To: lojban@lojban.org
Subject: A-Z ABOUT SALES
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e: EN-US; mso-bidi-language: AR-SA">A-Z ABOUT SALES </span></strong><strong=
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<p align=3D"center"><strong><span style=3D"font-family: 'Verdana','sans-ser=
if'; color: #ffffff; font-size: 22pt">&nbsp;&nbsp;<strong><span style=3D"fo=
nt-family: 'Arial','sans-serif'; color: white; font-size: 24pt">2 day works=
hop</span></strong><strong><span style=3D"font-family: 'Arial','sans-serif'=
; color: white; font-size: 36pt"> <o:p></o:p></span></strong></p>
<p style=3D"text-align: center" align=3D"center"><strong><span style=3D"fon=
t-family: 'Verdana','sans-serif'; color: white; font-size: 22pt">DATE:</spa=
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ay 2012 Bloemfontein<o:p></o:p></span></strong></p>
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ay 2012&nbsp; Durban </span></strong></p><strong><span style=3D"font-family=
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sp;&nbsp;&nbsp;8-9&nbsp;May 2012 Cape Town&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nb=
sp;&nbsp;&nbsp;&nbsp;<o:p></o:p></span></strong></p></span></strong><strong=
><span style=3D"font-family: 'Verdana','sans-serif'; color: #ffffff; font-s=
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t-family: 'Verdana','sans-serif'; color: white; font-size: 18pt">All of our=
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guage: EN-US; mso-bidi-language: AR-SA">R2950 ALL INCLUSIVE</span>=20
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<p align=3D"center"><strong><span style=3D"font-family: 'Verdana','sans-ser=
if'; color: white; font-size: 14pt"><span style=3D"font-family: 'Verdana','=
sans-serif'; color: white; font-size: 14pt">The intensive participative wor=
kshop gives delegates the techniques and tools to successfully sell any pro=
duct. It addresses key ways to convert prospects into customers, Generating=
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and Closing a sale</span></span></strong>&nbsp;</p></div></div></div></div>=
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<p style=3D"text-align: center; margin-left: 36pt" align=3D"center"><strong=
><span style=3D"font-family: 'Verdana','sans-serif'; color: white"></p>
<p align=3D"center">&nbsp;</p>
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<tbody>
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<td style=3D"border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: =
0.75pt; padding-left: 0.75pt; padding-right: 0.75pt; border-top: #f0f0f0; b=
order-right: #f0f0f0; padding-top: 0.75pt">
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
; font-size: 14pt">PROGRAMME</span></strong></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Roles and Attitudes</span></strong></p>
<p style=3D"margin: 0in 0in 0pt"><span style=3D"font-family: 'Verdana','san=
s-serif'; color: white">Introduction</span><br /><span style=3D"font-family=
: 'Verdana','sans-serif'; color: white">&#183; Purpose of Selling</span><br=
 /><span style=3D"font-family: 'Verdana','sans-serif'; color: white">&#183;=
 Positive Attitudes</span><br /><span style=3D"font-family: 'Verdana','sans=
-serif'; color: white">&#183; Ten Traits of world class Sales Person</span>=
<br /><span style=3D"font-family: 'Verdana','sans-serif'; color: white">=
83; Myths about selling</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Generating Sales Leads</span></strong></p>
<p style=3D"margin: 0in 0in 0pt"><span style=3D"font-family: 'Verdana','san=
s-serif'; color: white">&#183; Where to find new business</span><br /><span=
 style=3D"font-family: 'Verdana','sans-serif'; color: white">&#183; Data Ba=
se Marketing</span><br /><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">&#183; Referrals</span><br /><span style=3D"font-family: 'V=
erdana','sans-serif'; color: white">&#183; New business from existing clien=
ts</span><br /><span style=3D"font-family: 'Verdana','sans-serif'; color: w=
hite">&#183; Tele canvassing</span><br /><span style=3D"font-family: 'Verda=
na','sans-serif'; color: white">&#183; 42 Telemarketing Tips</span><br /><s=
pan style=3D"font-family: 'Verdana','sans-serif'; color: white">&#183; Bulk=
 Emailing and where to get Email addresses</span><br /><span style=3D"font-=
family: 'Verdana','sans-serif'; color: white">&#183; Bulk Faxing and where =
to get fax numbers</span><br /><span style=3D"font-family: 'Verdana','sans-=
serif'; color: white">&#183; Follow up</span><br /><span style=3D"font-fami=
ly: 'Verdana','sans-serif'; color: white">&#183; Remember: Birthdays and sp=
ecial occasions</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">The Sales Process (The six step sales process)</span></strong></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step1:</span></strong><span style=3D"font-family: 'Verdana','sans-serif';=
 color: white">Planning</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step 2:</span></strong><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">Breaking the ice</span><br /><span style=3D"font-family: 'V=
