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When it comes to the buyer/seller relationship, games and power plays put people in situations where everybody loses. A good sales relationship is based on the assumption that both the seller and the prospect have an interest in doing things for each other. Part of gutsy selling is to understand that the salesperson has rights. And if he has a product or service that is beneficial to the prospect, he has to face the individual on an adult-to-adult basis. To do this, it is critical to understand how to spot and avoid Games and Power Plays.
Selling to groups and committees can be a daunting task unless you have a systematic approach. In this class, we dive into the strategies important to selling to groups. Find out how to recruit your "Inside Salesperson" and neutralize those people that may be working against you. Learn how to get commitments from everyone involved in the decision-making process and hear about the different types of buyers you're getting in front of.
Keeping your existing clients happy is imperative for long-term success. In this workshop, identify your key accounts and develop strategies for long-term management. Develop "White Knights" within your accounts and coach them on how to connect you with the final decision makers. Finally, understand how to create your "Fuzzy Files": catalog your personal knowledge of your clients and periodically review what you’ve collected about their clients so they can provide personal attention to their interests and build a stronger personal bond.
As a sales manager (or business owner who must assume a sales management role) you have to establish a management framework built on productive behavior, cooperation, collaboration, and accountability. In this workshop, we explore not only managing your people, but developing winners on your team, recruitment, correcting negative behaviors, implementing behavior modification, and developing patterns for success.
Team selling can be the key to success or, if not executed properly, a huge mess. In this workshop, we explore the key differences between selling as an individual versus a selling team. Identify roles and responsibilities of each team member and learn how to pass the baton during the sales call. Learn to create your pre-call briefing outline and know how, what, and when to have the post-call debrief.
Successful salespeople have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practiced. In this module, you will learn about the prospect’s system for buying, as well as the Sandler Selling System and how by following it, you can remove the roadblocks in your current system and ensure a successful conclusion to each opportunity.
Each of us has an identity (I) and various roles (R). Our identity consists of our self-concept, self-worth and our values. The roles we carry in life vary. Our roles are the multiple parts that we play: a spouse, parent, salesperson, friend, hobbyist, etc. Learn how to separate your identity from your roles. In this workshop, we explore how to separate our identity from our roles in order to lessen the impact that rejection and failure has on our success. This session will help break you out of your comfort zone and understand the difference between who you “I” and what you “R.”
In order to lead you to the top of your professional career, you will need to focus on three areas for your continued growth and improvement: attitude, behavior, and technique. Although techniques are important, they alone will not take you to and keep you at the top. This lesson will show you how your attitude drives everything, your behavior makes things happen and the techniques are the tools you need to get it done. Discover the areas in which you need to personally improve in order to help you be and stay a success.