You%20have%20a%20choice%20in%20your%20career

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You have a choice in your careerbe exceptional
or be averageTOTALLY up to you..
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Who thinks they can tell me what that means?
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What You Must Do To Survive and Thrive in Sales
at Learfield and ISP
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Skill Sets We Cover(not necessarily in order)

• Sales Psychology
• Prospecting
• Understanding the Sales Pipeline
• Face-to-Face Selling
• Making Better Presentations
• Closing With Mini-Steps
• Embracing NO As An Answer
• Dealing with Removed Decision Makers
• Handling Objections
• Cross-Marketing Opportunities
• Special Challenge Areas You May Have
• This hand-out is only a guideyoull be expected
  to take copious notesas well as start several
  tools youll complete when you return to your
  offices

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What You Must Master Own

• Ability to prospect to the level you need 100 of
  the time
• Ability to qualify prospects that fit the profile
• Ability to do a needs analysis with a business
  owner
• Ability to make an effective proposal that meets
  the needs
• Ability to LEAD the client through the closing
  process
• Ability to deal with stalls and objections and
  get action
• Ability to recognize bullst when you hear it
• Have a passion for helping businesses succeed..
• Have a passion for how you personally impact
  that
• Have a passion for how your university impacts
  that
• Be optimistic about everythingbut realistic
  about clients
• Love clientseven while we hate how they act
• YOU MUST TAKE OWNERSHIP FOR YOUR SUCCESS OR
  FAILURE100 OWNERSHIPYOU DECIDE

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Paradigm Shift 1
What Do You Sell?
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Advertising?
Signs? Suites?
A Donation to the University?
NoNoNoNo
You Sell