Games You Don't Have to Play

To Lead Others Well, First Know Yourself

The Leading Potential Sales Leaders to Sales Excellence Program

"Lost customer" studies—follow-up surveys on why customers purchase a similar product elsewhere—show that "dislike of the salesperson" is the most significant reason for not buying the product offered.

You Will Learn New Strategies and Tactics To

Attract new customers
Improve the effectiveness of your prospecting
Shorten your selling cycle
Increase your closing percentages
Disqualify "tire kickers" early
Reduce discounting in competitive situations
Develop trust & credibility in the first 5 minutes
Effectively control "price shopping"
Improve the integrity of your forecasting
... and much more

Who Should Attend?

Sales Reps - Account Managers - Sales Managers - Support Reps - Telesales and Telemarketing Reps - Marketing Managers - Product Managers - CEOs, Presidents, VPs, and Directors of Sales and Marketing, and Training Managers who are entertaining the possibility of implementing a common, company-wide selling system throughout their organization.

Participants Will Receive

A powerful, practical, three-day workshop exploring the persuasion and influence process from soup to nuts: The Leading Relationships Awareness Workshop
Twelve months of lively, informative, interactive training
Personal Coaching
An in-depth Personal Sales Profile Analysis
A comprehensive workbook with exercises, tools, and models
Unlimited sales coaching and training by phone, Internet, and face to face

"Transparent" Selling

Learn why 20% of sales people make 80% of the sales
Discover the tricks employed by savvy buyers and how to avoid getting trapped
Stop wasting time sending literature that isn't read, preparing proposals that can't win and doing hours of free consulting
You may look like a "slick salesman" more than you realize
It's a battle of the plans - the buyer has a plan. Do you?
Why so many sales pitches leave your prospects cold - and what to do instead
Mapping your sales cycle, and what to do in the next step
How to customize a sales plan for each call and how to adjust it on the fly

Understanding Prospect Buying Styles

Learn how to build credibility and trust quickly
Exactly what to listen for in the prospect's initial reactions - and how to respond
A low-key way to seize the initiative and take leadership of the sales process
Earn your toughest prospect's respect from the first minute

Uncover Their Problems, Issues and Concerns

Questions to uncover your prospect's personal hot buttons
Learn how to tell third party stories that draw your prospects in and get them to open up
How to get them interested, even if they say they aren't
Conquer prospects' reluctance to talk about their business issues
Get prospects to see your products and/or services as a solution to their business problems, not just a commodity

Shorten Your Sales Cycle By Staying In Control

Design a series of questions to keep the call flowing smoothly
Your manager told you what to do - talk less, listen more, stay in control, get commitment - we'll show you how to do it
Learn how to use 'mini-contracts' to ensure you stay in control of the process every step of the way
How to measure customers' commitment to advance the sales cycle
Learn the right way to uncover the true decision process and to get access to decision makers
How to drive consensus in complex, multiple decision makers
How to say "NO" and keep the deal alive
A fail-safe way to make your forecast accurate and reliable

How To Keep Customers From Squeezing You

How to uncover a prospect's likelihood of defecting to the competition
Techniques to avoid feature-to-feature combat and to make your prospect see your solution as a custom fit
How to know if you're being used to get a better deal with someone else
How to dislodge prospects from a fixation on larger, more entrenched competitors

When And How To Talk About Money

Why sales people leave money on the table
How to find out who really controls the purse strings
How to train your mind to see that price is rarely the real issue
Common negotiating ploys used by trained buyers and how to counter them

How To Handle The Toughest Sales Situations

Assess your current responses to the most common objections and put offs
Non-traditional tactics to handle even hostile prospects
Knowing when 'No' means 'Maybe'
How to get the attention of prospects who won't call you back
What to do when deals get struck, and you're missing your forecast
How to regain control of a sales call that's not going well
How to use voicemail and phone gatekeepers to your advantage

Pitfalls Of Product Knowledge

Why what you know can hurt you
How to use product knowledge effectively
When to use product knowledge

Sales Simulation And Exercises

Apply the new tactics you've learned and hone them to your products and services
Get suggestions for optimizing your tactics
Bring your toughest and most frustrating questions and hear how a seasoned sales pro handles them with ease

Do The Unexpected - Get A Different Response

Break old habits and make new ones that are sure to pay off
Verbal tactics to reverse roles and get your prospect convincing you
Why questions are the answer, and answers aren't
How to firm up any agreement you will reach with your prospect

Prospecting Techniques To Fill Your Pipeline

How to warm up cold calls
Eliminate peaks and valleys in your pipeline
How to prioritize opportunities
How to get buyers interested, even when they say they aren't
How to build your own optimized first call approach
Follow up on fresh leads with hyper efficiency
How to make contact without a cold call - higher payoff approaches
Develop your own 'Sales Readiness Pain/Gain Toolkit'

The Characteristics Of Top Performers

The three factors that dictate your success or failure in a sales role
Hidden barriers to success in selling and how to overcome them
Ten essential secrets from consistently successful salespeople
Access your selling style: Are you closing as many deals as you could?

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