A la Carté Lessons
Each of the lessons listed below are available to you and your team, click on the desired course to view more information.
Sales Reboot
New Rules of Selling
The world of selling has changed in so many ways. Today buyers are more informed than ever, and the majority are 60% into the buying cycle before contacting you or your company. It’s CRITICAL to understand what customers are looking for and what you will need to provide them in order to make a buying decision. It’s no longer enough to give them information like features and benefits. Learn what they want; reboot your sales approach!
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How Selling Has CHANGED
Selling in the 21st century
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STOP Persuading
Why Buyer’s Don’t Want More Information
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BEYOND Selling a Solution
What is the Customer Looking For
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A Relationship is NOT Enough
How to Solve a Problem
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It’s NOT About the Price
Beyond Differentiation
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A Better Alternative to Negotiation
Does Value Still Count?
Value-Centric Sales
Position Your Value, Not Your Price
This is a comprehensive series on selling value. You will learn how to position your value, not your price by identifying the Key Performance Indicators (KPIs) that motivate buyers to act.
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The SHIFT in Selling
Sales Philosophy 2.0
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Value IMPACT
What’s Important to the Buyer
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Buyer Types (SOCIAL STYLES)
Customer Mindset
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BUYING Process vs. Sales Process
A Process About the Buyer NOT You
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VALUE-Centric Sales Model
Selling to Their Hot Buttons
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Anticipate & BLOCK Objections
Own the Objection Before it Owns You
Influencing Change
Position Your Value, Not Your Price
Having a great product or price isn’t enough if you can’t convince the customer to take action. Understanding what motivates a customer to buy or not buy is key to selling effectively. In this series you’ll learn how to create a sense of urgency and other tips to get customers to make a buying decision.
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Get Customers to ACT
Why Customers Are On the Fence
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CHANGING Expectations
& Setting the Proper Ones
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REDUCE Resistance
& Gain Acceptance
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Understanding the BUYING Brain
Three Types of Buyers
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MOTIVATING Complacent People
Selling to Their Hot Buttons
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Pain of the SAME > Pain of CHANGE
Amplifying Their Sense of Urgency
Sales Presence
Engage & Connect
Have you ever been bored out of your mind listening to a presenter? Well, you’re not alone. In this series you will LEARN what it takes to create and have sales presence (i.e., the ability to command attention and demand action). Discover simple to use techniques to keep your listener (buyer) engaged in what you’re selling.
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Influencing Customers to LISTEN & ACT
Why is Sales Presence Important?
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The Enthusiasm EFFECT
How to Connect on a Personal Level
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Framing the Conversation
Developing a Authenticity & a Narrative
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FOCUSING Your Message
Defending Your Position
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Confidence & CONCISENESS
Command Attention & Demand Action
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Body Language
All the Little Things
Hi-Tech Selling
The Next Big Thing?
Thanks to technology, today‘s customers are more informed than ever, and their trust factor is low. In this series you learn how to use technology in your sales process.
Technology plays a major role today in supporting all aspects of the selling function. Benefits include improved relationships with customers and improved processes of finding qualified prospects and turning them into customers. Technology improves the sales communications process and supports effective presentation of products and services. Understand some of the available technologies used in selling functions to make your sales process more effective.
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Technology & the Sales Process
Make Technology Work With You
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BIG Data
Driving Customer Insights
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Social Platforms DRIVING Sales
Important New Tools
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PROS & Cons of Digital Technology
Technological Revolution & the Need to Adapt
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Using Technology to Sell
The Salesperson of Tomorrow
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How A.I. is Changing Your World
Change Before You Have to
Competitive Selling
Own Your Competition
The rise in the number of competitors and the increasing ease with which customers can research and compare their options means that you will have to acknowledge your rivals. But what is the best way to sell your solution over a competitor’s?
While we have all experienced that deal where a customer comes to you with their research already done and fully committed to buying this is not the norm. A customer almost certainly will be evaluating you alongside one or more competitors. For the customer, the sales cycle is about how they can gather all of the relevant information and make an informed decision as to their optimal solution. So as a sales rep, what do you do when you hear “How do you compare against X or Y?”
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Developing a Comparative Matrix
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Using a Comparative Matrix
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DIFFERENTIATE Your Product
Stand Out From the Crowd
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Delivering a TAILORED Presentation
Selling What’s Important to THAT Buyer
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5 Reasons Customers DON’T Buy
Hint: It’s NOT the Price
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Cost of Discounting
Hint: It’s a LOT Higher Than You Think
Brilliant Basics
Own Your Competition
Create the foundation for your sales process with these guided steps to increase your sales velocity. Build your new, more profitable sales process from the ground up
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Acquiring the Sales MINDSET
I Will Sell a House Today
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Creating YOUR Sales Process
What’s Important to the Buyer
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Meeting the Customer
And Asking the Right Questions
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BEST Way to Demonstrate
Selling to Buyers Motivations
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What Buyers Want to Hear From You
Planning the Outcome
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Sales Velocity- Sell More, FASTER
Make the Buying Process Easy
Closing the Credibility Gap
Building Trust & Keeping It
Closing the sale often times has less to do with the product or price and more with whether or not the customer TRUSTS YOU. In this series you’ll learn easy to implement tips that will allow you to not only CONNECT with your customer but also build the necessary trust and CREDIBILITY to make the sale.
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Information OVERLOAD
Stop the Word Vomit
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Sympathy vs Empathy
Understanding Your Buyer On a Deeper Level
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Why Listening Works
Active Listening
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Providing Sales INSIGHT
What Buyers Want to Hear From You
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Why Deals STALL
What Stops Buyers From Moving Forward
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Negative & POSITIVE Conversations
Sequencing Good & Bad News
The Theory of Closing
Know or No?
“Closing” is misunderstood because it is often seen as a moment in time – that is, it’s all about the “big close” at the end of the discussion. This viewpoint will lead to a faulty approach, and likely an awkward and unwelcome final close.
Gaining Commitment however is best seen as a process, as if crossing a river by hopping from boulder to boulder. The key is to understand that each attempt is linked to the next, that you are “hopping” from one agreement to another and thereby presenting a logical path to the customer.
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The Closing MINDSET
Understanding Your Role in the Close
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The Cost of NOT Closing
The Responsibility to Close
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The End Game is NOT the Close
Where the fun begins & the Truth Comes Out
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Know or No
“Know” the Difference
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Relationship and the Close
How One Fuels the Other
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The 20/80 Rule
Top Secret**
Mindset & Motivation
Know or No?
Before your customer even sets foot through your door, there is a lot of work that needs to be done! Making sure that you are both physically and mentally ready prior to any interaction with a guest will ensure you get started in the right direction!
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Work to Your POTENTIAL
NOT Your Quota
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Shoot for EXTRAORDINARY
Do What Others Refuse to Do
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Failure is IMPOSSIBLE
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Humble & HUNGRY
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Approach Success as Your Duty
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NEVER Lower Your Target Mentality
Let’s Do This!
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