What are the barriers to your success? What really gets in your way? No one can tell you what those barriers are without some investigation, because they are not the same for everyone. I can tell you right now that it's not the company, the economy, or the boss. All barriers to success start right there in your head! The first step to overcome the barriers to goals is to identify what they are. Nothing can be done until you name them. Only then can you take necessary steps to move what may seem like mountains at the time. It often takes outside help to even identify what your roadblocks are. Insanity is doing the same behavior over and over again, yet expecting different results. The simple truth is that only when behavior changes, will the results be any different. The problem is all behavior is purposeful; that is, it happens for a reason. If you want to change people's behavior in any real and lasting way, you must change the reason that lies behind that behavior. The best investment you can make right now, for immediate results, is to teach your sales team new paradigms, different perspectives, and different skills. The Sales Focus "Sales Master Training" philosophy is predicated on the fact that there is more to being successful than just techniques. Our training programs address the three components for success: Attitude, Behavior, and Techniques / Tactics. Concepts will be presented in informal lectures that draw upon audience participation for examples, questions, and discussions. Training is based on the idea that true learning occurs only when individuals discover something for themselves.

If you received this from a friend and would like your own subscription, please enter your email address. STUDY ORGANIZE LAUNCH DIRECT S.O.L.D.! Sales Focus Inc. has the right experience and methodology to quick-start your sales success too! For more info >> SFI has free white papers on effective sales pitches and designing top performing sales teams at our website. Download "Target Your Sales Effort" to put your sales program on target and meet revenue goals.

We have adopted combining a leading training methodology with "Criterion Referenced Instruction" (CRI) and reinforcement training. This powerful combination created a skills-based program that provides not only a vehicle to acquire knowledge, but practice and skill checks which allow participants to test their ability to effectively execute each of the attitudes, behaviors and techniques presented.

Training programs should be based on objectives, skill checks, and reinforcement. Objectives include the conditions, actions and criteria. In other words, objectives tell you what you are given to work with (conditions), what you must do (actions) and how you will know when you are successful (criteria).

SFI's Training Methodology Will Always Include
the Six Key Ingredients to Success:

		Revenue				Motivation
		Process				Communications
		Personnel				Culture

 
The Range of Topics We Cover includes the following:

Managing the Proposal Process

COMPETENCY: The participants will know how to oversee the proposal process, including the timing of it, the steps involved and the success of proposal and presentation efforts.

PURPOSE: To identify and define the proposal process and everyone's involvement in the process.

Negotiating

COMPETENCY: The participants are aware that negotiating has specific purposes, steps and skills and is central to closing the sale.

PURPOSE: To provide an overview of the importance of negotiating, as well as information about the objectives to be accomplished in the negotiating session, and the steps and skills required to achieve those purposes.

Closing the Sale

COMPETENCY: The participants will be aware of closing the sale criteria and how to fulfill them.

PURPOSE: To provide a conceptual framework to obtain a clear YES or NO decision.

Negotiating

COMPETENCY: The participants are aware that negotiating has specific purposes, steps and skills and is central to closing the sale.

PURPOSE: To provide an overview of the importance of negotiating, as well as information about the objectives to be accomplished in the negotiating session, and the steps and skills required in order to achieve those purposes.

Sales Process

COMPETENCY: The participants will understand that selling is a process of a systematic series of actions by which one develops an opportunity from start to finish, whether that finish is closing the sales or closing the file.

PURPOSE: To remove the pitfall in the participant's current selling system and ensure a clear conclusion, be it a "yes" or "no" to each selling opportunity.

Overcoming Barriers to Success

Barriers to sales success can be overcome by

1. identifying them,
2. admitting you have them,
3. believing you can get rid of them, then
4. submitting to a solution until you are back in control of your success.

Wrong action = fire "C" Level Management, take over, and change the direction and culture
Wrong action = hire a sales person who claims they can bring a "book of business"
Wrong action = president and vice president spend 50% of their time in sales trying to fix "it"
Wrong action = buy a list of leads and turn them over to the salespeople
Wrong action = spend the money on marketing efforts that generate more leads
Wrong action = expand into new geographic areas to gain more sales
Wrong action = ask for forecast from the sales department and work as if it were correct
Wrong action = give salespeople their new quotas and expect them to achieve those quotas

Needed Action = Build an Organization that Sells
First Action = Build an Organization that Sells
Best Action = Build an Organization that Sells
Only Action = Build an Organization that Sells

Right Action.... Acknowledge that you have exhausted all possibilities of finding the solutions within your company's key personnel or your vendor base. It is time to turn to experts who can see the forest through the trees. The best advice we can give you is crawl before you walk, walk before you run.

There is an old business adage: "Nothing happens until a sale is made." That being true, let's work on your current sales team!

With today's tough economic climate, every company needs to improve upon their rate of selling success. Sales are not only dependent upon the few individuals with the "Salesperson" title, but the entire organization. You can't wait to see the difference!

or contact us directly at 410-442-5600.

What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc., the leading sales outsourcing company in the US, is focused on developing immediate revenue opportunities for our clients. Our sales outsourcing and process improvement solutions focus strictly on sales deployment and effective management. We work closely with our clients to develop, launch and manage effective sales teams that focus on one thing - generating revenue. Our "One-Team" approach allows focused companies to thrive and succeed in today's competitive environment! We focus on cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Lead Generation Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.

Sales Focus Inc. 2205 Warwick Way, Suite 100 Marriottsville, MD 21104 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com

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