20+ YEARS...
AND OVER $50M IN CONSULTING AND ONLINE CONTENT SALES
AND WHAT LESSON DO I GET PAID THE MOST TO SHARE?
IYou might not think of yourself as a "salesperson" but...
... if your job includes sales targets or you own a business with a bottom line - YOU ARE IN SALES!
And here's the challenge with that...
You probably didn't plan to be a SALESPERSON.
You probably haven't been FORMALLY TRAINED in sales.
And other than your sales results, you probably don't get much COACHING or feedback on how effectively and efficiently you're selling.
And here is the scary thing...
Even if you have admitted you're in the sales profession...
All of the noise and DISTRACTION in your workplace and life, means you're likely to be spending LESS THAN 15% of your time actually selling!
And what's not fair about that is...
NOBODY CARES about all the valid excuses every salesperson has.
Bosses and the bank are still DEMANDING you beat the budget.
Customers are still demanding MORE service, MORE product, MORE of your time AND better pricing.
Bottom line - only YOU are going to be able to help you.
Those ten little words IFITISTOBEITISUPTOME are still 10 of the most important for anyone whose quality of life is impacted by their sales results.
And I'm guessing that includes you.
"THOROUGHLY ENJOYED THE SESSIONS"
“Thoroughly enjoyed the sessions. The information reflected on my skills that I need to sharpen, this is a good way to assist me as I do not have a mentor, coach or other training for myself.”
REBECCA JOHNSTON
Contact Centre Manager, Auswide Bank
I’LL GET TO THAT LESSON I’VE BEEN PAID LITERALLY MILLIONS TO SHARE BUT FIRST, LET’S TALK ABOUT GETTING STARTED
Mission 1 is all about you!
It’s about RECLAIMING the value of your time, your expertise and your energy.
We’ve been brainwashed into thinking it’s all about the customer.
It’s about giving away the best pricing AND the best service AND the best product AND not expecting anything in return.
Last time I checked you weren’t registered as a charity.
Last time I checked the customer that smashed your pricing WASN'T going to pay for your family's holiday, your kids' school fees or even the rent.
Great sales AND customer service is NOT about sacrificing everything.
It’s about a mindset focused on achieving outcomes for BOTH you and the customer.
It’s about creating that WIN-WIN in everything you do.
And that includes capturing your FAIR SHARE of the value you create.
IT ALL STARTS WITH YOUR MINDSET BUT WE STILL NEED TO PAY VERY CLOSE ATTENTION TO THE IMPACT WE HAVE ON PROSPECTIVE CUSTOMERS
Mission 2 is all about COMPETING with higher levels of trust.
Sorry - but prospective customers DON’T trust you.
IOf 2000 managers surveyed, ONLY 3% indicated they "completely trusted" ANY salesperson that had sold them something over the previous 24 months!
Failure to DELIBERATELY and STRATEGICALLY build trust is what holds back most salespeople.
Trust is conversational oxygen, but you MUST know how to create it rapidly.
And if you're committed to great win-win conversations, you need to understand the science and research behind it.
And you need to understand the missing ingredient that makes all the difference.
Outcome Focus Part 1
A primary difference between those that are highly productive and other salespeople is the ability to be outcome focused in every sales activity. We discuss this concept and the importance of being strategic and outcome focused in a number of common selling situations.
Develop and Outcome-Focused Mindset
- Understand the importance of maximising outcomes in every customer interaction
- Develop an outcome-focused mindset leveraging proven strategies and exercises
- Challenge existing productivity levels and multiply outcome with little extra effort
Building Rapport and Credibility
At the core of every sale is the trustbetween buyer and seller. In this session we explore the two key elements of trust – rapport and credibility. We introduce these two core concepts and provide high level guidance on why developing both are critical in the sales process.
- Understand the drivers of trust
- Develop core rapport-building and credibility-building capability
- Quantify trust in all relationships to improve coaching the quality of customer
Develop Tangible trust in Customer Relationships
TRUST IS CONVERSATIONAL OXYGEN AND QUESTIONING IS THE SKILL THAT DETERMINES WHO IS IN CONTROL OF THE CONVERSATION
Mission 3 is all about taking control of the conversation.
Let me ask you to reflect on a few important questions…
How much easier would it be to get out of bed, if you knew your sales were going to DOUBLE in the coming year?
How much less stress would there be on you FINANCIALLY?
What POSITIVE IMPACT would that have on your health, your relationships, your self-esteem and all the other things that MATTER?
As you answer those questions, your mind is where I NEED it to be.
I'm literally CONTROLLING your focus with questions.
