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Sales Excellence

  • 16452785The field of sales has experienced some dramatic and far-reaching changes over recent years. Today’s sales professionals, as well as today’s buyers are better educated, more informed, and have more options than ever before.  These changes have created new, exciting, and challenging possibilities in every organization. Success requires innovative ideas and finely-developed skills.

    Whether you are selling a product or service, whether you represent a well-known, established company or a new start up; one fact remains clear: it is unlikely that you will maintain a competitive advantage unless you discontinue doing things the way you have always done them.  Success in the world of sales depends on your ability to reinvent yourself and your processes and apply them for improved results consistent to your customer’s needs.

    The Process

    The Sales Excellence Process offers a comprehensive, concise process that will help develop a skilled, successful sales professional. By uniting current sales skills with a personal development system, a sales professional will uncover a system that will lead to higher levels of achievement.

    Four Essential Elements

    Attitude Development – Attitudes are the basis of all behavior; therefore, in order to develop or enhance behavior, it is essential that we begin by developing positive, success-oriented attitudes.

    Interpersonal Skills – Much of what a sales professional is involved in and therefore accomplishes involves other people. To be effective in this continuous challenge it is important to learn, understand, and use interpersonal skills effectively.

    Goal Setting – Much of Sales is about the numbers, among other things.  Using goals as a tool to establish and measure performance and effectiveness is essential to success.  The goal accomplishment model provides the tools and process necessary to achieve more goals, more often, in order to maximize results and outcomes.

    The Sales Process – Sales is not about convincing someone to buy.  It is about understanding needs and matching your products and services with those needs.  The sales process shows a step by step process to utilize questions as a means to uncover the needs so you can meet them for your customer.  This results in more sales more often, without the pressure traditionally associated with selling.

    Critical Issues Covered with this Process

    • Why Do Sales Development?
    • Success In Sales
    • The Buying/Selling Process
    • Your Personal and Professional Growth
    • Prospecting Fundamentals
    • Planning Your Success Part I
    • Prospecting: Advanced Techniques
    • Communication Skills
    • Getting Appointments
    • The Introduction
    • Gaining Favorable Attention
    • Building the Case for Action
    • Presenting Benefits and Consequences
    • Getting Commitment and Follow-Up
    • Overcoming Obstacles for Continued Success In Sales

    With each program includes an individual Action Plan, which includes:

    • Introduction to Personal Achievement
    • Dream Inventory
    • Self-Evaluation
    • Setting Goals and Establishing Priorities
    • Goal Planning Sheets
    • Organizational Evaluation
    • Productivity
    • Sales Skills
    • Time Management
    • Goals Summary
    • Goals Accomplished

    Clear Outcomes from this Program include:

    • Increased Sales
    • Increased Market Share
    • Strengthened Focus on
    • Attracting, Servicing and Keeping Customers
    • More Repeat Business
    • Increased Share of Wallet
    • Competitive Business Converted
    • Increased Income




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