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Maintenance Sales Training Manual

Excerpts
Introduction
Chapter One
Let's talk about success
General Selling Principles
An Outline of the Sales Cycle
Prospecting
Appointment Setting
Qualifying
Building Survey & Data Gathering
Proposal Preparation
Closing
Chapter Two
Prospecting
The Profile of a Good Prospect
Agreement Cancellation File
Appointment Setting
Qualifying
Chapter Three
Presentation
Section One "Company Profile & Company Philosophy"
Section Two: The "Current Service Page"
Section Three: "Current System Concerns"
Section Four: "Re-Active Vs. Pro-Active"
Section Five: "Annualized Owning and Operating Costs"
Review: Main Qualifiers
Cleaning Up A Few Qualifier Details
Section Six: Details
Chapter Four
Equipment Surveys and Cost Centers Review
Recommended survey tool
Prepare for your review meeting
Chapter Five
Last Call
The Final Presentation
Number crunching
 

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