Habits of Highly Successful Sales Professionals

Would You Like to Spend More Time Selling Every Day?

This fun, popular four hour workshop shows sales people how to dramatically increase the amount of time they are actually selling each day while still providing excellent customer service, handling interruptions, and completing administrative tasks. Participants are amazed at how much more selling they can do each day with immediate results after they complete this course.

The course is taught by renowned author and speaker, Ken Zeigler who wrote Organizing for Success (McGraw-Hill 2005.) He currently advises many high profile companies and government agencies around the world. He has over 30 years experience selling for some of the top companies in the United States.

Participants work in small groups to develop effective new strategies that will help them create more quality selling time, develop discipline, and become more detail oriented. Participants will become more confident, get more of what matters most accomplished before the end of the day, and increase the quality of their personal life day one after they finish this four hour workshop.

What You Will Learn

At the close of the workshop you will be able to:

1. Take control of your day
2. Get off to a faster start each day so you can leave on time
3. Leave work at work mentally (so you don't think about it all night)
4. Create balance between work and home
5. Accomplish more than just putting out fires all day long
6. Quickly and accurately prioritize and negotiate new requests
7. More effectively control interruptions so they take less time
8. Control, organize and write better e-mail that gets answered faster
9. Organize your day and week so you get more done in less time
10. Use the end of each day to set up the next day (better planning)
11. Plan shorter more effective meetings with your clients and prospects
12. Increase your focus and concentration so you make better presentations

Each participant receives a Preplanning Journal which they use to keep track of their time for a week before the workshop and a copy of The Complete Guide to Getting Organized at Work.
Organizing for Sales Professionals!

COURSE OUTLINE

TAKING CONTROL OF YOUR DAY – (60 minutes)

1. Getting discipline – “there’s a time and a place for everything”
2. Set-up times to “batch” like activities
3. Slow down – plan your call, email, or meeting agenda before you pick up the phone, start typing, or before your meeting begins
4. Cut down on “relationship building”
5. Train others to ask questions and reply more effectively
6. Try to fit new requests where they work best for you and still the requestor
7. Train others to write more effective e-mail and leave better voice mail
8. Be more specific when communicating with others
9. Learning to become an effective “traffic cop” when dealing with your day

PLANNING & ORGANIZATION (60 Minutes)

1. Organize for tomorrow and the future at the end of the day before you leave work so you can create mental separation between work and home
2. Start what matters most first every day.
3. Organize your day so you sell more in the morning, handle service requests in the afternoon, and finish the day by organizing for tomorrow and the future
4. Create a Master List so you can keep your day in front of your eyes
5. Why and how to add balance to your list
6. The “Veggie” Principal and using it to your advantage
7. Focus on fewer things and go for closure or completion
8. Get to work early and leave on time
9. Try to get more done by 12 noon and take the pressure off the afternoon
10. Don’t over plan
11. Exercise (Plan your day tomorrow)

SELECTION MENU Continued
PRIORITIZING & MULTI-TASKING (30 Minutes)

1. How to ask better questions to prioritize your work and new requests
2. How to motivate others to give you what you need, when you need it by
3. How to use a simple decision-making matrix to prioritize quickly
4. How to negotiate new requests so they fit into your day more efficiently
5. How to work on one task at a time so you get more completed each day
6. Exercise (Prioritizing your Master List)

FINDING MORE TIME (30 Minutes)

1. Understanding the “Law of Subtraction”
2. The tools you need for finding more time
3. Determining the “best use” of your time
4. How to use your journal to find more time
5. How to put all the pieces together
6. Exercise (What actions are you going to take to save time?)

PREVENTING & LIMITING INTERRUPTIONS – Face-to Face, Email, and the Phone/Voice Mail (60 Minutes)

1. Ways to control email
2. How to use your email system (i.e. Outlook/Lotus Notes) to manage email
3. How to write effective e-mail that eliminates questions and gets answers
4. Batch and prioritize your calls
5. Plan your call before you pick-up the phone
6. Keep the call focused
7. Make telephone appointments
8. Screen your calls while working on a “veggie”
9. Assess the nature of the call quickly
10. Let people know the best time to reach you

SELECTION MENU Continued

1. Delegate the call to the right person
2. Leaving a professional message on your voice mail
3. What information to leave when leaving voice mail
4. Exercise (How are you going to manage and control interruptions more effectively so you can spend more time selling each day?

PLANNING & EXECUTING AN EFFECTIVE MEETING (30 Minutes)

1. Identifying your purpose before scheduling your meeting
2. Distribute your agenda early so participants can prepare
3. A three part model for organizing your meeting
4. Be sure you cover what matters most first
5. How to keep control of the meeting (how to stick to the agenda)
6. How to generate as many ideas as possible in a short time
7. How to gain consensus to assure buy-in from the participants
8. How to close the meeting so your participants complete their action items
9. Exercise (Plan an upcoming sales meeting)

DETERMINING YOUR SALES PLAN
Identify the three tips, tools, or strategies you are going to implement as soon as you get back to work plus any other strategies you felt would improve what you’re accomplishing each day.

PRICE LIST

Habits of Highly Successful Sales Professionals   

Half-day Workshop for up to 20               $2995
                                                        

This is a half-day, 4-hour course.  Participants receive a Preplanning Journal, Workbook, and Handouts. Participants will be expected to complete the Preplanning Journal prior to attending the workshop.  The workshop is customized to the participants’ needs based on what you what to accomplish.

Presentations That Get Results

Full-Day for up to 10     $2500
 

This is a full-day course.  Participants receive a Workbook. Each participant is videotaped three times in this class.  They are shown how to overcome anxiety and fear so they can give confident, successful presentations.  They also learn successful techniques that will help them prepare and deliver presentations that get results.

Maximize Your Writing Workshop

Half-day for up to 20     $2995 

This is a half-day course. Participants must bring three writing samples to class which they will critique using the information they learn. Participants will learn how to save time when they write, reduce the number of questions they get from recipients, and get responses to their requests by when they need them. Participants receive a 42 page workbook. This workshop covers:

-  Controlling E-mail so you get more work done
-  Managing E-mail using files and the delete key
-  How to get your reader's attention so he/she will open your e-mail first
-  How to get a faster response to your e-mail
-  How to organize your writing so it takes less time

Note: Ask about our Three-Year Site License program that allows unlimited use of all written materials for a low price, for any or all of the courses we offer. You can also purchase workbooks separately if you decide to teach one of our classes after taking our Train-the-Trainer Workshop.

We also offer an excellent Train-the-Trainer so you can teach these programs.