A
John Haynes
Success Programme

HOW TO SELL MORE, AND BE A TRUE PROFFESIONAL IN THE
21st CENTURY

When John Haynes was handed the opportunity to go into professional selling, his coach told him that selling was a honourable profession because without sales people there would be no profits, no jobs and no future. It was explained that some companies that had failed, through bankruptcy or liquidation all had one common denominator; they all thought their products, brand name, staff and technology were more important than the salesperson. They paid a high price. Nothing ever moves without the salesperson being at the sharp end selling.

So, some 20 years ago, John moved into this most important profession. He embarked on a learning curve, which is still going on today, and in that time he has come to realise that every one of us is a sales person. We are selling our selves as well as our ideas, products, skills and services . Without sales people, new markets would not develop and grow and this is the area on which most countries depend for their financial futures. Selling is the master skill and it is an exact science that gives you the capability to make a return on investment and keep ahead of your competition. It is a skill that you must keep developing and sharpening and this one action alone could be the difference between success and failure.

People who should activate this Sales Programme are:

• A company where profits are falling
• A business that is having no return of its investment from
  advertising and other marketing tools
• A person whose commission or job security depends on sales
• A new business where products need to be sold quickly to gain
  market advantage
• An individual who wants security for life by learning these vital
  selling skills
• A sales team who have to hit high targets every month
• A winner who is at the top of his trade, but wants to go on
  learning and sharpening his skills

After you have worked through John's Professional Sales Programme, you will have the following skills and be able to achieve the results:

• The best people have a self-motivation success habit. Even when sales are down they stay confident and keep their belief and focus by using the power of their sub-conscious mind. Shortly these skills will be yours.

Strategic Goals.

• Develop the skills of goal success. All your targets will be achieved after you have been coached on this most important skill. Your activities every day will be in line with your most dominant goals and this will produce higher sales and profitability.

Personal Time Management

• Plan your time so that you achieve 8 hours of results in 4 hours work.
  Eliminate time wasters and develop a sense of urgency and total
  concentration - this is the hallmark of a true professional. Develop success habits from the experts and start seeing more prospects on a daily basis.

Future Knowledge.

• Product knowledge means having respect for your customer. Know your products cold and learn how to learn through Accelerated Learning and have the skills to learn all the new products in the future. Your Competition.

• Your competition is vital to your growth. Use the tools to find out your
  competition's strengths and weaknesses and why customers buy from them, rather than you?

Developing Your Winning Edge

• What makes you unique from others?
• Why are you and your product superior to your competition?
• What are the 10 benefits in buying from you?

Sales Strategy.

• Develop your Specialization, Differentiation, Segmentation, and
  Concentration. Then attack your market place with confidence.

Telephone Appointments

• The fear of using the phone is the major reason why companies don't have enough clients. This programme will show you a psychological system that will overcome the fear of using the phone.

Prospecting

• This is the number 1 skill that will guarantee success. Learn the most successful ways to always keep your diary filled with appointments.

Identifying your Clients Needs.

• Learn how to formulate strong questions to get immediate attention. Your questions must be centered on the client's problems or opportunities. No need no sale!

Building Trust

• Develop your communication and listening skills. It has been proved many times that a person will buy from you only if he trusts and likes you first.

Negotiation Skills

• You are negotiating from the minute you wake up until the time you go to bed. True professionals have been developed on these 21 crucial skills.

Make an Excellent Presentation.

• Develop the skills of talking on your feet to large and small groups. Show the prospect that his or her needs can be met with products or services. Develop your skills to use visual aids, getting the prospect involved, and use trial closes.

First Impression

• The first 10 seconds will make or lose you the sale. Learn how to dress for success, display a positive attitude, speak with a clear strong voice and show your product at its best.

Credibility.

• Develop a system to impress your prospects, with testimonial letters, photos of satisfied customers, lists of current clients, and success stories of satisfied customers.

Handling Objections.

• No sale takes place with out an objection. There are six primary objections to every product offering. What are yours? Learn how to treat each objection as a request for further information.

Closing the Sale.

• 50% of sales are lost at this stage. Learn the skills to make this the most enjoyable part of the sales process. You will be trained to be a master of these result oriented methods.

Price Objections.

• This is one of the main reasons why salespeople fail, they don't know how react when the prospect says, " it costs too much", or "I can get it cheaper elsewhere". You must learn to overcome price objections if you are to become a success in your profession.

Customer Service

• Clients get buyers remorse and sometimes even cancel the contract. All because of the low sense of urgency, poor communication and nil
  reassurance on the salesperson's part. Remember, the last contact leaves the client with the deepest impression.

Referrals.

• Learn the skills of asking for referrals, this will save time and money by eliminating other marketing methods.

Your Development into the CorparateWorld.

• Fishermen have to fill 100 buckets of fish to pay for the voyage but the smart fisherman catches one whale that pays for the voyage. Understand the needs, of business.

"Selling is an exact Science"

There will be more change in the next three years than our grandparents
had in the whole of their lifetimes. So it's your duty to learn the
psychological skills of selling.