This manual provides the opportunity to practice both direct sales technique and the management of sales (training and group presentation). Similar to the Technical Presentations manual in concept, there is an emphasis on audience involvement, and a high degree of challenge is involved. A very valuable tool for people in marketing positions.

Objectives of "The Winning Attitude"

• Understand the importance of a selling attitude that puts customers' interests ahead of your own
• Learn to translate product features into "people" benefits
• Utilize the five-step structural sequence for building a sales presentation
• Prepare and deliver a sales presentation that focuses on meeting audience needs

• Understand the importance of closing in successful selling
• Master several closing techniques applicable to various products and sales situations
• Prepare and deliver a sales presentation incorporating one or more closing techniques
• Effectively handle audience questions and/or objections

• Understand the role of a sales trainer in helping salespeople to function successfully
• Select a specific aspect of selling and prepare an educational and/or motivational presentation
• Present an interesting, interactive sales training speech and conduct a role play to enable the audience to practice sales techniques
• SPEECH TIME: Six to eight minutes
  
• ROLE PLAY TIME: Eight to ten minutes
  
• FINAL DISCUSSION TIME: Two to five minutes*
  * Arrangements for this presentation should be made with your educational vice-president well in advance.M/li>

• Learn to coordinate an effective sales meeting
• Apply sales meeting techniques to the challenge of building membership in your Toastmasters club
• Plan and conduct a kickoff meeting for a Toastmasters membership campaign
  
• TIME: Fifteen to twenty minutes -- MORE if time allows*
  * Arrangements for this presentation should be made with your educational vice-president well in advance.

• Understand the nature and process of a team sales presentation
• Develop a concept and plan for a sales presentation involving three or more speakers, including yourself
• Assemble a team of speakers who can work together effectively
• Coordinate the planning, preparation, and delivery of a team sales presentation
• TIME: Fifteen to twenty minutes* (five to seven minutes per person for manual credit)
  * Arrangements for this presentation should be made with your educational vice-president well in advance.