Sell Stuff, Make Money
Sell More Stuff, Make More Money
Local Company Announces Record Sales
Closes Doors
Subscriptions & Ad Revenue Skyrocket
Area Newspaper To Stop Printing
Enrollment Reaches All-Time HighFaculty & Staff Cuts Imminent
I hear and I forget
I see and I remember
I do and I understand
- Chinese Proverb -
Teaches Selling As A ProfessionFocuses On The Skills And Disciplines Necessary To Be A Top Sales ProducerEmphasis On Business To Business SellingA Partnership Between NIACC And EPS
Ultimate Sales Academy
The Shortage Of Business-To-Business (B2B) Sales Professionals Is Local, Regional, National, & Global
USA Is 80% Learner Participation
USA Must Be Outcome-Based To Justify $2,650 Per Student
Did your company meet sales plan last year?
Will your company meet or exceed sales plan this
year?
Will your company meet or exceed sales plan next
year?
What are you going to do different?
Inability to drive the top revenue line is
the #1 challenge for start ups and
established companies
North Iowa Area Community College- Founded 19183,723 FTEE5,000 CE courses/year & 75,000 registrations116,000 Population across 9 countiesJohn Pappajohn Entrepreneurial Center – Founded 1997
Enterprise Performance
SolutionsJerry Wells –• 35 years industry experience• President of four companies• Sales recruiter and trainer for
the Metal Products Division of Armco
• Numerous sales awards for National Account sales with Armco
• MBA – Management• BS – Finance• AA – Engineering
Tom Guerdet –• 33 years industry and
training experience• Director of sales training for
Blue Cross Blue Shield of Iowa
• Presenter at National Blue Cross Blue Shield sales training program
• National presenter for several national insurance programs
• Instructor – Simpson College• MBA – Management• MA – Speech Pathology• BS – Business• BA – Speech Pathology
A Six Day, Comprehensive, Hard Hitting Sales Training Program Designed To Make Sales Professionals Top Performers
6 Figure $elling $kills
Suitable for People New to the Selling Profession AND Experienced Sales People
Focused On Business To Business Selling
Course Can Be Customized To The Needs of Specific Companies
6 Figure $elling $kills
Ultimate Sales AcademyBased On…….
• Solid Research• Your Customer’s Definition Of Value• Branding Yourself• Selling Your Product• Branding Your Company• Video Taping Of Participants For Self-Improvement• An Intense Behavioral Focus On:
Planning Prospecting
Sales Closing
Follow-Up
Benefits
• Improved Sales Performance!
• Consistent Processes And Activity Sets to Improve Upon-- (Consistency comes before Quality)
• A Reputation Of Quality For Your Sales Force
6 Figure $elling $kills
Course Content Prospecting (10 hours) The Past, The Present, And You (4 hours) The Sales Call (16 hours) Ethics (2 hours) Presentation Skills Your 5 Week Action Plan (8 hours) Personalized Follow-Up (8 hours)
** Over 80 percent of the program is direct participation
6 Figure $elling $kills
Participant Take-Aways
1. Multiple 30 Second Speeches
2. Personal Video: 30 Second Speech & Cold Call
3. Personality Profile And Conflict Profile
4. Multiple Openings For Sales Calls
5. 7 Touch Contact Management System
6. Question List For Sales Calls
6 Figure $elling $kills
Participant Take-Aways
7. Handling Objections (Objections List)
8. 3 Different Closing Methods
9. Presentation Skills
10. 5 Week Action Plan
11. Continuous Improvement Plan
6 Figure $elling $kills
What Makes This Program Unique?
1.Face-to-Face Interaction2.80% Participant Action Based3.Heavy Emphasis on Self-Assessment
Based on Video4.Personalized Follow-Up5.Specific Take-Aways for Each Participant
6 Figure $elling $kills
Results……………
Comments from a few graduates
Results
Techniques You Can Use Immediately
Greg LeDuc:“I had a meeting/ presentation with a customer this
week and I think it went great. I went in with my drill down questions and was able to control the meeting just like I envisioned. Thank you for your help and instruction, there is no way I could have done this without your tutelage. I have another meeting with a different customer on Monday and I am sure I will be prepared and confident.”
