Salespeople Development Program Modules

Setting Yourself Up for Sales Success - 6 Modules

The Psychology of Buying Satisfaction

Demonstrate an understanding of the Psychology of Buying Satisfaction model and how it applies to your own unique sales process.
Identify the key behaviors required to successfully follow the Psychology of Buying Satisfaction model in a sales conversation.
Explain some of the barriers which might arise throughout the sales process and how to avoid and/or manage these barriers.

Managing a Non-Supportive Buy Cycle

Define the term ‘non-supportive buy cycle’ and describe how it affects specific sales behaviors.
Design an approach to minimize the impact of having a non-supportive buy cycle.
Develop a plan that will support you in managing clients that have a non-supportive buy cycle.

Sales Self Image and Resilience

Demonstrate an understanding of how your personal self-image and desire to be liked impact your success.
Create an action plan that will support you in developing a stronger sales self-image.

Comfort Discussing Money

Explain what beliefs are and how they can impact personal success. Define Comfort Discussing Money and how it affects specific sales behaviors.
Design an approach to minimize the impact of discomfort discussing money.

Inspiring Personal Desire

Establish meaningful goals and create action plans to ensure they are achieved.
Set activity goals for your sales performance and track progress to ensure success.

Activity Goal Setting

Identify the importance of goal setting.
Create a performance dashboard that measures your success on both metric and activity goals.

Becoming a Trusted Advisor - 4 Modules

The Ideal Qualifying Process

Define the process of qualifying in sales.
Identify the impact that ‘Happy Ears’ (hearing what you want to hear) has on your sales success.
Define your ideal client profile.
Establish a robust qualifying process

Building Instant Rapport

Demonstrate an understanding of the impact rapport can have in facilitating relationship building with clients.
Apply techniques to facilitate rapport building (and minimize differences) between yourself and buyers.
Implement an action plan that will guide you in improving your ability to deepen relationships instantly and leverage client trust.

Conversational Rapport

Demonstrate an understanding of the impact conversational rapport can have in facilitating relationship building with clients.
Apply conversational rapport techniques to facilitate rapport building between yourself and buyers.
Implement an action plan that will guide you in practicing and improving your ability to deepen relationships and leverage client trust.

Reframing Your Self Limiting Beliefs

Outline some of the more impactful self-limiting beliefs that affect sales professionals.
Focus on the supportive beliefs you possess that support selling success.
Identify self-limiting beliefs that may sabotage selling success.
Create an action plan that will help you re-frame or eliminate self-limiting beliefs.

Influencing Thinking - 5 Modules

Influencing - Decision Making Style

Explain the critical differences between an Internal and External decision maker.
Correctly identify a person’s decision-making style.
Use appropriate influencing techniques for Internal and External style preferences.

Influencing - Motivation Style

Explain the distinction between ‘Toward’ and ‘Away’ in terms of how people are motivated to act.
Correctly identify a person’s Toward or Away preference.
Use appropriate communication with customers that have either a Toward or Away style preference.

Gaining Commitment and Advancing Opportunities

Proactively progress the sale in a way that’s comfortable for both you and your customer.
Explain the importance of mindset when closing.
Identify the appropriate time to implement closing techniques.
Create a plan to implement the four closing techniques in your role.

Perceptual Positions

Outline the value of being able to view situations from different perspectives.
Describe the Perceptual Positions model of viewing different perspectives and how it can be used by sales professionals.
Clearly define the three Perceptual Positions and outline the advantages and disadvantages when applied in selling situations.
Begin to explore how to use your self-awareness to navigate between the three Perceptual Positions.

Influential Sales Language

Demonstrate an understanding of Linking Statements and Embedded Command language patterns and how they can positively impact the outcome of a sale.
Introduce ideas and concepts to customers in a seamless way that increases engagement and bypasses potential resistance.
Create an action plan to improve your proficiency in utilizing these techniques in sales conversations.

Engaging Customers to Buy - 4 Modules

Discovery Questions

Demonstrate an understanding of the importance of asking Discovery Questions to tap into customer emotional and logical needs.
Construct Discovery Questions that expose needs and wants in a compelling way.
Create a plan to improve your use of Discovery Questions in your customer conversations.

Criteria Questions

Demonstrate an understanding of the importance of eliciting your customer’s criteria.
Follow the criteria questions approach to identify a customer’s emotional criteria.
Create an action plan to improve your ability to identify and leverage criteria with your customers.

Tension Building Questions

Demonstrate an understanding of the importance of asking Tension Building Questions to tap into customer emotional needs.
Construct Tension Building Questions that expose needs and wants in a compelling way.
Create a plan to improve your use of Tension Building Questions in your customer conversations.

Differentiating Value

Explain the term ‘Value Proposition’ and how to integrate Emotional Buying Reasons into the way you build value.
Identify what your value proposition is, from a client’s perspective, and position value so they can feel it.
Demonstrate an understanding of how sales professionals can easily ‘decline to a commodity’ when selling to their clients.

Outbound Sales - 4 Modules

Prospecting - Mindset and Lead Generation

Define what prospecting is and why it’s important to keep a continuous focus on it.
Identify some of the mindset challenges associated with prospecting and create an action plan to help you overcome these.
Create a lead generation plan to help you drive and track your prospecting activity.

Prospection - Call Planning Conversational Guide

Define the objective and purpose of your prospecting calls.
Identify the impact of ‘call reluctance’, what causes it and how you can begin to resolve it.
Apply a process to secure meetings from a compelling introductory call.

Prospecting - Your Elevator Pitch

Define and explain the ‘elevator pitch’ and what it’s designed to achieve.
Create an effective elevator pitch of your own.
Create an action plan that will support you in creating niche elevator pitches on the fly.

Differentiating Value

Explain the term ‘Value Proposition’ and how to integrate Emotional Buying Reasons into the way you build value.
Identify what your value proposition is, from a client’s perspective, and position value so they can feel it.
Demonstrate an understanding of how sales professionals can easily ‘decline to a commodity’ when selling to their clients.

Managing Objections - 4 Modules

Replacing an Incumbent Vendor

Identify what it really means when a prospect uses an incumbent provider.
Approach the incumbent vendor conversation with the right attitude and approach.
Create an action plan that will assist you in moving from Solution to Insight Selling.

Introduction to Objections

Explain what objections are and why they occur.
Identify customer objections you commonly face.

Reframing Objections

Use an approach to resolve customer objections in a way that still enables high customer satisfaction.
Confidently guide the customer toward a solution or outcome.
Create an action plan that will support you in applying an effective model for successfully reframing objections.

Neutralizing Objections

Identify and address the (often) hidden real objection.
Create an action plan to better immunize against your most common objections before they occur.