Get a month of TabletWise Pro for free! Click here to redeem 
TabletWise.com
 

Optimal Selling: Mastering the Mindset and Skills of a Salesperson

Learn how to qualify prospects, how to close business and the belief systems you must have to be a sales superstar.

Optimal Selling: Mastering the Mindset and Skills of a Salesperson

Learn how to qualify prospects, how to close business and the belief systems you must have to be a sales superstar.
23
Views
1:51:21
Share the link to this class
Copied
This course gives you the fundamental concepts of the Optimal Selling Program. It describes what Optimal Selling is, what it takes to be the Optimal Salesperson, gives you the most important sales techniques, and explains how to manage yourself to sales success and become the Optimal Salesperson. It is a self-contained program, and if you apply these principles consistently, you will eliminate wasted time with prospects who will never buy and close a higher percentage of your opportunities. It will put you on the road to breaking thru barriers and reaching that elusive next level.
If you ever wondered what it takes to be a top producer, this lecture will answer that question. It is the lecture upon which all other lectures are built. It will explain why you may have been struggling to achieve the success you want and deserve. It will also explain why others, seemingly less talented than you, have greater success. And finally, it will explain why other sales training courses you may have taken have had no lasting effect. Pay special attention to the last half of the lecture, where I discuss self-limiting beliefs and hidden weaknesses because that is the true reason behind your success or lack thereof. You should return to this lecture frequently, as it will act as a guide to your growth as a sales professional.
Growth in sales is not an intellectual process. The level you can achieve is a function of your belief systems and your comfort zone. This lecture describes the process you must go through to have true and lasting growth. It requires the expenditure of emotional energy to overcome the self-limiting beliefs you have. When you go through this process and incorporate it into your daily life, you can achieve true effortless high performance.
In this lecture, I show you how to create a plan to get you to the next level. It's not a marketing plan. It is a sales activity plan. You probably already know who to call on. This gives you a track to run on and to compare yourself against on a weekly basis. If you do not have the conversion ratios on hand, just take an educated guess and start making calls and tracking your results. You will be adjusting these on a regular basis anyway.
Tracking your activity is essential to rapid growth. Yet, most salespeople rebel against doing it. It is simple, it is easy, and there is an almost exponential return on your investment of time. Use the spreadsheet provided or one of your own making, but whatever you do, keep track of what you are doing on a day to day basis. The sales activity plan is the scoreboard of sales success.
Most salespeople are focused on themselves and their products or service. This lecture explains the importance of focusing on your prospect.
About 70% of all salespeople do not follow any particular selling process. They just wing it. To be a top producer, you need an effective process you can use every time. This lecture introduces the Baseline Selling process developed by David Kurlan. It is very effective and will increase your closing rate and save you lots of time.
Closing is the process of getting commitments. This lecture gives the basic process that we will use and build on throughout the program.
This is the most powerful and effective sales technique. It is counter-intuitive, but you will find it useful in a variety of situations, and we will make use of the technique throughout the program.
This is another counter-intuitive technique. You may struggle (no pun intended) with this one, but it is actually a very natural human reaction that you can take advantage of.
As you learn in Lesson 1, the key to growth as a salesperson lies in your ability to identify and overcome self-limiting beliefs and hidden weaknesses. This bonus lesson gives a step-by-step method for doing just that. Once you master this process, you can be assured that you will have a continuous series of quantum leaps, and your sales effectiveness will grow exponentially.

This course gives you the fundamental concepts of the Optimal Selling Program. It describes what Optimal selling is, what it takes to be the Optimal Salesperson. This course gives you the most important sales techniques and explains how to manage yourself to sales success and become the Optimal Salesperson. It is a self-contained program, and if you apply these principles consistently, you will eliminate wasted time with prospects who will never buy and close a higher percentage of your opportunities. It will put you on the road to breaking thru barriers and reaching that elusive next level.

What will you learn in this course?

