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Sales Performance Acceleration Program Sales University Registrar This 16-week Sales Acceleration program is designed to help you -- and your teammates -- develop a sales plan for greater success. This blended instructional program presents the essential principles, strategies, skills and metrics for professional selling in the knowledge economy. A personalized learning experience, this Sales Acceleration program will lead each participant through a series of learning exercises that will tie down each lesson to the individual's business. Click to Download |
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Objection Handling Sales University Faculty At some point in every sales dialogue, prospective Clients will present Objections to the premises and promises you are putting forward. This Sales Success Habit outlines the 4-step process for responding to and resolving Objections within the context of the Partnership Paradigm. Click to Download |
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SMART Selling Sales University Faculty Every buying decision that has ever been made, or ever will be made, is an emotional decision rationalized with facts. Whether you are selling direct-to-consumer, business-to-business, or business-to-government; you are still selling person-to-person, and people are emotional creatures. As much as people attempt to add reason and analysis to the buying process to check their emotional nature, eventually, every buying decision comes down to a person (or group of people) making a subjective judgment as to the perceived value and viability of an offering. This Success Habit will give you insights into how to hone your value proposition to speak to the 5 primary motivators that drive all buying decisions -- known by the acronym SMART. Click to Download |
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SMART Selling: FBV Matrix Sales University Faculty Use this Job Aid as a template for developing your own library of Feature-Benefit-Value Matrixes as described in the Sales Communications Essentials courseware and the SMART Selling Success Habit. This Job Aid is delivered as a Microsoft Excel Worksheet. If you do not use Excel, or would prefer to have a hard copy printout, choose the SMART Selling: FBV Matrix - Print Job Aid. 
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NVCC-SU Registration Information Sales University Faculty This Adobe Acrobat file contains the step-by-step directions for Enrolling at Northern Virginia community College, and Registering for one of the career changing NVCC Sales University courses. Click to Download |
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NVCC-SU Successful Sales Negotiations Workshop Sales University Faculty This 2-Day Application Workshop presents the essential principles and skills for achieving success in sales negotiations, while forging and sustaining profitable customer relationships. Click to Download |
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The Key to Achieving Greater Sales Effectiveness Sales University Faculty This White Paper highlights the critical factors to increasing the effectiveness of a professional sales organization. Click to Download |
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NVCC-SU Sales Manufacturing Workshop Sales University Faculty This Course Overview outlines the topics to be covered, and the learning format for the 2-Day Leadership Workshop entitled: Sales Manufacturing -- Building A High-Performance Sales Machine. Click to Download |
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Sales Manufacturing: Building An Opportunity Management System Sales University Faculty This Sales Strategy Brief presents the essential elements for building a Sales Manufacturing(tm) that will allow you to achieve your goals. In business, nothing happens until somebody sells something. Sales is the revenue engine that fuels business growth. The goal of every sales organization -- and to Sales Professional, Inc. -- is to build a predictable, scalable, and replicable sales machine. This is what Sales Manufacturing is all about. In this Sales Strategy Brief we have condensed the Sales Manufacturing process down to the essential elements you can use as a blueprint for building a high-performance sales machine for your business. Click to Download |
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The Dollar Approach -- Success Habit Sales University Faculty This Sales Success Habit outlines one of the most powerful, and timeless, of sales approaches. By mastering the thoughts process behind the Dollar Approach, a sales professional can quickly establish common ground with virtually any potential prospect, by speaking intelligently to a topic near and dear to their heart ... making or saving more money. Click to Download |
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An Introduction to Sales University Sales University, Inc. Download this document to find out even more about Sales Univeresity! That way you can read it on your computer, print it in an easy-to-read format, or share it with a friend Click to Download |
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Performance Centered Learning Sales University, Inc. Performance Centered Learning is an approach to personal and professional development focused on effectuating a real, positive, and lasting change in an individual’s ability to perform in business and in life. At Sales University, we understand that in the final analysis — in sales — results are all that count. It is our unwavering commitment to helping our clients produce ever greater results led us to root the entire Sales University curriculum for achievement, and the SalesUniversity.com sales performance portal in the Performance Centered Learning Model. Click to Download |
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SU-UPSA Press Release UPSA This adobe acrobat (.pdf) file contains the press release announcing the accreditation of the Sales University Curriculum for Achievement by the United Professional Sales Association. Click to Download |
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The Disconnect Between Sales Training & Results Sales University Faculty The Sales University Faculty exposes why the vast majority of sales training initiatives fail to produce meaningful, measurable, sustainable results ... and what you can do about it. Click to Download |
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Goal Setting -- Success Habit Sales University Faculty Human beings are thought seeking creatures. Consciously, or unconsciously, we seek to realize the dominant thoughts we hold. This Success Habit outlines the essential steps for developing the habit of Goal Setting, and integrating Goal Setting into your daily disciplines. Through the practice of setting goals, and keeping your mind focused on the objects of your desires, you can put yourself on the path to claiming the destiny you have chosen.
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