And you need to be doing the same with your sales situations.
And I'm making you emotional...
About your enjoyment of your sales role. About how much you're earning. About the impact a lack of sales has on your health, your relationships, your self-esteem and what really matters.
And I want to show you how to CREATE the same emotions in your customers.
The emotions that will make them WANT to buy your solution.
Control is not about forcing customers to buy.
CONTROL is about helping customers consider how BUYING will improve their quality of life.
And control is the difference between you having to sell and customers WANTING to buy!
Exploring & the Customer Service Excellence Model – Why Ask Questions?
The ability to effectively use questions is arguably the most important skill a person in customer service or sales can learn. We investigate 8 different uses for questions and why they need to be used.
Move from Selling to Helping Customers Buy
- Understand the value and importance of developing needs analysis capability
- Identify options for leveraging questioning to maintain control of customer conversations
- Improve customer experience through less telling and more asking
"THE OUTBOUND CALLING SERIES GAVE US THE EDGE"
"The Outbound Calling series gave us the edge. We converted more cold leads and locked in more appointments than ever before in the company's history.”
NICHOLAS ARMSTRONG
Managing Director, CoZero
WHEN WAS THE LAST TIME YOU GOT PAID TO QUOTE A SOLUTION?
Mission 4, avoiding the most DESTRUCTIVE productivity trap we all face.
You don’t get paid to price up (quote) solutions.
You get paid to help people solve problems by BUYING your solution.
You get paid to spend your valuable time with people that...
- HAVE the problems (needs) you solve,
- WANT what you sell, and
- AGREE to pay a fair price for it.
This session is all about reminding you that you’re not a quoting machine..
You’re not a low-cost robot and you’re not a free service.
I want to coach you out of this trap.
I'll help you ensure the people you engage respect the value of your time, your energy and your expertise.
That respect all starts with a shift in your mindset and this session will help you make the shift.
ARE YOU PRESENTING PRICING AND INFORMATION OR ARE YOU PROVING YOU CAN SOLVE A PROBLEM AND INFLUENCING PURCHASE AND PREFERENCE?
Mission 5 is all about turning solution presentations into DEALS!
Turning time, energy effort (and probably stress) involved in creating a solution presentation into DECISIONS and dollars.
It generally takes a lot of EFFORT to develop a solution, determine pricing options and document it into a presentation that does it justice.
And yet so often, all this effort goes UNREWARDED.
You might be making the big mistake and not even getting to present your solutions.
You might be making the common mistakes that create PRICE FOCUS instead of a problem-solving focus.
You might be failing to take advantage of opportunities to use ethical influence strategies that could improve your conversion rates by more than 40%.
I want to show you how the best in the industry are doing it.
Gaining Permission – Sales Professional or Quoting Machine
The difference between a professional salesperson and a “quoting machine” is the ability and the desire to gain permission before providing detailed pricing and written proposals. In this session we highlight the importance of understanding this concept and placing greater value on personal expertise and the provision of information.
Stop Quoting – Start Solving
- Challenge yourself to see yourself as a sales professional delivering solutions vs. pricing
- Adopt a framework for challenging quoting behaviours linked to discounting
- Explore the concept of "trusted advisor" and link it to key sales behaviours
Presenting Indicative Offers
When presenting an offer or solution to clients, the order in which we present terms and conditions and the way we present the solution can have a dramatic impact on the outcome. In this session we explore specific and proven strategies for presenting our indicative offers/solutions to maximise our chances of success.
- Take greater control in presentations to focus customers on value over price
- Build higher levels of commitment to solving problems identified
- Learn how to build decision momentum when presenting
Present Solutions to Win Business
"WE HAD A 22% INCREASE IN CROSS SELL"
“I wish we had adopted [SalesROI] sooner. We had a 22% increase in cross sell conversion in 10 weeks, it’s phenomenal! We smashed our sales records, sold 2X more than our best sales result, two days in a row.””
LISA HANNIFIN
National Sales Manager, Meridian Energy
THERE’S A REASON WE DIDN’T START WITH CLOSING
Mission 6 is all about closing DECISIONS.
Notice I said “decisions” and didn’t say, “deals”.
Your primary role as a salesperson is to HELP the right customers make better decisions.
Decisions about how to SHARE their time, their attention, their energy and their money.
When a CEO says something like...
“My people need to close harder and handle objections more effectively”
I’m confident they don’t really UNDERSTAND the secret to success in sales.
The secret relates to making it EASIER for people to make decisions.
When your Manager pounds the table, demanding you make quota for the month, even though the prospects in your pipeline aren’t ready to buy – how do you feel?
