[MUSIC] >> Hello Sheldon Yoshido. >> Hello, Amy Mazzero. >> What are you doing now? >> I'm working on a program for my channel. >> Well cool, but what kind of program? >> What kind of question is that? If I'm the most notorious PhD in sales theory, about what else would I have the interest to talk? >> Sure, what else? Well I am interested in knowing more about your problem, why don't you tell me more? >> Okay, well I am thinking on making a parody of my favorite TV series, Kaboom theory. >> Sounds interesting. And everybody loves Kaboom theory. But do you think that you have profile to present this problem? >> Of course, Amy. Everybody who knows something about sales, or is willing to learn knows about me. I'm Dr. Yoshida, remember. >> Yes, okay, well, okay. Why don't you tell me your idea for your show? >> Okay, I want to write a program composed of models and frameworks to support sales planning with 18 lessons divided into 3 modules. >> Wow, you really know what you want, so structured. >> Of course, of course I do. The first module will be sales management okay, and what lessons will compose this module? >> All right, the first lesson will be sales operational variables, sales force, territories, customers, accounts. >> Nice, I see sounds nice. What will it cover? >> Well, I intend to debate how all of these variables need to be mastered, to achieve the company's targets. >> Mm-hm, great, sounds nice. >> In the second lesson, it will be about key account management. The idea is to discuss how structuring sales to manage special customers. >> Yes. >> And the third lesson will put lights on the leadership role in sales. >> Terrific, leadership is always a challenge. You have too much of hate- >> Hey, hey don't interrupt me. >> Sorry. >> Continuing, the sales training will be the subject of the fourth lesson. >> Good. >> And I don't need to explain how important this subject is. The fifth item will treat about we source our location in sales. I will develop with my friends how to allocate resources to maximize investments and improve sales. >> Mm-hm. >> I will also deal with the types of resources available. >> It seems harsh. Organizations used to control resources strongly and know how to manage this is a big deal. >> In fact it is. Another important topic to master is performance management and this will be the theme of my sixth lesson. >> Mm-hm I see. How to measure the teams performance? >> And not only this, how to improve it? >> Mm-hm, interesting. >> Interesting, yes. Finally, my last lesson is the first module will be post sales framework, doesn't seem perfect to you? >> Yes, of course. [LAUGH] Perfect, just perfect. >> For module two in the first lesson, I will talk about consultative selling model. Here, I am to explore the subject of adding value through consultative sales people. >> Perfect, sounds nice. >> I know, in lesson two I'll briefly review the customer-centric model. This is a very important concept for customer oriented companies. >> Mm-hm, excellent point. >> Mm-hm. >> And how about lesson three? >> In lesson three, it will be about PSS, Professional Selling Skills, and it includes needs identification, presentation, objections handling, and sales closing. >> Mm-hm, sounds great, tell me more and about lesson four. >> In lesson four, I intend to focus on relationship selling model which we will address how to build for rapport with customers. >> Wonderful. >> In lesson five the subject will be spin selling. It will be explained the basics of the model to lead my audience to analyze situation, problem, implication and needs in a sales process. >> Wow, that's really nice. Are there more lessons for this module? >> Yes, just two more. In lesson six, it will be about the three stages of a sales call. Here I am thinking of bringing a practical case showing and how to apply the sales call instructive stage. >> Wow, sales people will love it. >> Precisely, and finally, lesson seven. The last of module two. We will discuss the Miller Hymen module and its approach. >> Great, I'm excited for this module. >> Now starting module three, I am thinking I will start dealing with the very important aspects of communication. Verbal and especially non-verbal. >> Seriously, you? [LAUGH] I'm sorry, sorry, go on. >> I will just ignore you. >> Sorry. >> I will treat cognitive bias, body language, and neuro-linguistic programming and how it influences sales. >> This module probably will my favorite. You know, I hold the PAD in- [CROSSTALK] >> Could you stop interrupting me? >> Okay, Sheldon, go on. >> Are you interested in my plans for the show or not? >> Yes, I do, sorry for that. >> The second lesson focused on physiological and psychological aspects. >> Forget about it. Just keep going. >> Okay, apologies accepted. In the second lesson, I will focus on the physiological and psychological aspects. >> Good opportunity show, how they influence sales. >> I know, this is why I am covering this subject. >> Sure, and what do you have for third lesson? >> I will discuss about customer engagement. The idea is discuss how engaging the customers to keep them with your company for longer periods. >> How cool. What else? >> For lesson four, I will cover negotiation. >> I believe that this last one will be a hit. >> I know that you would like it. Finally, the fifth and last lesson of module three. I will comprise a complete view on sales closing. Techniques to apply and fine tune how much sales people should talk and listen. >> Okay. >> And with this content, I will finish the season is course three. >> Why three? >> Because courses two and three were made by other characters. >> I see, okay. >> The name of my show will be Sales with Flags, and it's going to be a lot of fun. >> [LAUGH] >> Fun, with you? Seriously, sure. [LAUGH] >> Why are you laughing? >> Nothing, nothing. I'm sorry. But every TV series always brings some special guest. Why don't you bring colleagues to present some lessons. >> But this is my show. >> Okay, but don't you want to make success? >> Yes, I do. >> Great, so do it as a good practice of this business. >> Yeah, you have a point. >> Yes, and trust me, >> You can be annoying sometimes. >> Me, annoying? I see. You're talking about normal people, okay? >> Yeah. >> I will do that. Thanks for the advice. >> No problem. You are welcome. Normal people. He's annoying, but we like him, don't we? >> I'm listening. >> [LAUGH] Okay, sorry. Bye. >> Bye. [NOISE]
