PLANNING:
Sales plan, goals, key results, targets,key activities, attitude, skills, knowledge benefits, resources, partnering, time management
PROSPECTING:
Information sources, direct mail,telephoning, making appointments, selling by phone, word pictures, rapport,objection handling, checklist
QUALIFYING:
Incoming phone calls, incoming sales calls, first visits, decision process, authorities, four personality types
FACT-FINDING:
Needs analysis, questions, responses,active listening, feasibility survey, cost benefits, checklist
PRESENTING:
Preparation, tools, aims, content,timing, pre-delivery, delivery, audience control, audience questions, written proposals, via third parties, exhibitions
COMMITTING:
Buying criteria, keeping initiative,objection handling, negotiating,closing, ethics
DEVELOPING:
Customer care, referrals, surveying satisfaction, defusing complaints
CONTROLLING:
Forecasting, reports, activity ratios,collecting payment, managing relationships, developing new business,the last word
