Sales Training Program Outline

The following areas are discussed in open discussion, facilitated training sessions with the sales reps. A sales and marketing action plan is developed for the sales team and each individual sales rep. The action plan includes the critical steps needed that enables the sales and marketing training to increased revenues for the sales rep, the team and the organization.

  • Traits of Successful Sales People
  • Everything Begins with Attitude
  • Personal Development as a Sales Professional
  • Rewards of Personal Development
  • Mission Statement and Goal Setting
  • How to Implement Personal Goals and Measure Results
  • How to Motivate Yourself Every Day
  • Organization and Time Management
  • Balance of Mental, Emotional, Spiritual and Physical
  • The Power of the Subconscious
  • Focus and Persistence
  • The Sales Pipeline
  • Prospecting and Lead Generation
  • Dealing with Fear in Sales
  • Qualifying, Probing Questions and Scripting
  • Objections
  • Presentations that Focus on Benefits
  • Closing that is Automatic
  • How to Add Value to a Customer
  • Relationship Building and Trust
  • Accessing and Working with Personality Types
  • Account-Based Selling
  • Selling a Service
  • Passion
  • How to be Creative and Analytical
  • Negotiation Skills
  • The Power of the Subconscious
  • Why your Customers Buy
  • Communication Skills
  • And More…

Professional Telephone Selling

  • Why is Phone Selling Key to Success
  • Review the Unique Characteristics of Phone Selling
  • Lead Generation and Prospecting on the Phone
  • Scripts
  • Objections on the Phone
  • How to get an Appointment
  • Follow-up on the Phone
  • Voice Mail, Screener and Gatekeepers
  • How to Build a Telephone Relationship
  • How to Deal with Telephone Burnout

Sales Management and Leadership

  • Team Mission Statements
  • How to Hire Exceptional Sales People
  • Performance Evaluations
  • How to Motivate your Reps
  • Forecasting and Team Goal Development
  • Sales Contents and Special Incentives
  • Compensating the Sales Team
  • Teamwork in Sales
  • Future Sales Trends
  • How will customers respond to personal selling in the future?

Personal Sales Action Plan

Without an action plan it is just a daydream. Each sales rep develops a personal action plan that includes a mission statement, goals and objectives, and methods for measuring goals and their impact on the organization.

Worksheet Forms/Action Plans

The following worksheets are the tools used to create sales action plans. They are completed to organize and support the sales process. These projects are personalized to the needs of the sales team and individuals.


  1. Personal Mission Statement and Goals
  2. Sale Action Plan
  3. How to Improve Attitude
  4. Personal Assessment Worksheet: Opportunities, Threats, Strengths, Weakness and Personality Profile
  5. Four Components: Mental, Physical, Spiritual, and Emotional
  6. Prospecting and Lead Generation
  7. Dealing with Fear in Sales
  8. Customer Profile
  9. Features/Benefits
  10. Probing Questions
  11. Customer Objections
  12. 30-Second Commercial
  13. Personal Sales Tracking
  14. How Does Your Product/Service Add Value?
  15. How to Build Trust
  16. Competitive Analysis
  17. Script Development
  18. Follow-up Questions
  19. Why your Customers Buy
  20. Trial Closes and Closing Statements

The sales training provides sales professionals with practical, time-tested solutions that work. Successful sales people act upon this information and close more sales. Feel free to contact individuals who have benefited from Thomas Young sales training. Just ask us for references or see our client list.