Advanced Sales Skills

Non-Manipulative Selling - The traditional selling model vs. the new; managing the tension; excellence vs. mediocrity; the customer's score card; the controllable vs. the uncontrollable, and more.

The Skills of Excellence - First impressions; depth of knowledge; breadth of knowledge; flexibility; enthusiasm; focus; self esteem; and more.

Prospecting, Networking & Public Speaking - Using existing forums to build your business; finding and cultivating referral relationships; the thirty second presentation; picking brains.

Neuro-Linguistics - The different ways people absorb information; spotting who uses which method and selling to each type; establishing rapport; listening skills; matching voice patterns; mirroring body movements; leading and pacing; anchoring.

High Persuasion Words - The 12 most powerful words in advertising and sales; using these key words and combinations for maximum effect.

Effects of Color - Physical effects of color on performance; color and credibility; feelings colors engender; the best and worst colors when presenting to different prospect types.

Decision Making and Behavioral Styles - Direct vs. indirect; open vs. self-contained; the four resulting types; identifying and selling to each type.

Negotiating Skills - Identifying gambits; getting to win-win results; the divergence of value; the value of time; the three stages of negotiation.

Time Management - The important vs. the urgent; planning and prioritizing; telephone and meeting techniques; personal development.

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