By George Beshara

 Experiencing The Winning Edge is built around the idea of bringing AHAS to your organization. What are AHAS?

AHAS is an acronym.

A stands for Attitude – the attitude you need to maintain regardless of the ups and downs of selling and of managing a business. The attitude you need to embrace change.

H stands for Habits – the daily habits that you need to develop and which will inevitably lead you to be successful in achieving your goals.

A stands for Abilities – the abilities you needs to excel at, in order to manage your sales and business development responsibilities as well as other aspects of your job.

S stands for Systems – the systems that you need to use in order to save time and become more efficient in your job.

The program includes PowerPoint presentations for each module for your personal viewing, plus a series of exerices, which are further discussed during the coaching.

Experiencing The Winning Edge consists of 12 modules as follows:

1) Introduction.  

This module is a complete review of today's business environment, the changes we have experienced and the importance of remaining positive and embracing change.  We also review in this introduction nine different elements which can help small and medium sized businesses truly become very successful.

2) Goal-setting and Taking Action.

In order to measure your level of success you need to know what you want to achieve. In this module you will learn several goals setting techniques and will develop challenging but realistic goals across the entire dimension of your professional and personal life.  In this module you will also begin to convert your goals into action plans.

3) Managing Stress and Maintaining a Positive Attitude

The thinking profession of sales can be very stressful. For a start, the compensation of sales professionals and business owners is usually based on performance, on results. And when we lose a sale we were expecting or if we have to wait for a decision for an important business deal, or if our prospects or clients are not returning our calls, we can feel discouraged. That’s why managing stress effectively and remaining in control of our thoughts and feelings, maintaining a positive attitude, in spite of the ups and down of selling is so important. This is what you learn to do more effectively in this module.

4) Maintaining a High Level of Enthusiasm and Self-Confidence.

This module is really important. You will learn simple but very effective techniques which will lead you to feel more self-confident and enthusiastic every day and every time you meet a client or are making a prospecting call.

5) Managing Your Time and Using Technology More Effectively.

Learning how to use your time well and to use technology more effectively will only benefit you as you strive to achieve your goals.

6) Identifying Your Best Target Markets.

Identifying your best target markets is key to helping you achieve your objective of growing your business. Eighty percent of sales usually come from only twenty per cent of clients. By carefully profiling your ideal clients and by securing new clients who fit that profile, you will be identifying your best target markets and will grow your business considerably.

7) Prospecting Intelligently.

Learning prospecting techniques to identify and qualify new clients is important for every sales professional and in every business. This is the focus of this module.

8) Networking Intelligently.

Improving your ability to network and develop strategic alliances is a vital skill that can improve considerably your results. By completing this module your will set specific networking goals and develop your road map to achieve these goals.

9) Building Relationships.

Learning to build first impressions and trust, and to develop win-win relationship is one of the other fundamental skills of successful sales professionals.

10) Identifying Client’s Needs – Asking The Right Questions.

Sales professionals are great at asking questions and they are also great listeners. By asking questions you really are in control of the meeting and you can secure the information you need while keeping the prospect involved. The only way you will be able to increase your sales is if you understand the needs of your clients and you propose the right solutions. That is why this module is so important.

11) Presenting Solutions and Recognizing Buying Signals

Presenting solutions and recognizing buying signals is all about communication. It’s all about the ability of the sales professionals to explain the services and products they offer to clients in the language of benefits, in the language of solutions to the needs that have been identified. Observing and being aware of the many buying signals will only facilitate the process of closing the sale.