  • Have the ability to close more sales
  • Have a process to use on every sales call - stop "winging it".
  • Understand what it takes to be successful in sales - or what we call the "Attributes of the Optimal Salesperson."
  • Stop wasting time with people who will never buy
  • Learn the process for lifelong growth as a salesperson
  • Begin to break through the barriers that are holding you back

Requirements

  • No specific knowledge is required except that you should know what you are selling and who you are trying to sell it to.
  • You must have the desire to achieve significant goals and the commitment to change what is not working.
This course gives you the fundamental concepts of the Optimal Selling Program. It describes what Optimal Selling is, what it takes to be the Optimal Salesperson, gives you the most important sales techniques, and explains how to manage yourself to sales success and become the Optimal Salesperson. It is a self-contained program, and if you apply these principles consistently, you will eliminate wasted time with prospects who will never buy and close a higher percentage of your opportunities. It will put you on the road to breaking thru barriers and reaching that elusive next level.
If you ever wondered what it takes to be a top producer, this lecture will answer that question. It is the lecture upon which all other lectures are built. It will explain why you may have been struggling to achieve the success you want and deserve. It will also explain why others, seemingly less talented than you, have greater success. And finally, it will explain why other sales training courses you may have taken have had no lasting effect. Pay special attention to the last half of the lecture, where I discuss self-limiting beliefs and hidden weaknesses because that is the true reason behind your success or lack thereof. You should return to this lecture frequently, as it will act as a guide to your growth as a sales professional.
Growth in sales is not an intellectual process. The level you can achieve is a function of your belief systems and your comfort zone. This lecture describes the process you must go through to have true and lasting growth. It requires the expenditure of emotional energy to overcome the self-limiting beliefs you have. When you go through this process and incorporate it into your daily life, you can achieve true effortless high performance.
In this lecture, I show you how to create a plan to get you to the next level. It's not a marketing plan. It is a sales activity plan. You probably already know who to call on. This gives you a track to run on and to compare yourself against on a weekly basis. If you do not have the conversion ratios on hand, just take an educated guess and start making calls and tracking your results. You will be adjusting these on a regular basis anyway.
Tracking your activity is essential to rapid growth. Yet, most salespeople rebel against doing it. It is simple, it is easy, and there is an almost exponential return on your investment of time. Use the spreadsheet provided or one of your own making, but whatever you do, keep track of what you are doing on a day to day basis. The sales activity plan is the scoreboard of sales success.
Most salespeople are focused on themselves and their products or service. This lecture explains the importance of focusing on your prospect.
About 70% of all salespeople do not follow any particular selling process. They just wing it. To be a top producer, you need an effective process you can use every time. This lecture introduces the Baseline Selling process developed by David Kurlan. It is very effective and will increase your closing rate and save you lots of time.
Closing is the process of getting commitments. This lecture gives the basic process that we will use and build on throughout the program.
This is the most powerful and effective sales technique. It is counter-intuitive, but you will find it useful in a variety of situations, and we will make use of the technique throughout the program.
This is another counter-intuitive technique. You may struggle (no pun intended) with this one, but it is actually a very natural human reaction that you can take advantage of.
As you learn in Lesson 1, the key to growth as a salesperson lies in your ability to identify and overcome self-limiting beliefs and hidden weaknesses. This bonus lesson gives a step-by-step method for doing just that. Once you master this process, you can be assured that you will have a continuous series of quantum leaps, and your sales effectiveness will grow exponentially.

About the instructors

Dan Caramanico

We Help Sales Teams Increase Revenue & Reduce Turn Over With Our Proprietary Award Winning Sales Optimization System.
Share the instructor profile
Copied

For the past 30 years I have been founding principal and managing partner of Caramanico Maguire Associates. I worked with thousands of salespeople and hundreds of companies helping them reach their maximum sales potential. I have been a pioneer in the emerging field of salesforce development which takes a comprehensive approach to growing a sales team. I am the co-author of two books “The Optimal Salesperson” and “Optimal Selling, Sales Conversations of the Optimal Salesperson”. Before founding Caramanico Maguire Associates, I spent over 10 years in sales and management of small and large firms. I began my career a licensed professional Engineer and quickly moved through the ranks to become Vice-President of a large professional services firm. Along the way I held positions as Project Manager, Salesman, Marketing Manager, Director of Finance and successfully started up a subsidiary company. I hold three Masters Degrees including a MBA from the Wharton School of the University of Pennsylvania.

Top Business Classes

New Business Classes

All Classes
Free for 30 Days
   The video is currently being processed.
   An error occurred while uploading the video. Please upload another video.
   Please upload the required file.
Quiz: #TITLE#
Questions: #QUESTIONS_COUNT#
Quiz: #TITLE#
Question /#QUESTIONS_COUNT#
Quiz: #TITLE#
Result: You correctly answered out of questions. Result: You correctly answered out of question. Result: You correctly answered out of questions attempted. Result: You correctly answered out of question attempted. Result: You did not attempt any question.
0
Saves
23
Views
This class has not been saved

Sign Up