClientsIII. Tactical: The Sales Cycle - Putting it all together taking what was learned in communication styles and strategy and applying it to the sales process.Defining the 6 Call Sales Cycle/Process having business related reasons for contacting prospects adding valueEstablish the RelationshipNeed RecognitionSolutionClosingEvaluationDeliverWorldENROLL TODAYfor your personalized web presentationhomeconflictcommunicationaccountabilitylynnegingerloridebbieshaneConsultingTrainingLeadershipCoachingstartupCREATIVE DYNAMICsalesrecruitingspeakingmanaged servicesInvoiceenrollSurvival Guide