| Success & Self Esteem
is the first program that integrates the science of psychology and the
art of selling into a practical, powerful process that changes behavior.
A process that helps salespeople develop the selling skills that produce
results and the psychological skills that allow them to keep risking and
acting in the face of disappointments, negatives and self-doubt.
The foundational premise of this program is that most
people who sell (assuming they are not new to sales)
don’t achieve the success possible to them, not
because they don’t know what to do, but because
they have difficulty in doing what they know. The fundamental
challenge is not just knowing what to do, but being
able to do it. For salespeople to effectively and consistently
call at the top, effectively and consistently cold call,
and effectively and consistently close the sale, they
need powerful approaches and techniques. More fundamentally,
however, they need to develop the one quality upon which
all techniques and approaches rest: an increased capacity
to deal with risk, challenge and uncertainty. This capacity
will determine what risk sales people will take, what
questions they will ask, and how long they will keep
acting in the face of disappointment, negatives and
self-doubt.
This foundation exposes and escapes the flaw of most sales
training models: the assumption that I know necessarily means I can.
In doing so, it provides a logic path for a different model: First, identify
the principles and practices that develop and promote our ability to risk
and act. Second, provide a means to implement these principles on a daily
basis so salespeople can begin to grow this core competence. And finally,
present the selling skills that constitute the high-risk behaviors that
need to be practiced on a regular basis.
You will learn:
• The core competency required for sustained selling
success and mental toughness
• The 5 Habits required to develop this core competence
• The single greatest obstacle that prevents salespeople from succeeding
and what you can do to overcome it.
• The Molehill Formula - an approach to help you develop the confidence
you need to begin to
succeed, no matter what your present level of success.
•A 5 step approach to cold calling that will guarantee call backs
and appointments.
• The 5 keys to building trust with your prospects and clients
• 2 Powerful techniques to get your prospects to provide information-
even when they don’t want to!
• How to distinguish yourself from your competition when product
and price are the same!
• Step by step approaches to effectively cold call, qualify, present
and close.
• The 3 Fundamentals to Effective Presentations
• The Only Two Closes You will ever need
RESULTS
What will have been achieved after this five week process?
For the Salesperson:
• An understanding of the principles that govern
her success and self-esteem
• More importantly, the strategies, techniques and
practices that she can use now to grow her success and self-esteem.
• A series of bridging principles to provide the
confidence he needs, when he doesn’t have it.
• A powerful tool to help him manage and measure
his behaviors on a daily basis
• A sales blueprint of what to do and say to exercise
effectively the sales fundamentals of cold calling, qualifying, presenting
and closing.
For the Sales Manager:
• An understanding of the behaviors and practices
he must develop in his salespeople to grow their success and his bottom
line.
• More importantly the behaviors he must see displayed
to insure that success
• A tool to develop the skills, success and self-esteem
of her sales force
• A tool to help evaluate his salespeople, a gauge
more accurate and decisive than simply looking at the numbers.
For the Sponsoring Company:
• A process to provide specific measurable results
to provide an ROI
• A powerful technology to break the 80-20 Rule
To see a course outline, click
here.
|
