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	Sales Training for Manufacturer Representatives $245.00 Do you want to open that Large Focus Account and protect your Customers from nosy Competitors? Take this training . . .filling out your Call Activity Report will be a pleasure, and your Annual Production will be a quota-busting experience. This program is designed to help you accomplish the following : 1. Enhance the skills of the Top Representative toward the Master Level 2. Initial skill development for the New Representative to jumpstart Performance 3. Ensure that each Large Account Sales Call is profitable -- an opportunity to build the Supplier > Client relationship 4. Reduce the unproductive calls -- the “Hi, How are ya!’” syndrome 5. Give you a Blueprinting Strategy (an organized Agenda) that will give you the ability to analyze progress [or lack thereof] within the Client Organization 6. Deliver a versatile Sales approach that will improve your ability to Target Market their presentations for YOUR lines-of-business

Curtis Industries, Inc.
“Executive Account Management System”

The Executive Account Management System will be designed to provide Curtis representative [whether they be wholesalers, distributors, reps, or salaried salespeople] with the marketing , selling skills and strategies required to generate new business at the Large (National) Account level down to the person-to-person sale. We will also provide skill sets that will be helpful in managing the indirect Distributor sales force.

Subjects covered in the two-day sessions would include:

DAY 1 MORNING

I. BLUEPRINTING
“Planning your Account Strategy”
• Quick-Qualifying the prospect; eliminating “Time Wasters”
• Outlining information necessary to blueprint an Account strategy --
• Formalizing a Prospecting & Sales strategy for New Business
• Opening Accounts who don’t “see “ the need to use CURTIS products
• How to enhance the Account’s perception of the Account Manager as
a Consultative Problem Solver
• Identifying causes of New Call Reluctance
• Accelerating the Selling Process, sophisticated enough to crack even the
most hardened Buyer’s (even Purchasing Agents’) facade

II. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Getting into comfortable conversation
• Keys to building Relationships inside the Client Organization
• Versatility - adapting to the sales situation
• Gaining and keeping Prospects’ attention
• Building Rapport with the Executive & Purchasing Committees
• Establishing down > top sales strategies -- CEO, CIO, CFO, et.al.
• Deployment of an easy and affordable Lead Generation system . . . within the Account and on to the next
• Creating an aura of Competence & Trust

III. AROUSE INTEREST
“Eliminating ‘I’m not interested.’”
• Opening the closed minds to CURTIS ideas
• Developing a compelling Corporate or Product Presentation
• Selling Prospects on the “Next Steps” in EACH STEP OF THE CURTIS SELLING CYCLE
• Tactical approaches designed to access the busy Prospect
• Understanding and selling to Vertical Markets -- the development of Vertical-Market-focused sales messages; for you, that is:
‚ Automotive
‚ Other Industry

DAY 1 AFTERNOON

IV. UNITS OF CONVICTION
“Communicating the CURTIS Advantage”
• Getting ahead of your competition
• Analysis of Major Competitors -- the ”Winning Mindset”
• Handling competitive objections like:
“I can get these products for less from _____!”
“We’re working with _____ right now.”
“We have been satisfied with _____ for years.”
“Changing is too much of a hassle.”
”Your listed prices are always higher !”
• Using Forms of Evidence defeats disbelief
• Features, benefits and claims that are applicable to THAT BUYER THAT DAY
• Developing a well-prepared Product Presentation
• Presenting the “Big Picture” to Top Management . . . effectively
• Paying attention to a key management discipline in the 90’s:
“Making it easy for the customer to buy.”
• Cost justification -- the price is right; it is vital for the Top Producer
to “Know their VALUE, Sell their VALUE, Price their VALUE.”
• Sales Negotiating using “Real World” skill sets

V. THE TRUE SECRET OF CLOSING
“Knowing When to Close”
• Determine the Prospective Client’s Temperature
• Ensuring continuing relationships through Decision-Making
without Manipulation
• Improving listening skills; knowing WHAT TO LISTEN FOR
• Being observant
• Cut selling time in half . . . see more Accounts . . . close business faster

VI. LET THE CUSTOMER BUY
“Order Asking Questions”
• Getting favorable decisions without pressure
• Creating the climate for a mutually beneficial decision-making process
• Making the decision easy for Prospective Clients
• Setting the stage for future business; a “Clients . . . Forever” mentality

DAY 2 MORNING

VII. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t answer objections that do not exist
• Persist without upsetting the Prospective Client
• You cannot “overcome” objections
• Keeping the prospect on track in the long sales cycle
• Remain in control, but not obvious control
• Developing Empathy – handling objections, concerns and complaints

VIII. WELCOMING OBJECTIONS
“Reducing the Impact of Prospects’ Concerns”
• Verify the real objection
• Lower emotion so that you can sell
• Learn how to classify, handle and get by all common objections encountered by CURTIS Business-Builders
      “We would rather buy our products from a local supplier.”
     “The decision will be made solely on price.”
     “We cannot afford this !”
     “What makes CURTIS better?”
     “You have enough of our business already.”
• Making handling objections a process so that one can analyze whether
they are right or wrong in their approach
• Identifying the Client’s Arsenal of Obstacles -- Bureaucracy, Committees, Quotes, “Approved” Vendor Lists, etc. –
and how to “blow them away”

DAY 2 AFTERNOON

IX. GETTING APPOINTMENTS
“The Telephone as a Sales & Customer Service Tool”
• Losing the fear of the phone
• Knowing why Sales consultants are rejected on the phone
• How to justify the busy Executive’s time
• Eliminating excuses for not seeing the Account Representative
• Tactical plans for handling Voice Mail and the screening Secretary

X. THE STRENGTH OF EMOTIONAL APPEAL
“Creating Desire”
• When Logic and Emotion are in conflict, Emotion always wins !
• Make the Buyer aware of their financial Problems and Opportunities
• Letting the Prospects see themselves benefiting from the CURTIS relationship
• Gaining an advanced understanding of the Dominant Buying Motive . . . after all, it is “Why Buyers Buy”

XI. GOALS
“The Secret to your Success”
• Tying your goals and CURTIS Objectives
• Organize your habits and your time
• Long-term and short-term goals
• Action Steps: “I will increase my production by . . . “

"Our success is measured by your improved performance."

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