1. Course overview: TAP INTO OBSTACLE-FREE SELLING  When sales professionals obtain the appointments and make the calls, but don’t close the business, a company must make a change quickly. This training isn’t about “selling” someone on a product; it is about helping the person “buy” a solution that would truly serve them.   Obstacle-free selling requires collaboration. When sales professionals understand they do not sit across the table from the person they are selling to, but are actually sitting on the same side of the table with their customer, collaboration takes hold. This is the missing mindset in most sales approaches.   Ziglar Sales System teaches sales performance through an easy-to-apply basic sales formula that is built on TRUST. This adaptable program is performance-driven and can be utilized in any industry, with any product or service. When followed and applied, sales professionals can yield tremendous results in a remarkably short period of time.  Our customized approach utilizes a pre-assessment tool that allows us to pinpoint your organization’s unique needs and aptitudes. With this information, we can further define areas of opportunity and tailor the program to maximize results. Ziglar Sales System connects with your current situation and creates the program that will take you where you want to go.   Beyond stellar sales results, Ziglar Sales System offers an opportunity for you to build rapport with prospects and customers, which translates into customers for life. Customers created through trusted relationships can add significantly to the bottom line over time through repeat business and referrals. These meaningful relationships also generate the opportunity for you – and your company – to further elevate your reputation and position within the marketplace. ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar Course Objectives:  Increasing sales performance utilizing an easy to use formula, based on the most important obstacle met in a selling process – TRUST.  Managing Prospecting Activities as a major issue for continuous increasing sales results.  Teaching the participants the habit of building their own selling solutions based on best approach for each prospect and also avoiding applying standard key solutions for each customer.  Managing objections and closing the sale based on tools that are inevitably leading to finalizing the contract.  Focusing the participants on results and performance, using their clients portfolio for generating new ones and developing their sales network. ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR Duration: 2-10 days Target Audience:  Sales Profeesionals, Sales Consultants  For all who ofer consultative selling solutions

2. CONTENT Contact us! + 40-75-620.90.89 + 40-21-310.07.52 www.euritma.ro contact@euritma.ro Str. Primaverii nr. 22, Bragadiru, Ilfov, 077025 ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR Covered Topics  The TRUST Process  The difference between a sales process and a sales event;  The difference between selling a product and selling a solution;  How to uncover the clients purchasing needs.  Think and Relate  The importance of using a well-planned selling process (T.R.U.S.T.);  Different methods of prospecting for customers;  Creating a general benefit statement.  The fastest and best methods for obtaining new clients – „4O formula”  The quickest ways to turn prospects into customers;  Uncover Customer Needs  The natural law of homeostasis and how it applies to selling;  Discovering the prospect’s reasons, benefits and criteria  Higher close ratios;  More meaningful client/company interactions.  Selling the Solution  Leading with needs instead of product or service;  Recognizing and responding to the prospect’s verbal and non-verbal communications;  Creating a sense of urgency in the prospect.  Greater value for your product or service;  Taking Action  Differentiating between true and false objections;  Testing the objections;  How and when to ask for the order and close the sale  Focusing and pinpointing your actions to meet the customer needs.  DiSC ® Model of Communication  How to identify the four behavioral styles  The characteristics and traits of the different styles  How to identify the styles of your prospects  How to develop selling strategies for each client personality styles  Objections Clinics  How to manage specific objections  New ideas from other salespeople  How to apply the CETAA method to managing objections  Professional Prospecting  How to make an initial contact  How to create a prospect list  How to ask for referrals  Closing Clinics  How to overcome my reluctance to closing  How to use trial closes  More specific closing techniques to use in the sales process  How to improve my closing techniques  How to service the sale after the close  Time Management  How to build positive work habits that contribute to long-term opportunities  How to understand our behaviors as they relate to the productivity and success  How to create blocks of time to be able to be more, do more and eventually have more  How to maximize technology and organizational skills