The Delta Points® of Sales Excellence

Delta Point, Inc. Corporate Headquarters: 12196 East Sand Hills Road, Scottsdale, AZ 85255 Regional Office: 5 Great Valley Parkway, Suite 180, Malvern, PA 19355

Tel: 877-805-7909

©2017 DELTA POINT, INC. www.gottochange.com

The Delta Points® of Sales Excellence

“ Your workshops have pushed my [representatives] to work harder at clearly articulating their messages in a more profound and meaningful way to our customer.”

[Todd Lovins, District Sales Manager, AstraZeneca]

Capturing the full gamut of skills required to excel in selling—

from the basics through the nuances

Over the years, Delta Point has provided training on the various skills and competencies that are required for sales excellence.

Now these workshops are provided as individual lessons known collectively as the Delta Points® of Sales Excellence.

Sales excellence requires mastering…

• The art of planning

• The basic components of a sales call

• Effectively engaging customers

• Business and life skills

…and continually sharpening the saw

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The Art of Planning • Defining Selling—Building a

Foundation for Success

• Pure Intent Creates Sales Excellence

• KMR—the Trifecta of Sales Effectiveness

• Planning Your Sales Interaction to Obtain Commitment

The Basic Components of a Sales Call

• Opening: Grab Your Customer’s Attention with Your Opening

• Asking Questions: Selling through Questioning

• Telling the Product Story: The Power of Stories in Selling

• Answering Objections: Welcome Objections as Sales Opportunities

• Closing: Closing Begins with your Mindset

Business and Life Skills

• Mindset Matters—the Power of Your Thoughts

• Achieve Incredible Things by Setting Goals

• The Relationship Edge—a Proven Process for Developing Relationships

• Changing Habits: A Selling Strategy

• Effective Listening: Listen Your Way to Sales Success

Effectively Engaging Customers

• Engaging Sales Conversations with Meaningful Dialogue

• Torture Your Words to Sell More

• Positioning Your Product

• Crafting Language to Increase Sales

• Differentiating Yourself and Your Product in Selling

• Transitioning Topics in Sales Conversations

• Using Soft Words to Sell Effectively

The Delta Points® of Sales Excellence DEFINING SELLING—BUILDING A FOUNDATION FOR SUCCESS

How an organization defines selling determines how their sales people sell—because beliefs drive behavior. Learn how to make sales people more productive and effective by clearly defining a customer-centric definition of selling.

PURE INTENT CREATES SALES EXCELLENCE Learn how the attribute of intent drives both the planning and the execution of impactful sales

interactions..

KMR—THE TRIFECTA OF SALES EFFECTIVENESS Selling excellence is dependent upon three interdependent and interconnected criteria: Knowledge,

Messaging and Relationships. Understanding what these elements are and how they are interrelated leads to greater insight about how to engage and influence customers.

PLANNING YOUR SALES INTERACTION TO OBTAIN COMMITMENT It’s hard to find a component of the selling process that has more impact than planning. Learn how

to identify the often overlooked aspects of planning to make future sales interactions meaningful, supporting the delivery of results.

“ Employ your time in improving yourself by other men’s writings, so that you shall gain easily what others have labored hard for.”

[Socrates]

The Art of Planning

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“ Selling is truly a thinking person’s game.”

[Jerry Acuff]

Do you have what it takes to attain your potential?Selling excellence requires mastery of many skills…

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OPENING: GRAB YOUR CUSTOMER’S ATTENTION WITH YOUR OPENING You create interest in—or resistance to—what you have to say within the first 20-30 seconds of your

sales interaction. Learn how to develop an inventory of interesting openings to use with different kinds of customers and how to target your opening to get optimum engagement.

ASKING QUESTIONS: SELLING THROUGH QUESTIONING Customers become engaged when asked thought-provoking questions. However, asking great

questions that customers will want to answer, and answer honestly, is not easy. Learn how to create questions based on the three components of effective questions and see the difference in the quality of your sales conversations, and ultimately, your sales numbers.

TELLING THE PRODUCT STORY: THE POWER OF STORIES IN SELLING Learn the essential steps that are required to develop a story that is compelling, logical and visual.

Explore how tools such as analogies, anecdotes and testimonials can keep the story simple yet impactful.

ANSWERING OBJECTIONS: WELCOME OBJECTIONS AS SALES OPPORTUNITIES Learn to welcome objections as ways to advance the sale. Use our objection-handling model to uncover

the main reasons customers raise objections and identify the real reasons customers won’t buy.

CLOSING: CLOSING BEGINS WITH YOUR MINDSET Develop the mindset that the close is a natural part of any conversation. Learn how to position the

close by asking not one but several closing questions—and why this will make your customer feel more comfortable in answering and agreeing to comply with your request for action.

The Basic Components of a Sales Call

ENGAGING SALES CONVERSATIONS WITH MEANINGFUL DIALOGUE Learn the six basic rules of engagement which serve as a roadmap to help you create

impactful sales conversations.

