Enroll today in April 4, 2012 Sales Academy
Would you like to:
- Expand your Confidence throughout Sales Process
- Create and Commit to a Plan to Build Your Pipeline
- Find Ready-To-Go Clients Consistently And Reliably
- Convert More Of Your Contacts To Contracts
- Close More Of Your Deals Quickly And Easily
- Generate A Steady Flow Of Repeat And Referral Business
- Book more Business Every Month
- Have Sales Be the First Thing You Do
Agenda for April 4, 2012 8:30-5 pm- $495 per person
Program Content: You will learn language techniques, sales psychology and step-by-step tools to navigate your Sales Road Map, categorizing your activities into three areas: Begin, Middle, End
A G E N D A
How to Use your Sales Road Map
How to Build Professional Self Esteem
How Not to Appear Needy
How to Create Space for Rejection
How To Introduce Yourself In Any Setting
How to Have Your Clients Wanting to Work with You
How to Have Sales Not be the Last Thing You Do
How to Determine an Effective Strategic Partner
How To Get People to Call You Back
How to Turn Connections into Contracts
How To Use the Feel, Felt, Found Formula to Build Rapport
How to Tell Personality Type
How To Turn Endorsements Into Referrals
How To Deal With People Who Don’t Refer
The Sales Academy is perfect for Professionals who:
- May not have a methodical process to follow, therefore is overwhelmed by sales process
- May not pick up on social cues or fluctuations in sales meetings
- May get anxious about sales goals
- May waste too much time building rapport and offering platitudes
- May over-commit resources and promises, therefore creates confusion in fees, project clarity, and timelines
- May have trouble consistently meeting all goals and hitting targets and objectives
- May not know how to be a champion of projects, or set a vision, or an agenda, or a plan, resulting in little structure in sales meetings
- May listen at Level 1 instead of Level 2 & 3, ie. injecting irrelevant data into conversations vs. adding value to clients
- May not understand how to lead a sales conversation and book more business
- May not have access to enough language and structure to move connections to contracts
- May be unable to adapt to differences in strong opposing personalities in a sales conversation
- May be too concerned about what others think
- May not understand current sales conversational tools
- May not be tolerant of others’ strengths or ways of doing things – thereby rejecting needed talent
- May be more comfortable following client directives, rather than leading
- May bend under pressure during fee conversations
- May not be responding timely to receiving a lead, attending a network meeting or maximizing visibility
- May not get the best out of people and may not be developing their teams, which could result in turnover
What are your Business Development goals? Would you like to:
- Master high impact sales presentations?
- Practice skill drills that instantly develop influence, persuasion, and listening?
- Have the EQ to utilize different tools based on your prospect?
- Understand how your customer is wired to make and implement decisions?
- Capture, develop, and sustain strategic/key accounts?
- Build value added client relations and increase retention?
- Differentiate yourself authentically from your competitors?
- Gain insight to the root cause of why your team is not closing more sales?
- Incorporate basic competency models for your managers and leaders tied to accountability?
- Improve your team and organization’s business development process?
- Transform your sales leadership effectiveness?
- Increase your team’s effectiveness through a results- oriented internal coaching and mentoring system?
With so much “noise” in today’s market environments, it takes exceptional skills for sales leaders and their teams to truly “stand out” by engaging prospects in a way that leads to exceptional results.
You’ll find that our approach in coaching and development in the context of sales is unique, in that we view selling as a process through which sales teams work to provide the tools for their prospects to succeed. It is only if a customer achieves success that a sales team succeeds—influence and manipulation are concepts that are things of the past.
Based on this definition of selling, our approach involves coaching sales leaders and teams to develop both emotional intelligence and conversational competencies that develop the trust with clients such that they understand that you’ve got their best interests and success at heart. In sales, it’s critical to understand the customer, their needs, their goals, and their values—the sales team that helps them achieve these things will ultimately dominate their market.
Whether it’s individual or team coaching, providing a workshop for the development of confidence or questions, our approach is customized to meet your needs.