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 Skills for Success The Sales Ascent |
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| Module / Week One | The Ascent Introduction Key Accounts to Focus On Partnership Selling Principles |
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| Module / Week Two | Preparation The Knowledge You Need Information Resources Becoming an Expert |
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| Module / Week Three | Accessing All Decision Makers and Influencers Gaining Access to the Top Voice Mail and E-mail that offer Benefits Maintaining Access |
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| Module / Week Four | Asking the Essential Questions Stimulating Prospect Interest Tools for Uncovering Challenges Finding the Ways Around Resistance |
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| Module / Week Five | Active Listening Priceless Benefits of Active Listening Getting the Real Message Twelve Active Listening Practices |
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| Module / Week Six | Think Features, Talk Benefits Uncovering Felt Needs Selling with the NFRB Progression Always Be Ready for WIII FM |
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| Module / Week Seven | Selling the Value of Advertising The Types of Advertising Why Does Advertising work? Measuring Advertising Success |
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| Module / Week Eight | Effective Written Communication Powerful E-mail and letters Format and Form Paragraphs Seven Other Deadly Sins |
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| Module / Week Nine | Dancing With the Objections The Value of Objections Help from the DANCER COB or ROI? |
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| Module / Week Ten | Closing Throughout the Process Moving the Selling Process Forward Closing Methods for Each Step Using Closes as Tools |
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| Module / Week Eleven | Time & Territory Management Planning, Prioritizing and Controlling Focusing on the 80/20 Rule Strategic Sales Goals |
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| Module / Week Twelve | Inner Power that Makes it Happen Learning from the Storms Building up Inner Reservoirs Skills from Victories |
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