Since the earliest studies of human behavior we have known that man is a creature of habit. In sales the elimination of poor selling habits and the refinement of good habits make the difference between mediocre and winning sales results. This program focuses on five areas that can have a significant impact on the results your DSRs produce in their daily selling efforts.

The "5 Selling Habits" below can be combined and customized to add important points that meet your own specific needs.

Habit #1 - Never Settle

1. Case Study: The Customer is NOT Always Right.
   1. understanding the cost of allowing the customer to make a buying mistake
2. Exercise: What happens when the customer makes a mistake?

Habit #2 - The Habit of Persistence

1. Exercise: Buy or Die - develop tactics of persistence
2. Exercise: When is persistence the right strategy?
   1. when it's right for the customer
   2. when it's right for the company
   3. when it's right for the DSR

Habit #3 - The Habit of Being Prepared

1. Case Study: Questions I should have asked,
2. Exercise: Developing questions that eliminate objections

Habit #4 - The Habit of Understanding the Art of War
"If you know the enemy and you know yourself you need not fear the outcome of a hundred battles."

1. Case Study: The Strategy of Positioning
2. Exercise: The SWOT Matrix

Habit #5 - The Habit of Failure

1. Exercise: Failure is never final
2. How Many people said "No" today?
3. The habit of one more call

4 Steps

1. Exercise: Each participant develops an action plan for each of the 5 Selling Habits
2. Identify five accounts for action commitment
3. Exercise: Identify potential impact on sales income
4. Discuss follow-up plan with managers