K4 Sales Success Formula

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The Science of Sales

Many Sales Professionals Have been through our K4 Sales Success Training.

Our purpose here at NEALABC is to help business owners, sales teams, and individual sales professionals sell more! We believe any organization and their sales professionals can improve their effectiveness by using best practices in sales methodology and technology. K4 Sales Success Formula produces an interaction among the basic, yet distinct, training modules to create a unique and powerful reaction that results in an accelerated rate of sales performance.

FOUR TRAINING MODULES DEFINE THE SALES SUCCESS FORMULA

KNOW YOURSELF

Knowing yourself is the heart and soul of any high performing sales professional. This first module will help expose your perceptions and resulting behavior that affects your selling skills and performance.

KNOW YOUR CUSTOMER

Knowing your customer is a crucial component in the sales success formula. The second module in the K4 process will train a sales professional to focus on the right customers for the right reasons.

KNOW YOUR NUMBERS

Knowing your numbers is essential to achieve your sales goals. By using our proprietary tool, the LAPS Calculator, you will create an effective sales plan that will harness the power of vital sales activities and their impact on sales ratios, quotas, and world-class results.

KNOW YOUR METHOD

Knowing your methods and implementing them effectively is the final element to sales success. Our sales methods will improve skills such as listening, appointment setting, objection handling, power statements, presentation skills, closing techniques, and customer relationship management (CRM) use.

1... KNOW YOURSELF

A career in sales offers many rewards: financial independence, self-direction, mobility, security, and career options. Becoming a successful much less a “world-class” sales professional – is a developmental journey like any other profession. It all starts with knowing yourself!

In the first module you will learn…

Discover your unique communication style
Communicate more effectively with your customers
Connect needs to solutions
Build a trusted advisor status
Optimize your sales time

Understanding your customer’s needs and aligning them with your company’s products and services is fundamental. However, the vast majority of salespeople do not define who they are going to sell to or why.

In the 2nd module, you will learn…

Evaluate customers systematically
Categorize your prospects
Select the right customers
Identify the skills and tools needed to sell to a specific target
Align expectations with sales management

2... KNOW YOUR CUSTOMER

3... KNOW YOUR NUMBERS

The “devil is in the details” is a tried and true statement concerning a sales professional’s daily routine. Knowing your numbers requires a commitment to taking stock of your current assumptions versus the realities of your sales plan. Applying a scientific review of the gap between the two allows for a strategic plan to attain your sales goals.

In the 3rd module, you will learn…

Optimize selling by understanding the LAPS calculator framework
Align your strategy with management
Focus your time on the right customers
Scientifically identify how to impact your sales cycle and close ratios
Control your earning power

Statistics demonstrate that 90% of salespeople “wing it” using hit or miss tactics and 40% haven’t been exposed to best practices. Behavioral scientists who analyze top-performing professionals all agree that a consistently practiced methodology is a key predictor of success.

In the 4th module, you will learn…

Listen more effectively
Develop and deliver compelling introductions
Get the appointment
Create and give professional sales presentations
Understand closing as a process

4... KNOW YOUR METHOD