Course Syllabus

Module 1: How to build self esteem taken from Nathanial Brandon

• Create and Maintain Positive attitude
• How and why to form good habit
• Power of the mind
• Formula for success from Napoleon Hill
• Recognizing states of mind in a Transaction and how to adjust
• The number one indicator for success in any endeavor is the level of one’s self esteem when going into that endeavor from Brian Tracy

Module 2: How people learn

• Recognizing Representational Styles (Auditory, Visual, Kinesthetic)
• Intro Pre Brief Debrief
• Tracking Profiles
• Presenting to people in their representational styles makes them subconsciously more comfortable and help them understand and buy more easily

Module 3: Neurolinguistics

• Filters in the brain
• How people are motivated
• Ways to determine motivating factors
• Recognizing filters and adjust
• How to adjust presentation
• How to manage/hire based on filters
• Understanding the filters in the brain and peoples motivating factors will help you manage and sell better

Module 4: Social Styles and DISC

• How people do things
• DISC
• What they are
• How to use this
• Delivering a message in someone’s style allows it to be received
• Picking the right person for the job assures success

Module 5: Values

• Why we do things
• What’s truly important
• Ranking Values
• What they mean
• Present your benefit based on their values
• Understand the person’s values and you understand them

Module 6: Human Relations

• How to build Relationships
• How to make people feel positive about you
• Win friends and influence people
• Public relations for individuals

Module 7: Leadership Selling

• Consultative Selling
• Allowing people to buy
• Developing a process
• Handle Objections by not getting them
• No one wants to be sold- everyone loves to buy
• Life is a process Selling is more than presenting and closing
• Don’t sell- help people and they will want to buy

Module 8: Prospecting

• Passive Prospecting
• Active Prospecting
• Business cards
• Direct mail
• Cold calls
• LinkedIn/ Social media
• Passive vs. Active Networks
• How to carry out a one to one
• Alliances
• Seminars/Talks
• Referrals
• Always have qualified prospects

Module 9: Goals

• How to set and accomplish
• Balanced goals
• For life and business
• How can you get where you’re going without knowing exactly where that is and when you want to arrive
• Now you can get there in life

Module 10: Review

• The synergy of the program
• How it all works together
• Roll play
• See how it all works together

 

Successful Behavior Inc. is a communications training and consulting company specializing in the training of business-to-business companies with between 5-50 salespeople. Our focus on relationships as a means to success in the sales process drive our results oriented recommendations and translate to increased profits to the customer bottom-line. Ultimately, our open communication philosophy effect business culture and strategy.