Directional Achievement

Execution

Part 1: Thirst for Distinction

Focus: Setting the Initial Appointment.

Tools: Constructing introductory letter or E-mail with impact; Identify your areas of differentiation; Setting the appointment- Initial Phone Contact Strategy for voicemail, the gatekeeper, the actual contact; Handling upfront objections; Identifying Personality Profiles

Part 2: Selling With Significance

Focus: Making the Initial Sales Call.

Tools: Developing pre-call objectives; Developing your key questions; Identify the decision making process; Determine how success is measured; Identifying the Personality Profiles; Identify the incumbents 'cycle status'; Effective follow up; The use of appropriate seating arrangements

Progression - Staying the Course

Focus: Sustaining the Sales Process.

Tools: Effective follow up strategies; Adapting to the Personality Profile; Documenting all sales activity; The use of testimonials; Applying appropriate closing techniques; The use of appropriate seating arrangement

Click on a phase in the cycle to see more information.

• Organizational Phase
• Sales Activity Phase
• Account Development Phase