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Module 1: Overview 21:11 What is sales anyway? (BASIC/SALES INTRO) The answer may surprise you and it may give you a better way to tell others what you do. If you are not in sales, it may intrigue you and even inspire you to consider a career in sales. What is the difference in "To" and "For"?

Module 2: Sales Professional 25:25  What does it mean to be a sales professional? The Six Traits of a true salesperson are discussed here. How did salespeople earn such a low reputation from some people? What can we do about it? Sales is a noble, difficult and rewarding profession - learn how to explain that to your clients and your other contacts.

Module 3: Art or Science? 20:33 Is sales an art or a science? The answer to that question surprises many people since sales is a measurable, predictable and replicatable science. Understanding the scientific aspects of selling is the first step toward taking sales performance to the next level.

Module 4: Price Objection 25:20  The price objection is rarely - if ever - valid. (INTERMEDIATE) Even though it is the most frequent objection salespeople hear, the price issue is typically not the reason why the customer is not buying. Learn how to discover what the customer is really saying and how to address it more effectively.

Module 8: Needs Analysis 33:13 (ADVANCED) Every sales call should begin with one - but what is a value-added needs analysis? Why should we bother doing it? Doesn't it take profitable time away from selling? Learn how to do a thorough needs analysis - and do it quickly!

Module 9: Value-Added Selling Levels I & II 12:50 (BASIC)Transition from commodity selling. In the lower levels of value-added selling we take a stronger approach to overcoming the price objection. Learn how to think value instead of price and how to better respond to the customer's objections.

Module 10: Value-Added Selling Levels III & IV (INTERMEDIATE) In the higher levels of value-added selling we learn how to eliminate the price objection. What would it be worth to you to never hear the price objection again? Learn some surprising truths about how customers view your price as well as your products and services.

Module 20: Pre-Call Planning 29:25 (ADVANCED) The first major activity a seasoned salesperson abandons is pre-call planning. Experienced salespeople begin “winging” their sales calls and wonder why seemingly “sure sales” fall through the cracks. This Module is more than a back-to-the-basics of pre-call planning and includes the latest updated techniques.

Module 22 Buying Motivation 29:34 (PRINCIPLE)  There are only three reasons why anyone ever buys any-thing and price is not one of them. Understanding these three reasons helps the sales professional bring more sales to closure faster. This allows the salesperson to structure every aspect of the call around the customer's buying motivation.

Module 23: Feature-Benefit Analysis 26:02 (ADVANCED) What is the customer really buying? They are buying solutions to their perceived problems, of course. Convincing the customer that we have the best solution happens more effectively and efficiently when we show the customer that the solution is the result of a benefit of a feature. Also in this Module: the advanced Feature-benefit-Solution process.

Module 24: Negotiating - the Value-Added Way 35:06 (ADVANCED) Lowering your price to close a sale is not negotiating, it's discounting. Do value-added salespeople ever have to negotiate? Yes; less frequently, but yes. The difference is in how the sales professional negotiates and what they negotiate. Using the A.P.P.L.E. negotiating process, this Module teaches the value-added approach to negotiating

Module 27: Proposals 60:49 (ADVANCED) What should the first words be in any proposal? A value-added proposal uses very specific wording to increase the likelihood that the proposal will achieve the desired results. This Module teaches how to structure and com-pose a proposal to make the best impact on the recipient.

Module 29: Cost Justification 41:42 (ADVANCED) When you have the highest price, how do you justify that to your customer? You don’t. Instead of trying to justify our price, we justify our cost; it’s known as a cost justification. The item with the lowest price tag typically costs the most and this Module we look at the process of showing our customer why that is true. Downside Loss and Upside Risk are discussed in detail and more ideas are included in the handout.

Module 30: The P.L.U.S.H. Sales Process Methodology 35:08 (PRINCIPLE) There are five principles behind a successful value-added sale. Learn and use these principles in your pre-call planning and call execution and you'll find your sales increasing with less discounting. Sales is a measurable, predictable, replicatable science. Managing the sales process requires the use of a sales process methodology (SPM). The PLUSH system accommodates almost any selling situation. This Module gives an overview of this powerful SPM and teaches how to make the best use of any SPM

Module 31: Positioning - Where? 22:40 P.L.U.S.H. (PRINCIPLE) Companies don't do business with companies; people do business with people. Who will be the person you sell to next? Are they the “right” or “best” contact for your selling proposition?

Module 32: Positioning - How? P.L.U.S.H. 24:51 (PRINCIPLE) There are four ways a sales professional can be positioned. This Module teaches those and explains the advantages and disadvantages of each. Learn to determine which position is best in any account and how to attain it.

Module 34: Psychology of Listening P.L.U.S.H. 24:22 (PRINCIPLE) More than 80% of selling happens at the subconscious level. Questions have the greatest impact on the customer’s subconscious mind. Understanding the psychology behind questioning will help you develop more effective questions. Learn how to "manipulate" your customer’s decisions.

Module 35: Questioning Principles P.L.U.S.H. 31:35 (PRINCIPLE) Seven powerful questioning “principles” are presented in this Module. Learning how to use them naturally and effectively will bring more sales to closure faster and will be an effective tool for eliminating the price objection.

Module 36: Unique - Differentiation P.L.U.S.H. 25:26 (PRINCIPLE) What really makes you and your offering different? The answer to that question surprises most salespeople. This Module focuses on how to determine what your customers are really using to compare you, your company, your products and your services to your competitors.

Module 37: Solution Selling P.L.U.S.H 30:18 (PRINCIPLE) We are in the problem-solving business. A surprising perspective in this Module will cause you to rethink what solutions you have to offer to your customers. Is the customer’s problem really a problem? Or is it an indicator of something else? Using the proven techniques taught in this Module, you will learn how to explore this concept and, at the same time, position yourself better and eliminate the price objection.

Module 39: Referrals P.L.U.S.H. 39:28 (PRINCIPLE) Referrals are the fastest and most effective way to grow sales horizontally. In the P.L.U.S.H. version of value-added selling, we do not make cold calls! Instead, we use referrals to grow our business. Learn the five different types of referrals, how to stimulate referrals and how to capitalize on endorsements.

Module 40: Helping P.L.U.S.H. 22:01 Going the extra mile is something you may do regularly. But did you know that it can actually cost you money AND cause your customers to buy from the competition. The powerful revelations in this Module will cause you to think and act differently about over-servicing your customers.



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