So what is this all about? It's a process that Bill Munn developed and used early in his career in car sales and that he has refined over the years. It's his contention that most sales people engage in routine, habituated, and ineffective behaviors that intrude upon the effective sales habits that individuals possess. 54321 is a process that helps individuals identify their strong habits and their ineffective habits and rid themselves of the latter.
Unlike other sales processes, 54321 is applied from the "inside, out" to create changes in the individual by eliminating their common fears and attitudes that lead to ineffective sales behaviors. That's accomplished through the use of the Sales Preference Questionnaire™ developed by Behavioral Sciences Research Press to gain insight into those behaviors and how to overcome them.
The entire process also focuses on Transactional Analysis as conceived by Eric Berne, and a basic knowledge of the principles of TA creates self-understanding, and equally important, an understanding of others we routinely deal with during the sales process.
Finally, the five steps of the sale Contact, Presentation, Demonstration, Negotiation, and Sale are discussed in practical detail, drawing together all the other information presented in this book.
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The Journey to A Sale
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Training Studio
54321 ... Sales Course
This is a two or three day course that takes aim at ineffective attitudes that lead to ineffective behaviors in the sales process. It centers on the most common problems - time and energy management, goals, and focus - and then addresses the issues that lead to the habits that cause those problems.
We use the Sales Preference Questionnaire™ (SPQ™ Gold) to uncover and address these issues and then move on into a study of Transactional Analysis and, finally, the 54321 sale process that outlines the required steps to a sale.
54321 ... Advanced Management
This is a two or three day course for individual sales professionals and managers who have attended the 54321 Sales Course. It focuses on using the SPQ™ Gold to select and develop sales candidates and employees. It teaches prescriptive behaviors and responsibilities that are required for a manager to be successful.
54321 ... The Internal Customer
This is a two day course that addresses counterproductive habits and behaviors among employees not directly associated with sales. Fundamentally, it addresses habituated attitudes and behaviors that are counter-productive and that very often cause unnecessary inefficiencies and unproductive friction in the workplace.
We use the Meeting People Questionnaire™ to uncover fundamental issues that intrude upon effective interaction between individuals and departments within a business.
Effective Writing/Speaking Skills
This is a two day course that teaches fundamental and critical writing skills and speaking skills. It focuses on various personal fears that haunt people about their writing skills and that lead to stage fright when they're called upon to speak to small or large groups of people.
For more information either call 815-672-6359 or email us at comvltd@mchsi.com