TORTURE YOUR WORDS TO SELL MORE When you consistently say the right thing, at the right time, in the right way you are more persuasive,

you sell more, and you are more effective. Learn how to achieve the goal of creating compelling messages that will change behavior.

POSITIONING YOUR PRODUCT This lesson begins by defining unassailable positioning and leads you on a journey to learn how you can

define your product position in a way that makes sense to your customers. Learn how to use the power of questions to communicate those essential features about your product.

CRAFTING LANGUAGE TO INCREASE SALES Words are perhaps the most effective tools available to sales professionals. Learn how to craft language

to elicit information from the customer in a way that makes that person want to share feedback.

DIFFERENTIATING YOURSELF AND YOUR PRODUCT IN SELLING Often in sales, customers view competing products as virtually the same. Learn how to clearly explain

to your customers why you, your company, and/or your product is different and why this should matter to them.

TRANSITIONING TOPICS IN SALES CONVERSATIONS Learn the key to creating bridging statements that will make the conversations flow—whether you

transition from business to personal topics or from one product to another.

USING SOFT WORDS TO SELL EFFECTIVELY Using soft words in sales conversations increases the likelihood that your customers will listen with

open minds, and as a result, will feel buying your product is what they want to do.

Effectively Engaging Customers

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“ Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential.”

[John Maxwell]

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MINDSET MATTERS—THE POWER OF YOUR THOUGHTS Mindset (your attitudes and beliefs) drives your behaviors—and can be changed. Building upon Carol

Dweck’s research from her book Mindset, this lesson illustrates how an individual can adopt a growth mindset—and why it makes a difference when engaging customers and prospects.

ACHIEVE INCREDIBLE THINGS BY SETTING GOALS One of the keys to success lies in how to define goals to get the desired results. Learn the six rules that

will provide a roadmap in how to define goals to achieve exactly what you want.

THE RELATIONSHIP EDGE—A PROVEN PROCESS FOR DEVELOPING RELATIONSHIPS This lesson explains the process for developing business relationships and how to overcome the

challenge of building relationships with individuals with whom you may not naturally connect. After reading this lesson, you will be able to create a plan to develop relationships with those people who can help you succeed.

CHANGING HABITS: A SELLING STRATEGY Studies have shown that 90% of human behavior is based on habits. Quite often habit is an unspoken

(and often unrealized) reason as to why customers buy what they do. The challenge is how to make your customer aware of this habit in order to change it. Learn how to change a habit using three basic steps, and ways to get customers to change their buying habits.

EFFECTIVE LISTENING: LISTEN YOUR WAY TO SALES SUCCESS The unintended consequence of not listening well is missing cues that customers provide. Learn how

to overcome poor listening habits, and follow the five steps to effective active listening.

Business and Life Skills

The Delta Points® of Sales Excellence focus on:• Practical knowledge and application

• Making small changes not dramatic ones

• Sharpening the saw

Why Choose The Delta Points® of Sales Excellence?

Challenge for the Sales Representative...

“How can I learn—and even master—all the different things I need to know to excel in selling?”

• The Delta Points® of Sales Excellence can help:

– Provide focus on developing only one skill at a time.

– Minimal time out of the field.

– Small steps lead to big results, focus on just one or two things to do differently

Each Delta Points® of Sales Excellence lesson includes:

• Participant’s guide with self-check questions

• Leader’s guide which encompasses the participant’s guide with additional directions for the sales manager

• PowerPoint slide deck with notes to highlight the important points of each lesson

Challenge for the Sales Manager...

“ How can I effectively develop the selling skills of my team when they all have different strengths in selling competencies?”

• The Delta Points® of Sales Excellence can help:

– Each representative can work on building a different skill

– Minimal involvement required of the sales manager

– One source for the plethora of competencies required for sales excellence.

“ The more I learn, the more I realize I don’t know.”

[Albert Einstein]

The Delta Points® of Sales Excellence

Delta Point, Inc. Corporate Headquarters: 12196 East Sand Hills Road, Scottsdale, AZ 85255 Regional Office: 5 Great Valley Parkway, Suite 180, Malvern, PA 19355

Tel: 877-805-7909

©2017 DELTA POINT, INC. www.gottochange.com

The Delta Points® of Sales Excellence

“ Your workshops have pushed my [representatives] to work harder at clearly articulating their messages in a more profound and meaningful way to our customer.”

[Todd Lovins, District Sales Manager, AstraZeneca]

Capturing the full gamut of skills required to excel in selling—

from the basics through the nuances

Over the years, Delta Point has provided training on the various skills and competencies that are required for sales excellence.

Now these workshops are provided as individual lessons known collectively as the Delta Points® of Sales Excellence.

Sales excellence requires mastering…

• The art of planning

• The basic components of a sales call

• Effectively engaging customers

• Business and life skills

…and continually sharpening the saw