20+ YEARS...
AND OVER $50M IN CONSULTING AND ONLINE CONTENT SALES
AND WHAT LESSON I GET PAID THE MOST TO SHARE?
I want to thank you for considering me as a coach in your sales career.
You might not think of yourself as a salesperson but if you have a business with a bottom line or a role with a sales target you are IN SALES.
But here's the challenge...
The vast majority of salespeople didn't plan to be in sales. They didn't get formally trained in sales. Other than the numbers they don't get very much if any feedback on how effectively and efficiently they are selling. And here is the scary thing...
Because all of the noise their workplace and life in general they're spending less than 15% of their time doing activity that's directly linked to making more sales.
And the problem with all of that...
Nobody cares about all the valid excuses every salesperson has.
Bosses are still demanding you beat budget.
Customers are still demanding more service, more product, more of your time AND better pricing.
Only YOU are going to be able to help you.
Those word IFITISTOBEITISUPTOME are still 10 of the most important for anyone whose quality of life is impacted by their sales results.
"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 squeezed every drop out of the orange wasn’t going to pay for your families holiday, your kids school fees or even the rent (or mortgage if you’re lucky enough to “own” your own home).
Great sales AND customer service is NOT about sacrificing everything. It’s about developing a mindset focused on achieving outcomes that work for BOTH you and the customer. It’s about creating that WIN-WIN in everything you do.
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 trust.
Prospective customer’s DON’T trust you.
In one study including feedback from over 2000 managers only 3% indicated they completely trusted any salesperson that had been successful in selling them a solution over the previous 24 months!
If you’re not deliberately and strategically building trust then it is NOT happening.
Too many salespeople mistake polite behaviour for trust.
Trust is conversational oxygen and if you’re committed to great win-win conversations and business you need to understand the science and research behind it.
And you need to understand the missing ingredient that holds so many salespeople back from moving out of mediocrity and into performance.
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 think about this…
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 impact would that have on your health, your relationships, your self-esteem and all the other things that matter?
As you answer those questions you’re thinking about what I need you to consider.
If you don’t engage with the answers to those questions on an emotional level I know you’re unlikely to care enough to take action today and do what we both know will be good for you and those you care about.
Control is not about forcing customers to buy.
Control with questions is about helping customers consider how what you sell will improve their quality of life.
The question is – does the way you’re using questions now enable you to have an impact that converts to customer emotional about buying your solution to solve their problems?
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 is all about avoiding the most destructive productivity trap we all face.
You don’t get paid to price up solutions.
You get paid to help people solve problems buy buying your solution or services.
You get paid to spend your valuable time with people that have the problems (needs) you solve, want what you have and are open to paying 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 and back into that space where the people you engage respect the value of your time, your energy and your expertise.
That respect all starts with a change 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 making sure you make the most of solution/ proposal presentations.
For most of you there is a lot of time, energy effort and maybe even stress involved in moving the relationship for a lead to an opportunity and through to a proposal.
There’s often a lot of effort involved in developing a solution, determining pricing options and putting it all together in a document that does it justice.
And yet so often all of this effort goes unrewarded.
You might be making the big mistake and not even getting to present.
You might be making the common mistakes that actually create e a 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%.
For most of you a 10% improvement in conversion will create a 30 – 40% increase in sales.
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
"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!
ARE WE THERE YET?
8 Missions to help you break free of your orbit.
Maybe that orbit is just earning enough to pay the bills?
Maybe its working hard but all that's achieving is keeping your job?
Maybe you're trapped in your bosses coals and selling their budget is never going to get you what you really want?
If you take some time out to go on these missions with me I'll commit to being your coach.
I know the strategies and 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 your ability to get paid fairly for all the hard work I know you do.
These missions are what I believe are critical building blocks for success.
We need to get this platform down if you're truly going to launch into new level of success.
So PLEASE - take action and let me start coaching you.
WHAT'S BETTER THAN A SET OF KNIFES?
I know I've been pushing you to take action and 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 that you achieve so much more because I've coached so many people to double their sales in over 25 countries.
I know because I've been there myself
I've had to walk to work because I couldn't afford bus fare and sold myself back to a better life with exactly the same skills and strategies I want to share with you in the ignition program.
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 ATE 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!
So I’ve included two BONUS missions in the Ignition program.
These two missions are all about making sure you develop the mindset that signals VALUE to everyone you speak to and meet.
These missions are about building your confidence to a level that causes others to want to do business with you.
They’re about helping you scare away all the negative and destructive people out there.
Making them literally feel uncomfortable around you.
- Follow-up Reflection Exercises
- The ROI Sales Methodology Chart
- Step-by-Step Instructions on how to train smarter and grow faster
INCLUDES:
© SalesITV
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
1.25 CPD Points