I know how you feel.
Because I’ve coached literally tens of thousands of salespeople to change the way they think about closing and a similar number of managers to change the way they coach it.
But we do need closing skills.
We need to be able to close meetings.
We need to be able to close access to key decision makers.
We need to be able to close a genuine interest in our solution before we spend time writing proposals.
Sounds aggressive, but we do need to ALWAYS BE CLOSING.
But NOT in the way you’ve probably been taught.
Not in a way that’s all about you and your bosses' budget.
We need to be closing decisions in a way that HELPS the person we’re speaking to and I want to show you HOW.
Closing Techniques Part 1
In a perfect world people would love to make decisions but this is rarely the reality. Integrity is a salesperson’s greatest asset and we explore how to maintain integrity and close deals at the same time.
Close More Business with More Confidence
- Understand the strategic importance of planning closing strategies
- Understand where to use closing strategies throughout the sales process
- 7 proven techniques demonstrated for role-playing, coaching and implementing in the field
"YOU'VE PROBABLY BEEN TRAINED THE WRONG WAY. CLOSING NEEDS TO BE ABOUT HELPING THE CUSTOMER MAKE BETTER DECISIONS THROUGHOUT THE ENTIRE SALES PROCESS"
If this is the way you've been thinking about closing things need to change!
FOR THE DESPERATE AND SELF-CENTRED AN OBJECTION IS AN PROBLEM. FOR THE CONFIDENT AND CUSTOMER-CENTRIC ITS AN OPPORTUNITY TO HELP.
Mission 7 is about effortless objection strategy.
Moving AWAY from "desperation to make the sale" and TOWARDS helping customers to take the action you know is in their best interests.
An effortless approach is the difference between the 13% and the other 87% that hate their job, their pay packet and often even their customers!
I’ve earned tens of millions of dollars teaching and coaching people in every industry because I teach them how to AVOID objections (rather than handle them).
I wish I could tell you my LAUNCHPAD and IGNITION systems would remove all objections, but I can't.
No matter how good you are – if you’re pushing yourself to do more business, with better customers, at higher (and fair!) margins, you are probably going to be facing objections.
And what's the BIGGEST reason you’re probably not handling them as effectively as you should...
You’re becoming EMOTIONAL when people share their objections and concerns with you.
When I trained Kung Fu under Si Gung, Malcom Su, he taught me an incredibly important lesson about fighting that’s at the core of effective objection handling.
I want you to enter challenging sales situations with absolute confidence.
With absolute commitment to helping the person you’re speaking to make the right decision.
And with an abundant and calm mindset that enables you to not only take control of these situations, but to also take advantage of them!
Identifying Common Objections
We provide you with a process for dealing with common objections and explore which strategies you should be using for your common objections.
Handle Objections Professionally
- Develop a consistent approach to developing objection handling response strategies
- Reduce the emotional impact of objections
- Build the confidence and ability to move past objections to agreement
NOTHING IS MORE PAINFUL AND MENTALLY DESTRUCTIVE THAN A FULL PIPELINE GOING NOWHERE AND THE REASON DEALS ARE STALLING IS NOT WHAT YOU THINK IT IS
Mission 8 is for those serious about GROWING their sales.
Those of you that are pounding the phones, the pavement and maybe even the social media to secure loads of new OPPORTUNITIES but...
For some reason, people just aren’t buying.
There are lots of people “thinking about” doing business with you and your proposals but...
They just won’t return your emails, your calls and all the other strategies you’re using to try to get back in front of them.
So how do you get back in front of all those prospects, that have gone "cold"?
How do you do it in a way that makes them WANT to speak to you?
How do you avoid the “Are we there yet?” calls?
The calls that you hate, prospective customers find annoying and your boss seems to love, at the end of every quota period?
Let me coach you through this.
Let me show you how the best in the world accelerate pipeline velocity.
Building Momentum in Your Pipeline
Nothing drains a salesperson’s energy like a clogged up pipeline full of prospective customers that are difficult to connect with and reluctant to make decisions. In this session we discuss specific strategies for re-engaging clients on deals that have lost momentum.
Unlock Stalled Deals
- Understand why deals stall
- Understand the customer's state of mind and how to re-engage
- 8 proven re-engagement strategies demonstrated for using in-the-field
ARE WE THERE YET?
8 Missions to help you break free of your current sales orbit.
Maybe you're trapped on the launchpad - earning just enough to "pay the bills"?
Selling enough to make the boss' budget, but NOT enough to achieve YOUR GOALS.
Sales is meant to be rewarding.
