The Leone Resource Group

Sales Mastery – Continuing Education Series

Today’s highly competitive environment with aggressive sourcing, the internet and global competition is changing how businesses buy. If you are to succeed, you must change the way you sell. You must attract and develop Millennium Salesmasters.

But assembling a winning team of Salesmasters, requires persistence, commitment, and a system; a system, that introduces new techniques and reinforces Salesmaster behavior in a time spaced learning format.

Sales Mastery is a 12 month audio/visual training program designed to develop and teach leading edge, high impact selling skills to your team.

As a Sales Mastery subscriber each month, you will receive everything you need to conduct a training session of approximately one hour including:

- a 20 -30 minute video and audio tape

- a participant handout master

During the sessions, your team will develop applications for the techniques that can be used immediately to improve their performance.

Just one sale will return your total investment. However, many companies experience dramatic increases that allow them to double or triple their conversion rates.

Leaning Modules:

Interpersonal Skills
Adapting your personality for maximum effectiveness
Why you sell the way you do
Understanding how others buy
Your strengths and weaknesses

Rapport
Becoming the emotional twin
Resonating statement
Matching modalities
Eliminating barriers to communication

The Position Statement

Gains credibility fast
Your uniqueness
The WOW factor
Cognitive dissonance

Deficit and Three Level Questions
Uncovering the pain
Changing the relationship
Minimizing price as a factor in decision
Positioning yourself as a problem solver

The WITY
The secret weapon
Separating yourself from the pack
Uncovering buying motives
Clarifying the buying process
Obtaining agreement prior to the presentation

Buyers Grid
Vertical and horizontal penetration
The blueprint to sales success
Grid strategies
Must win issue
Presentation Skills
Content vs delivery
Utilizing “own data” principle
Secrets of professional speakers
Presenting to committees

Objections
Five step process
Uncovering prior to the presentation
Resolving without confrontation

Land Mines
Highlights competitive weaknesses
Focuses client on the important 10%
Reduces the effectiveness of the competitors presentation
Utilizes your inside champion

The Perfect Close
Tailored to the clients personality
After the easiest objection of all – price
Prompts only positive responses

Goal Setting
Setting goals that actually change behavior
Using NLP
Goals that inspire

SPECIFICS OF A Salesmaster
The mental aspect of selling
The key ingredients
The number one reason for failure
Motivating yourself

Quotes:
” If you want to Funnel riches into your business, use Ray’s system.” Mark Victor Hansen – Author Chicken Soup for the Soul

“Moving, powerful and very doable techniques on managing the process.” Steve Fortuna – AT&T

“On the leading edge of personal development.” Allen Freeman – Ultima Real Estate

“The best detailed presentation on selling I have ever witnessed.” Ronald Coder – Artistic Pools, Atlanta, Georgia

“Ray’s program breaks the sales process down to simple steps that anyone can benefit from.” Calvin Clay – Liberty Life

“Ray, our company had an incredible increase in market share. Much of the credit goes to your teachings.” Mark Ragel, President – Patio Pools

“The freshest approach to the sales process I’ve seen in years” Og Mandino – Author/Speaker

“Your concepts of selling are much needed in the banking industry. I would like you to develop a comprehensive sales program for EDS.” Thomas Metz, Vice President – EDS