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AdvanceSellingSkillTraining()............................DavidDavid................SuperSales!SuperSales!....................1.2./3.4.5.6.1.2./3.4.5.6.OKWorkshop1:1.2.(+)(-)3.4.5.1.2.(+)(-)3.4.5.Workshop1:():(+)(-)1.2.3.::?():(+)(-)1.2.3.::?Step1Step2Step3Step4Workshop1:Step51.2.3.4.5.1.2.3.4.Coach1.2.3.4.CoachKeyInfluenceKeyInfluenceSS--4PersonalityAnalysis4PersonalityAnalysisAssertiveExpressiveDriverAnalyticalAmiableExpressionDDANAANAEDAMIANADEEEANAAMIAMIAMI-$-$--Whatkindofreturnwillwegetonthisinvestment?Whatkindofreturnwillwegetonthisinvestment?-$-$--Doesitmeetspecifications?Doesitmeetspecifications?----()NO!----()NO!AWinnerinComplexSalesHowwillitworkforme?Howwillitworkforme?-----------Howcanwepullthisoff?Howcanwepullthisoff?-----Workshop2:1.2.3.1.2.3.Workshop2:Mr.WangMr.LiMs.ChangMs.LuEconomicEconomicUserUserTechnicalTechnicalCoachCoachStep1~2Workshop2:():(+)(-)1.2.3.::?():(+)(-)1.2.3.::?Step3/ForDangerorOpportunity……...……...……...……...!…...!!!1.2.3.4.1.2.3.4.Automatic*****/1.2.3.1.2.3.Workshop3:/1.2.1.2.Workshop3:/Step1Mr.WangMr.LiMs.ChangMs.LuWorkshop3:Step21.2.3.4.5.SS--4PersonalityAnalysis4PersonalityAnalysisAssertiveExpressiveDriverAnalyticalAmiableExpressionDDANAANAEDAMIANADEEEANAAMIAMIAMI1.2.3.4.1.2.3.4.DoesYourProposalClosetheGap?AWinnerinComplexSales?DoesYourProposalRemovetheCauseoftheTrouble?()WhyRocktheBoatNOW?:..I'veNeverHaditsoGood!WhoNeedsYourProposal?Workshop4:1.2.3.4.5.1.2.3.4.5.Workshop4:Step1Mr.WangMr.LiMs.ChangMs.LuEKTGGWorkshop4:Mr.WangMr.LiMs.ChangMs.LuEK-2T+2G+2G+2Step2Workshop4:*-------+5*-------+4*-------+3*-------+2*-------+1*--------1*--------2*--------3*--------4*--------5Step3~4Workshop4:Step51.2.3.4.5.-----AKeytoLongAKeytoLong--TermSuccessTermSuccessWINNINGWINNINGIWINYOUWINILOSEYOUWINILOSEIWINYOULOSEYOULOSEILOSEIWINYouWINYouLOSE--YOUYOU--IIILOSEYOUWINIWINYOULOSEILOSEYOULOSEIWINYOUWIN300…...….………...-...-.....-...-.....1.1.2.2.3.3.1.1.2.2.3.3.------.....................------.....................-----..................Coach(Wins)---...............----.........................-----..................Workshop5:1.2.3.4.5.6.1.2.3.4.5.6.Workshop5:Step1Step2~3Workshop5:AWinnerinComplexSalesMr.WangMr.LiMs.ChangMs.LuEK-2T+2G+2G+2Step4Workshop5:IWINYOUWINILOSEYOUWINILOSEIWINYOULOSEYOULOSELOSEWINWINLOSEStep5Workshop5:Step61.2.3.4.5.TheFunnelforMultiaccount1.2.3.4.5.1.2.3.4.5.$ofRevenuesSold(inmonth)AboveFunnelAboveFunnelCold...Cold...Warm?Warm?InFunnelInFunnelHot!!!Hot!!!FocusBestFewFocusBestFew/Cold...Cold...Warm?Warm?1Hot!!!Hot!!!Workshop6:1.2.3.4.5.1.2.3.4.5.Workshop6:1.2.3.Step1Workshop6:FUNNELStep2Workshop6:Step3................FUNNELWorkshop6:FUNNEL112233YourworkprioritiesStep4Workshop6:SalesObjective1.2.3.4.FUNNEL1.2.3.4.5.Step5/MultiaccountManagement=Sellingtocustomer'sneedSellsnowtoSiberians$35%!!TroubleFocusongettingthegoodonewhichtoleadyoutoWin!!FocusongettingthegoodonewhichtoleadyoutoWin!!----------!!!!!!Workshop7:1.2./3.4.5.6.1.2./3.4.5.6.Step41.2.3.4.5.6.7.1.2.3.4.5.6.7.1.2.3.4.5.1.2.3.4.5.6.7.1.2.3.4.5.6.7.Rating:@-5~+5Step2Step3Step3Step2Workshop7:Step1Workshop7:Step51.2.3.4.5.Rating:@-5~+5FUNNELWorkshop7:IdealCustomer1.2.3.4.5.Rating:@-5~+51.2.3.4.5.FUNNEL1.2.3.4.5.Step6--...YourActionPlan..........................................tt••••YourownmodelActionPlanYourownmodelActionPlanTheFinalListThebest4or5actionswillbe...•••WerecommendashortlistofactionsWerecommendashortlistofactionsOKGloriaCRMŠŠGloriaCRMGloriaCRMŠGloriaCRMŠŠGloriaCRMŠGloriaCRMŠ1Š2Š3Š4Š5GloriaCRMŠGloriaCRMB/SŠGloriaCRMGloriaCRMŠGloriaCRMŠ