Includes:

• 12 Interactive Learning Courses
• 2 Master Reference Modules
• 4 E-books plus other Sales Tools

Includes ALL of the LSO Basic courses and resources PLUS:

• 17 additional Interactive Learning Courses
• 7 additional Master Reference Modules
• 2 additional E-books plus other Sales Tools

Select this link for basic course descriptions and outlines

Select this link for information about Certificate of Achievement

Select this link for basic + advanced course descriptions and outlines

Select this link for information about Certification

Foundation Knowledge

1. Functional Product / Service / Company Knowledge (F.A.B.)
2. Competitor Analysis

Foundation Knowledge

1. Functional Product / Service / Company Knowledge (F.A.B.)
2. Competitor Analysis

Personal Preparation for Competitive Selling

1. Conditioning the Mind for Success (e-book, see below)

Personal Preparation for Competitive Selling

1. Goal Setting
2. Conditioning the Mind for Success (e-book, see below)

Prospecting (internal / external)

1. Profile and Qualify
2. Research the Prospect

Prospecting (internal / external)

1. Profile and Qualify
2. Research the Prospect
3. Key Decision-Maker Roles
   

Contacting Prospective Customers

1. Telephone Cold Calling
2. Voice Mail Strategies

Contacting Prospective Customers

1. Telephone Cold Calling
2. Voice Mail Strategies
3. Teleblitzing
4. Networking
5. Asking for Referrals
6. Passive Letter and Email Contact Leveraging Series
7. Interest Mailer and Email Contact Leveraging Series
8. Keep In Touch Email Contact Series

Central Sales Process - Engage the Customer

1. Value Selling FAB/TEA Model
2. Closing Strategies of the Masters
3. Objection Responding

Central Sales Process - Engage the Customer

1. Value Selling FAB/TEA Model
2. Value Selling ACE Model
3. Value Selling Strategies P.R.O.S.P.E.C.T. Model
4. Value Improvement Presentation
5. Benefit Question - Create Positive Attitudes
6. Block the Competition Between Calls
7. Closing Strategies of the Masters
8. Objection Responding
9. Objection Preventing
10. Principled Negotiations
    

Manage the Process - Sales Planning

1. Ratio Management
2. Time & Territory Management

Manage the Process - Sales Planning

1. Ratio Management
2. Funnel Management
3. Time & Territory Management

Communicating with Prospective Customers

1. Trust and Rapport Building

Communicating with Prospective Customers

1. Trust and Rapport Building
2. Active Listening Skills
3. Managing Customer Expectations
4. Business Email Etiquette

Master Reference Modules (non-interactive lists and resources)

1. 85 Most Common Sales Stopping Objections with Prevention and Response Strategies provided
2. 39 Closing Strategies

Master Reference Modules (non-interactive lists and resources)

1. 85 Most Common Sales Stopping Objections with Prevention and Response Strategies provided
2. 53 Step Diagnostic Strategic Sales Plan: with Tactics to implement each step provided
3. 39 Closing Strategies
4. 15 Clues an Account is in Trouble
5. 10 Tips to Building Better Relationships
6. 6 Strategies to Enhance Customer Satisfaction
7. 20 Presentation Formats
8. 8 Question Structures
9. 9 Ways to Reassure the Customer

e-Books and Sales Tools

1. Priority Prospect Project (P3) Strategy Session Manual (PDF)
2. P3 two page instruction guide (PDF)
3. Conditioning the Mind for Success - 8 page guide (PDF)
4. Prospect Management Spreadsheet (sort capable) With sample Word doc file ABC Co for Spreadsheet. (for ease of use, save in same folder as the Prospect Management Spreadsheet)

e-Books and Sales Tools

1. Priority Prospect Project (P3) Strategy Session Manual (PDF)
2. P3 two page instruction guide (PDF)
3. Conditioning the Mind for Success - 8 page guide (PDF)
4. Strategic Sales Plan - 116 page manual (PDF)
5. Strategic Sales Plan - 2 page check list (PDF)
6. Prospect Management Spreadsheet (sort capable) With sample Word doc file ABC Co for Spreadsheet. (for ease of use, save in same folder as the Prospect Management Spreadsheet)

Guides are available for most courses LSO Advanced. Currently, these are not available for the LSO Basic curriculum. They are intended for use by sales managers with sales people reporting to them. They are also used by trainers, coaches, team leaders, and sales supervisors.

Includes interactive "Sales Coach" course.

ACCESS REQUIRMENTS for the coaching materials:
1. You must be personally registered to take courses on this site.
2. You must complete the courses with a passing score.
3. The participants you coach must be registered to take courses on this site.