BCA Management© Sales Drills are based on “The 29 Natural Laws of Sales©”
Sales personnel learn each of the essential skills indicated below by doing each drill until they can do so flawlessly. Very significant increases in sales ability and production have been routinely reported by our clients once these drills have been completed.
Basic Sales Set
| Drill | Description |
|---|---|
| 1 | Breaking the Ice - Building Rapport with the Prospect |
| 2 | Discovering and Handling Prospect Roadblocks |
| 3 | Getting the Prospect's Actual Problem |
| 4 | Turning "The Problem" Into a Sale |
| 5 | Overcoming Objections |
| 6 | Spotting Prospect Difficulties and Handling Them |
| 7 | The Sales Process that Results in Prospects that Close Themselves |
Intermediate Sales Set
| Drill | Description |
|---|---|
| 1 | Mining the Client's "4 Diamonds" |
| 2 | Networking for Sales Professionals |
| 3 | Spotting the Key Indicators of all Closeable Prospects |
| 4 | Rescuing the "Lost Deal" |
| 5 | Harvesting Referrals, Referrals, and More Referrals |
| 6 | Building Large Pipelines of Closeable Deals |
Senior Sales Set
| Drill | Description |
|---|---|
| 1 | Recruiting Sales Personnel - The "Only 3 Attributes" to Look For |
| 2 | Training and Managing a Sales Assistant |
| 3 | Building Strategic Relationships |
| 4 | Advanced Sales Closing Skills |
| 5 | Group Presentations and Sales |
| 6 | Running Sales Meetings that Build Winning Sales Teams |
