Sales Concepts and AppsIntroduction to our term together

GLFD 2003

Sales Concepts and Apps

Course Description• The steps in the strategic sales process• What influences and affects buying behavior• The role of professionalism, communication,

personal interaction, and problem-solving • The selling process as it relates to the golf

business• Selling to the Internet – Informed consumer

Sales Concepts and Apps

Learning Outcomes• Apply theory of personality types in determining

one’s own dominant or preferred style of selling as well as the buying style of the customer.

• Examine and discuss the functions and responsibilities of the golf industry salesperson.

• Analyze product and service trends to identify potential sales opportunities and develop sales forecasts.

Sales Concepts and Apps

Learning Outcomes • Construct a sales portfolio.• Exhibit effective sales techniques.• Develop and employ effective negotiating

and commitment strategies as well as partnership-building techniques.

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Sales Concepts and Apps

Course Content Overview• Theory of personality types• Selling goods versus selling services

(memberships) - Ethical and legal issues in professional selling - Sales role-playing simulations

• Sales process: forecasting, accounts, opening the call, negotiation

• Closing and post-sales follow-up• Sales performance issues

Sales Concepts and AppsThe 12.5 Red Principles of Sales Greatness:1. Kick your own ass.2 Prepare to win, or lose to someone who is.3. Personal branding IS sales

It’s not who you know, it’s who knows you.4. It’s all about value, it’s all about relationship, it’s not all

about price.5. It’s NOT work, it’s NETwork.6. If you can’t get in front of the real decision maker, you

suck.7. Engage me and you can make me convince myself.

Sales Concepts and Apps

The 12.5 Red Principles of Sales Greatness:8. If you can make them laugh, you can make them buy!9. Use CREATIVITY to differentiate and dominate.10. Reduce their risk and you’ll convert selling to buying.11. When you say it about yourself it’s bragging. When someone else says it about you its proof.12. Antennas up!12.5 Resign your position as general manager of the universe.

Sales Concepts and Apps

The 12.5 Red Principles of Sales Greatness:1. Kick your own ass.2 Prepare to win, or lose to someone who is.3. Personal branding IS sales

It’s not who you know, it’s who knows you.

Sales Concepts and Apps

The 12.5 Red Principles of Sales Greatness:4. It’s all about value, it’s all about relationship,

it’s not all about price.5. It’s NOT work, it’s NETwork.6. If you can’t get in front of the real decision

maker, you suck.7. Engage me and you can make me convince

myself.

Sales Concepts and Apps

The 12.5 Red Principles of Sales Greatness:8. If you can make them laugh, you can make

them buy!9. Use CREATIVITY to differentiate and

dominate.10. Reduce their risk and you’ll convert selling

to buying.11. When you say it about yourself it’s bragging.

Sales Concepts and Apps

The 12.5 Red Principles of Sales Greatness:11. When you say it about yourself it’s bragging. When someone else says it about you its proof.12. Antennas up!12.5 Resign your position as general manager of the universe.

Sales Concepts and Apps

18.5 Secrets of Sales Success1. Believe you can.2. Create the environment3. Have the right associations4. Expose yourself to what’s new5. Plan the day6. Become valuable

Sales Concepts and Apps

18.5 Secrets of Sales Success7. Have the answers your prospects and

customers need.8. Recognize opportunity9. Take advantage of opportunity10. Take responsibility11. Take action12. Make mistakes

Sales Concepts and Apps

18.5 Secrets of Sales Success13. Willing to take risks14. Keep your eyes on the prize15. Balance yourself16. Invest, don’t spend17. Stick at it till you win18. Develop and maintain a positive attitude18.5. Ignore idiots and zealots

Sales Concepts and Apps

18.5 Secrets of Sales Success• There are no revelations and while they are simple, they are difficult to Master.• The person who will emerge victorious is the person who

wants it most• The victory we call success goes to the best prepared, self believing, right associated, self taught, responsible person, who sees the opportunity and is willing to take a risk to seize it -sometimes a big risk.