SALES SKILLS
Coach Certification
Welcome to Sales Skills!
Introduction to Sales Skills
FocalPoint Sales Skills Participant Manual
Call Instructions
Ideal Client EBook
Pre-Work Reading & Application Exercise: Module 4-1: Define Your Ideal Prospect Part 1
Audio Support: Module 4-1: Define Your Ideal Prospect Three Key Questions
Pre-Work Reading & Application Exercise: Module 4-2: Define Your Ideal Prospect Part 2
Audio Support: Module 4-2: Define Your Ideal Prospect Additional Key Questions
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Pre-Work Reading & Application Exercise: Module 4-3: Expand Your Prospect Sources Part 1
Pre-Work Reading & Application Exercise: Module 4-4: Expand Your Prospect Sources Part 2
Audio Support: Module 4-3 & 4-4: Expand Your Prospect Sources
Marketing Plan Review
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Pre-Work Reading & Application Exercise: Module 4-5: Establish Rapport
Audio Support: Module 4-5: Establish Rapport
Pre-Work Reading & Application Exercise: Module 4-6: Identify the Problem
Audio Support: Module 4-6: Identify the Problem
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Pre-Work Reading & Application Exercise: Module 4-7: Present the Solution Part 1
Audio Support: Module 4-7: Present the Solution Ask Good Questions
Pre-Work Reading & Application Exercise: Module 4-8: Presenting Part 2
Audio Support: Module 4-8: Present the Solutions Answer Unspoken Questions
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Pre-Work Reading & Application Exercise: Module 4-9: Overcoming Objections Part 1
Audio Support: Module 4-9: Overcoming Objections Timing is Critical
Pre-Work Reading & Application Exercise: Module 4-10: Overcoming Objections Part 2
Audio Support: Module 4-10: Overcoming Objections Six Basic Objections
Pre-Work Reading & Application Exercise: Module 4-11: Overcoming Objections Part 3
Audio Support: Module 4-11: Overcoming Objections Four Additional Basic Objections
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