Welcome to the new sales reality. Demographic, competitive, technological and –above all – disruptive shifts are rendering everything you thought you knew about doing business obsolete. To survive and thrive, you’ll need to overhaul your sales processes and approach.
Transformational shifts in business require a change in HOW you sell not WHAT you sell.
In business, it’s common to focus on “how to sell our stuff” rather than “what’s happening with our clients”. But by only paying attention to deal making, you’re missing the underwater movement that could soon turn into a business-destroying tsunami.
Just like you, your clients are scrambling to keep up with the new world of business, but they’re also more empowered than they’ve ever been before. With an abundance of online information and data at their fingertips, prospective customers don’t need you to be talking brochures or websites.
Technology has created a more savvy, insightful and demanding buyer, increasing the demands on suppliers – particularly the salespeople with whom they interact. In-person relationships are more, rather than less, important in this environment.
It’s no longer “business as usual” relying on traditional sources of competitive advantage. Sales organizations that recognize the need to do “business unusual” are successfully driving greater results for their clients by having meaningful conversations and connecting in more powerful ways. As a result of this focus, ultimately they win net new, profitable business and forge lasting, trusted adviser relationships with clients.
The old adage of the ABCs of selling ‘Always Be Closing’ must change to the new ABCs – ‘Always Be Connecting’. The role of sales person needs to shift from information provider/persuader/order-taker to that of connector. Your role is now to make things easier, to guide and to help the client bring about action that will address their business opportunities and challenges.
In this one-day Introduction workshop participants will learn:
What is causing this transformative shift in business today & how to proactively leverage it
The four competencies required for sales growth
4 reasons we stay with the status quo & awareness of how to break through
How to choose authentic connections – engaging the higher level ‘thinking’ brain
Develop self-awareness and self-management skills to create collaborative client connections
The Relationship Renaissance – Personal brand, the only true lasting differentiator
Module 2 2 days
Getting the attention and time of desirable prospects in a market saturated with sales and marketing messages all citing the exact same benefits is a source of frustration. Smart sellers no longer buy into the unproductive numbers game that trains buyers to tune out. Smart sales organizations have shifted to an intelligent, often counterintuitive, approach that incorporates three core principles: Focus, contribution and leverage.
In this one-day workshop participants will:
Work smarter. Eliminate the frustration.
Focus prospecting activity for faster access and greater impact
Leverage people, resources and technology to accelerate the process
Create messages that contribute relevant value and open doors
Be top of mind and in an advantageous position in the buy cycle
Masterfully convert “no thanks” into business intelligence that moves the sale forward
Manage “you” to greater sales success
Leave the class with a personalized access strategy for your #1 prospect
Module 3 1 day
Social Selling Mastery™
Social selling allows business owners, senior sales leaders and sales professionals to capitalize on the fact that buyers today have changed. Their increased use of social media and online technologies poses immense risk for the traditional sales model. It’s estimated that between 57% to 70% of the buying journey today takes place online before buyers engage a sales professional. Instead of having random acts of social at your organization, learn what you should focus on. And, more importantly, learn what you shouldn’t focus on to stay productive.
During this individual 10-hour Virtual training module participants will learn how to:
Drive net-new pipeline and revenue with social media
Open up doors faster than traditional means of communication!
Optimize your social profiles to attract buyers, not recruiters
Find a treasure trove of information using simple tools to help spark or nurture a sales process
Understand the best practices around sharing content and insights with prospects and buyers
Gather intelligence about buyers, prospects and even competitors
Learn what you can do with social media on a daily basis in less than 60 minutes/day
Find, engage and educate buyers on an ongoing basis
Module 4 2 days
Never Be Closing – Developing Sales Skills
Based on the Productive Selling Model as presented in the book, Never Be Closing (selected by Oprah Winfrey’s OWN Network as one of the top 15 self-improvement books of 2014) participants will learn the skills of selling in this new world.
During this 2-day workshop participants will:
Learn and use the Orion’s Belt tool designed to help evaluate personal motivation and create an ethical framework for selling success
Explore the principles and guidelines for writing effective sales scripts designed to establish interest and credibility
Learn and apply eight proven ways to cross the credibility threshold
Learn and practice Productive Selling questioning techniques designed to elicit client needs and reframe client issues
Module 5 3 days
Connections – Developing Account Strategy
Developing new, expanded opportunities requires a shift from a solution orientation to one that proactively demonstrates business relevance at all levels in a client’s decision-making process, connecting offerings to what’s important to the client’s business.
In this three-day workshop participants will learn how to develop an Account Strategy for B-B clients. They will:
Understand what is critical to clients – the external and internal drivers that affect a client’s business
Identify how to help clients compete in their market place with your solutions
Learn how to access multiple points of contact – get high, wide and deep enough to develop new business valued by the client
Transform information into client-relevant intelligence
Use live high-potential accounts and identify client driven initiatives and opportunities to pursue
Use analysis tools to uncover points of discovery
Build alignment on account strategy and develop a relationship contact strategy
Create client value statements to open doors for business development
Be inspired and engaged in transforming from a solution focus to a client-centered culture
Module 6 2 days
Presentation Skills for Sales Professionals
It’s a common fear—you’re talking and they’re not buying! Would an improved sales presentation and more effective communication skills give you a competitive advantage? In this 2-day, highly practical Presentation Skills for Sales Professionals training seminar, sales individuals and teams quickly learn the physical and vocal skills and techniques that add impact, power and presence to their pitch. Participants will learn the most influential psychological triggers that win trust and build credibility and how to pull them in any presentation.
Participants will learn:
What is the real purpose of human communication
How can we use it to our advantage
The Primitive Brain System—why people are driven to do what they do
Nonverbal Signals that Engage and Persuade—influencing the “approach” response
Principles of Neuro-Chemistry and Powerful Presence
Module 7 1 day
Our tendency is to assume that people are wired like us - that they think like us and need what we need in terms of how an idea is positioned, how a conversation is structured, how problems are tackled. But this assumption gets in our way everyday – with our peers and with our clients. This work of emotional agility is the keystone to any successful person today, especially one in sales who needs to be particularly effective in building relationships with client and understanding what motivates behavior in people with different personalities so they can authentically – and effectively adapt.
During this one-day workshop participants will learn:
Strengths that make you invaluable
Types of situations that stress you
The gap between your intentions and your unintended impact
What you need to recharge and process to be fully engaged
First-hand experience from your peers about the 4 different personality styles
Tips and tricks on how to identify what type your client is
Ideas – and practical experience – on how to adapt and what to try with each type
Module 8 1 day
Participants will have an opportunity to present their key learnings and challenges, and receive feedback from peers and career professionals.