It's meant to be full of great relationships, confidence and opportunities to earn a great living and live a fantastic lifestyle.
These 8 Missions have been designed to ignite a BREAKTHROUGH in your sales results.
I know the strategies, scripts and mindset tools inside these 8 missions will make a major difference in the way you sell.
Not just how you sell, but how much you enjoy selling.
How much you enjoy engaging with existing and prospective customers.
How much control you feel you have in common sales situations.
And how much confidence you have in your ability to get paid fairly for all the hard work I know you do.
These missions have been a launchpad for tens of thousands of salespeople globally in over 25 countries.
And I'm excited to be able to offer them outside my traditional enterprise clients.
Excited about the opportunity to become your coach.
And excited about the difference I know this can make in your life inside and outside of your sales role.
You're one click away from taking it all to the next level.
One click away from IGNITING the next level in your sales career!
ARE YOU READY FOR THE NEXT LEVEL?
I know I've been pushing you to take action and start this Ignition program.
I'm not going to apologise for that.
If you were happy with the way everything in your sales life was going, there is NO WAY you would have read this far.
I know that there is a part of you that wants things to BE BETTER.
I know because I've been there.
I've had my commission only sales role.
I've had to walk to work because I couldn't afford bus fare!
Seriously! Funny story now but it was horrible back then.
I know that you can achieve so much more in your sales role no matter how hard you're working.
I know that because I've coached so many people across 25 countries to literally double sales without spending more hours at the office.
And now I get to train you with the same content models, tools and strategies, that I previously only shared with my major enterprise clients.
I mentioned the secret I have been paid millions of dollars to share across the world with advisers, managers, CEOs and other executives from companies like Oracle, Goldman Sachs, Canon, Newscorp and salespeople just like you.
And the secret is simple...
UNTIL YOU ACCEPT YOU ARE IN SALES YOU WILL NEVER BE GREAT AT SALES!
I'm an international best-selling author, I have a law degree and MBA, I'm the CEO of businesses that have clients over 25 countries and every day I go to work the story I'm telling myself is...
"YOU ARE IN SALES. WHERE'S THE SALE TODAY?"
And importantly...
"WHAT'S ONE THING I CAN DO TODAY TO IMPROVE THE WAY I SELL?"
PEOPLE WILL NEVER VALUE YOU (OR YOUR SOLUTION), MORE THAN YOU VALUE YOURSELF!
Something else I've learned globally is that CONFIDENCE is the #1 driver of action!
So I've included two BONUS missions in this Ignition program.
The 7-figure salespeople I've worked with globally all ad LOTS of confidence.
But more importantly - they had learned how to manufacture it!
And for 20 years I've observed, studied, researched, coached, trained and personally applied all the techniques and strategies I discovered the top performers use.
These two missions are about making sure you UNDERSTAND condifence.
And importantly, what DESTROYS it!
You need to develop a mindset that signals VALUE to everyone you speak to and meet.
I'll show you how to build your confidence to a level that causes others to WANT to do business with you.
I'll show you how to clear our all the limiting beliefs that are subconsciously holding you back.
Take control of your confidence and you're a long way to taking control of your sales growth!
Building Sales Confidence Part 1 – Understanding Confidence
Confidence is the magic ingredient in any selling situation. In this session Dean explains the core drivers of confidence and begins introducing strategies for taking control.
Drive Confidence in Sales Activity
- Understand the 5 drivers of confidence
- Leverage the Performance Model for improved coaching of confidence and motivation
- Leverage the Performance Model to analyse and overcome reluctance
Building Sales Confidence Part 2 – Understanding & Taking Control of Limiting Beliefs
Here we develop a deeper understanding of how our beliefs can both limit and empower our sales behaviours. We explore the impact of limiting beliefs and how common they are amongst most sales teams. Finally we relate this back to our performance model and explain the importance of identifying and challenging the beliefs that limit excellence.
Take Control of Self Confidence
- Understand how each driver impacts confidence and performance
- Leverage strategies for building confidence
- Leverage strategies for coaching salespeople through reluctance to performance
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25+ COUNTRIES...
THE WORLD'S LEADING COMPANIES IN FINANCE, TECH, ENERGY, MEDIA...
YOU DESERVE A BETTER LIFE!
"NATURE SET YOU UP TO SURVIVE.
I WANT TO COACH YOU TO THRIVE".
EARN CPD POINTS WITH THIS ACCREDITED PROGRAM
AFA
4 CPD Points
MFAA
4 CPD Points
FBAA
4 CPD Points
NIBA
4 CPD Points
ANZIIF
4 CIP Points
BONUS MISSIONS