erdana','sans-serif'; color: white">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nb=
sp;&nbsp;&nbsp;&nbsp; The first 2 minutes</span><br /><span style=3D"font-f=
amily: 'Verdana','sans-serif'; color: white">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;=
&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Decide which approach</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step 3:</span></strong><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">Information gathering</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step 4:</span></strong><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">Overcoming objections</span><br />&nbsp;&nbsp;&nbsp;&nbsp;&=
nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<spa=
n style=3D"font-family: 'Verdana','sans-serif'; color: white">Understanding=
 buying signals</span><br />&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp=
;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<span style=3D"font-family=
: 'Verdana','sans-serif'; color: white">Negotiation</span></p>
<p>&nbsp;</p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step 5:</span></strong><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">Closing the sale</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Step 6:</span></strong><span style=3D"font-family: 'Verdana','sans-serif'=
; color: white">Follow up</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Discover the little known &#8220;psychological triggers&#8221; and switch=
es you must activate inside the customers mind to win them over.</span></st=
rong></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">5 whit=
e-hot psychological triggers&#8230;..</span><br /><span style=3D"font-famil=
y: 'Verdana','sans-serif'; color: white">How to secure a buying decision an=
d keep the deal closed&#8230;..</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">How to=
 make your offer irresistible&#8230;..</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">The bi=
ggest mistake being made by average sales people and how to avoid it&#8230;=
..</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">How to=
 have a buyer agree to your outrageous request&#8230;..</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">How to=
 build trust and credibility in one sentence&#8230;..</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">The se=
ven letter word that guarantees that any request will be granted&#8230;..</=
span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">How to=
 have customers really trust you&#8230;..</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">20 Closing Techniques that work</span></strong></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">What is Selling?</span></strong></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">- Sale=
s as a Process</span><br /><span style=3D"font-family: 'Verdana','sans-seri=
f'; color: white">- The Selling Equation</span><br /><span style=3D"font-fa=
mily: 'Verdana','sans-serif'; color: white">- Partnering</span><br /><span =
style=3D"font-family: 'Verdana','sans-serif'; color: white">- Leverage</spa=
n></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Image</span></strong></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">- Mana=
ging First Impressions</span><br /><span style=3D"font-family: 'Verdana','s=
ans-serif'; color: white">- Influencing the Buying Decision</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Traits and Trust</span></strong></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">Commun=
ication Skills in Sales</span><br /><span style=3D"font-family: 'Verdana','=
sans-serif'; color: white">Questioning Skills</span></p>
<p><span style=3D"font-family: 'Verdana','sans-serif'; color: white">- Open=
</span><br /><span style=3D"font-family: 'Verdana','sans-serif'; color: whi=
te">- Probing</span><br /><span style=3D"font-family: 'Verdana','sans-serif=
'; color: white">- Reflective</span><br /><span style=3D"font-family: 'Verd=
ana','sans-serif'; color: white">- Hypothetical</span><br /><span style=3D"=
font-family: 'Verdana','sans-serif'; color: white">- Closed</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">The Funnel Technique</span></strong></p>
<p style=3D"margin: 0in 0in 0pt"><span style=3D"font-family: 'Verdana','san=
s-serif'; color: white">-Listening Skills</span><br /><span style=3D"font-f=
amily: 'Verdana','sans-serif'; color: white">-Expectations, Features and Be=
nefits</span><br /><span style=3D"font-family: 'Verdana','sans-serif'; colo=
r: white">-How To Handle Objections Documents</span><br /><span style=3D"fo=
nt-family: 'Verdana','sans-serif'; color: white">-How To Recognize Buying S=
ignals and Closing</span></p>
<p><strong><span style=3D"font-family: 'Verdana','sans-serif'; color: white=
">Losing the sale</span></strong></p></td></tr></tbody></table></div>
<p style=3D"text-align: center; margin-left: 36pt" align=3D"center"></span>=
</strong></p></div></div></div></div></div></div></div></div></div></div></=
div></td></tr></tbody></table></div>
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