ResultsBehavioral Change
Richard Miller:• “From day one, it gets you out of your comfort
zone, you get up in front of your peers, you’re presenting yourself and presenting your products and (representing) your company...”
• “... just by thinking about how we can constantly reach out and touch those people we try to do business with and how it affects that person- [after using his new skills] I got the person on the right day and he wanted to work with us.”
Results
Skill Development
Kevin Harmon:• "I have gained a lot more confidence talking to
people, there are definitely good techniques versus bad techniques to presenting your product.
• I learned how to start up a cold call.... I can just get on the phone now and do it. It’s not a problem."
ResultsSelf Discovery/Confidence
Kristy Sagdalen King:• “[USA] helps you figure out your strengths and
use your natural advantages to talk to people and talk to them about what you have to offer. The biggest thing is knowing I already have the tools, focusing on them and putting them to good use.
• Really helped everyone concentrate on their specific companies and how to sell their specific products.”
ResultsGrowth & Success
Michael Goodwin:"I have had different sales trainings from
all over the United States.... but nothing quite like USA. This process not only is good for sales people but for counter people in our company as well. It was a positive experience, very educational and was so effective you could see the room blossom as the weeks went by."
ResultsBottom Line Results
Randy Cram:“As President of the company I have sold the
business of architecture for over 30 years. [USA] adds a lot of benefit to how you go out and sell yourself. We were not trained to be sales people, we are trained to solve problems in a professional manner. I would like to have some more people in the office go through it, because everybody is a sales person whether you know it or not....it’s how you approach it, it’s good information to understand how to sell!”
ResultsBottom Line Results
Steve Ross:"(As a sale trainer for MCI in the past) USA gives a broad range that
you can use in any industry...In the past I had always treated people the same, USA gives you
different approaches on how to reach the same destination.I have 4-5 presentations 'in the can' and being able to read a person
is the ultimate benefit, you can meet their needs a lot quicker.If you care anything about your success, your company’s
success....your personal growth....Take this course!It was the best money spent. My return on investment, I am already
seeing the benefits of it. Dollar for dollar- the biggest bang for your buck would be with the Ultimate Sales Academy. The skill sets that I am picking up will be useful for me down the years.
Eternity Wireless is starting to experience growth in larger markets......we now have 4 customers with 40+ stores in the last month versus 1 a year ago."
Academy Graduates[Positions]
• Owners & Presidents• Sales Managers• Outside Sales Representatives – 35
years experience to new hires• Inside Sales Representatives• Tele Marketing Sales Representatives• Product Managers• Contract Training Sales
Academy Graduates
[Industries]• Manufacturing• Insurance• Education• Software• Architectural Design Services• Wholesale Distributors• Equipment Related Suppliers• Printing Services
30 Second Speech
Your 30 Second Speech
• You have a few seconds to make a good
impression• After you talk for 30 seconds, if your
Prospect is interested, he/she will want in
• Always invite the Prospect in with a question at the end
Your 30 Second Speech
• In 30 Seconds Tell Me:
– Who are you– Your Company and Product/s– What is in it for me (Benefits for
the Prospect)– Summary– Ask a Question
30 Second Speech
Presentations
Customized Courses
Customized Courses and Sessions Available Based on Individual Client Requirements
Customized Courses
Examples –• 30 Second Speech 1 Day• Prospecting 2 Days• Add-On Sales 2 Days• Handling Objections 2 Days• Closing Skills 2 Days• Tele Marketing 2 Days
How to Get Started
Contact: Bill Burdick641.422.4183
All materials copyright protected and property of the Ultimate Sales Academy
Checkout our websitewww.UltimateSalesAcademy.com
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