We recommend our clients to use a Building Block approach in developing the sales effectiveness competencies of their sales force. The recommended seven building blocks and key learning and performance themes are highlighted as follows:

Building Blocks 01 – 03 For Foundation Building

Code #	Building Block	Key Theme
BB01	The Mental Edge	The hidden powers of your mind Creating a personal vision and the power of visualization Positive and negative thinking Breaking through your attitude barriers The mind body link
BB02	Customer Service and Tele-selling Techniques	The importance of customer satisfaction and loyalty Recognizing and maximizing sales opportunities Tips and magic words over the phone Tele-selling approach and techniques
BB03	Professional Selling Skills	Getting ready: time, territory, accounts, sales talk, image Prospecting Uncovering needs, fact finding and qualifying Presenting: FAB, writing proposal, formal presentation Turning objections into opportunities Recognizing buying signals and closing

Building Blocks 04 – 07 For Advancement and Sales Management

Code #	Building Block	Key Theme
BB04	Benchmarking and Research	Challenges to front-line sales people Challenges to sales managers Performance gaps: output, activities, culture, competencies “Best practices” inside and outside industry
BB05	Sales Strategies and Breakthrough	The changing rules in the industry Difference between sales tactics and sales strategies Breakthrough sales strategies: team selling, consultative, access, value-added Account management: account planning, execution and monitoring
BB06	Advanced Selling Skills and Negotiation	Selling with NLP (Neuro-Linguistic Programming) Sales tactics in arousing interest, buying confidence, cold calling, etc. Negotiation styles and approach Negotiation model: prepare, discuss, propose and bargain
BB07	Sales Management and Coaching	Creating a sales culture Gaining the hearts and minds of your “sales force” Goal setting and forecasting Training and running clinics: scripting, handling objection, closing, contingency plan, etc. Coaching and counselling Maximizing the impact of sales meetings and conference Problem solving and implementation issues Motivating the sales team