Sales Pro: Preparation


There is a big difference between a salesperson and a Sales Pro. In this training program on preparation, we define and help sales professionals understand the difference.


  • Know what makes your product and company different

  • Methodologies for examining the competition

  • Come to understand how to identify each person’s individual style

Program Outline:

Defining Sales Pro excellence

In the first segment of this part of the training program, we actually look at the dictionary definition of salespeople, and at the definition of professional, and then ask people in groups to define what it means to be a Sales Pro.


In the next segment of the program, we talk about why preparation is critical to ensure success as a sales professional. We talk about the information that they need about the account, the situation, and the competition, along with an additional list of things they need to think about before they ever make the first call.

Research wins the day

In the third segment, we cover the ins and outs of doing research, including research online, research using LinkedIn and other social media, and other sources that most sales professionals never think about using in terms of research. We also provide an account strategy form, which encourages sales professionals to think through their strategy for each account that they have.


In this part of the program, we talk with the participants about what it means to have articulation and distinction, including what makes them original and different, and what separates them from the competition. We then do interactive group activities where they define what distinguishes them versus the competition, and how they are different from the competition in terms of themselves as an individual, their company, and their product. We then have several exercises relating to articulation, which means expressing themselves clearly,and distinction, which really force sales pros to think about how they can be different from everyone else, how to make it clear that they are different, and how convincing their customers that they are different can be a selling point.

Competitive analysis

In this part of our in-depth sales program, we talk about competition and the kinds of competition that the Sales Pro can face. This is followed by an exercise where we ask them to do a competitive SWOT analysis of all the people who they sell against. SWOT refers to strengths, weaknesses, opportunities, and threats. This is a real eye-opener, because often, Sales Pros have not taken the time to go through this thought-provoking exercise.

I like your style

In the last part of the program, we take Sales Pros through a behavioral styles assessment to determine their personal style, and the strengths and weaknesses of that style. As we often say, it’s important to know what your style is, but even more important to know the style of the client whom you’re calling on. Then each sales professional can adapt their style to the style of the person who they want to sell to in order to make a strong connection, build a rapport and become successful.

Action Plans

We wrap up the training session by asking each person to create a comprehensive action plan on how they are going to apply what they have learned.


  • Option #1: One day program

  • Option #2: (2) webinars

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