Professional Sales Training Refresher Course

This program is given approximately 6 weeks after the completion of the 3-day Professional Sales seminar. Richard Florman will review all 9 modules discussed during the initial training. He will use a series of 30 questions that will relate to each of the topics described below that are designed to refresh the participant's mind and to provoke additional discussion.

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Prospecting for New Business

This 30 minute program will give each salesperson the ability to develop a plan to prospect effectively. Spending just one hour a week on the telephone Qualifying Prospects and Making Appointments, will insure that each representative will have a PLAN for the rest of the week. This module explains that selling is a "game" of numbers. The more people you call, the more appointments you'll get. The more appointments you have, the more prospects you'll present. The more you'll present, the more you'll close.

Creative Thinking

This short program relates to becoming Creative in your sales approach. A series of questions and examples are posed that require Non-Traditional thinking in order to solve. There is only one correct answer to each question and exercise. This module is designed to have the sales representative to "Think Outside the Box".

Adventures in Attitudes

Six real-life people situations that are designed to reflect your EMOTIONS when confronted with each example. People have a tendency to pre-judge and form an initial impression when they first hear or see a particular circumstance or situation. This fun module examines how emotions CAN BE CHANGED or altered when one hears the COMPLETE story after forming an initial opinion.

Reflections

This highly charged module relates to one's self. We discuss AFFIRMATIONS & VISUALIZATION for both the participant's life and their job. We attempt to remove all negative thinking (Mind-Binders) from one's psyche and replace these negative thoughts with Positive ones (PMA- Positive Mental Attitude) The underlying premise here is that the Mind Believes What it Perceives. Also in this module we discuss self-appraisals where each person is required to write an honest appraisal of themselves. Finally, this section ends with a written Personal Commitment signed by both the sales person and their supervisor.