1. SAMPLE Selling It Right! Getting Results with Integrity WELCOME!

2. SAMPLE TRAINING OBJECTIVES 1.Review and discuss the key concepts presented in Selling It Right! 2.Examine and discuss the relevance of the book’s contents to our jobs and our organization. 3.Work together to identify ways we can apply the principles of the book back on the job.

3. SAMPLE GENERAL DISCUSSION QUESTION If you had to condense this book down to one overall message, what would that message be?

4. SAMPLE GENERAL DISCUSSION QUESTION What types of ethical dilemmas have you faced during your selling career? How have you resolved them?

5. SAMPLE GENERAL DISCUSSION QUESTION Who is the best source of referrals for future business? When is the best time to ask for a referral?

6. SAMPLE GENERAL DISCUSSION QUESTION What does the book tell us we need to do in order to have a consistent, successful sales career?

7. SAMPLE GENERAL DISCUSSION QUESTION What will you work on doing differently/better as a result of reading Selling It Right?

8. SAMPLE GENERAL DISCUSSION QUESTION What are the benefits to you when you sell with ethics and integrity? Your organization? Your customers?

9. SAMPLE Exercise: “ETHICS FOR EVERYONE” In Table Groups … 1.Work together to create a challenging ethical dilemma that you might face during your sales day. Then, 2.Describe the dilemma, in detail, on the flipchart sheet provided. Pass it to the group next to you. Finally, 3. As a group, create the best possible resolution to the ethical dilemma you received. Prepare to act out the dilemma and your resolution. 9 minutes.

10. SAMPLE “ETHICS FOR EVERYONE” DISCUSSION QUESTION Were these ethical dilemmas realistic?

11. SAMPLE “ETHICS FOR EVERYONE” DISCUSSION QUESTION Would you have resolved any of the dilemmas differently?

12. SAMPLE “ETHICS FOR EVERYONE” DISCUSSION QUESTION What’s your key learning from this exercise?

13. SAMPLE Exercise: “COURAGEOUS QUESTIONS” In Table Teams… 1.You will have 3 minutes to create a list of “open- ended” questions that will help you obtain a better understanding of your customer’s needs. Remember, open-ended questions cannot be answered with a “yes” or “no.” 2.The team with the most “open-ended” questions will win a prize! Do not start until you are instructed. HAVE FUN!

14. SAMPLE “COURAGEOUS QUESTIONS” DISCUSSION QUESTION Why should you use “open-ended” questions during your needs analysis? When should you use “closed-ended” questions?

15. SAMPLE “COURAGEOUS QUESTIONS” DISCUSSION QUESTION What types of questions should you avoid using entirely? Why?

16. SAMPLE “COURAGEOUS QUESTIONS” DISCUSSION QUESTION What are the consequences to you if you do not take the time to do a thorough need’s analysis? What are the consequences to your customer?

17. SAMPLE Exercise: “SECRETS OF SUCCESS!” In Table Groups … 1.Review the Secrets of Success beginning on page 85 of Selling It Right! Work together to determine the three secrets that are most critical to your success. List them on the flip chart. Then, 2.Prepare an explanation for your selection. Finally, 3.Select someone from your group to present your “top three secrets” along with the rational behind your selection. 7 minutes.

18. SAMPLE “SECRETS OF SUCCESS!” DISCUSSION QUESTION Did your group struggle to narrow down the “Secrets of Success” to just three secrets?

19. SAMPLE “SECRETS OF SUCCESS!” DISCUSSION QUESTION In your opinion, which secret is most critical to the success of a salesperson?

20. SAMPLE “SECRETS OF SUCCESS!” DISCUSSION QUESTION Is there a secret to your success that is not listed in the book?

21. SAMPLE KEY LEARNING CONCEPTS 1.How you sell is as important as how much you sell! Your CHARACTER COUNTS! 2.As a Salesperson, TRUST is your most valuable asset! 3.Your current customers are your best source of new customers – ASK FOR REFERRALS! 4.Learn to NEGOTIATE – Not Manipulate! 5.Earn your customers’ RESPECT and you will earn their business!

22. SAMPLE Thank You … for your time and your participation!