HERE’S A REALITY CHECK · • Templates – Value proposition, call debriefing, pre-call planning...
3
SalesLeadership, Inc. • 355 Union Blvd. • Suite 300 Lakewood, CO 80228 • 303.708.1128 www.salesleadershipdevelopment.com HERE’S A REALITY CHECK Sales organizations are facing the same selling challenges as 20 years ago! • Sales team is selling on price, not value — even when you offer a superior product and service. • Missed sales forecast because sales pipelines are full — of unqualified prospects. • Inability to gain access to the right decision makers. Wasting time writing ‘practice proposals.’ • Offering solutions too soon. Product dumping even after the sales team has attended a formal training course. IT’S TIME FOR A NEW PERSPECTIVE It’s time to integrate emotional intelligence skill training and consultative skill training. IT’S TIME FOR E i SELLING ® Ei Selling ® is a powerful sales training approach that produces predictable and sustainable sales results.
Transcript of HERE’S A REALITY CHECK · • Templates – Value proposition, call debriefing, pre-call planning...
SalesLeadership, Inc. • 355 Union Blvd. • Suite 300Lakewood, CO 80228 • 303.708.1128
www.salesleadershipdevelopment.com
HERE’S A REALITY CHECK Sales organizations are facing the same
selling challenges as 20 years ago!
• Salesteamissellingonprice,notvalue—evenwhenyouofferasuperiorproductandservice.
• Missedsalesforecastbecausesalespipelinesarefull—ofunqualifiedprospects.
• Inabilitytogainaccesstotherightdecisionmakers.Wastingtimewriting‘practiceproposals.’
• Offeringsolutionstoosoon.Productdumpingevenafterthesalesteamhasattendedaformaltrainingcourse.
IT’S TIME FOR A NEW PERSPECTIVEIt’s time to integrate emotional intelligence skill training and consultative skill training.
IT’S TIME FOR Ei SELLING®
EiSelling®isapowerfulsalestrainingapproachthatproducespredictableandsustainablesalesresults.
DAY 1 WORKSHOP 8 a.m. – 4:30 p.m.
Emotional Intelligence For Sales Success Mostsalespeopleknowwhattodo.However,In
toughsellingscenarios,emotions start running the meeting rather than effective selling and influence skills.Emotionalintelligencetrainingbridgestheknowinganddoinggaptohelpsalespeopleconsistentlyexecutehardsellingskills.LearnwhyEQisthecompetitiveadvantageforsalesorganizations.
Business Development – Converting Contacts To Clients
Salespeoplelearnhowtocreatevaluepropositionsthatemotionally connect with prospects and create a clear differentiator from the competition.Participantswalkawaywithaproactivebusinessdevelopmentplantoinsureafullsalespipelineofqualifiedopportunities.Learnthepowerofdelayedgratificationincreatingsalesresults.
Managing Expectations – Creating Partnerships--Not ‘Vendor-ships’
Learnhowassertivenessandself-regardhelpsalespeopleposition themselves and the company as partners not vendors.Salespeoplelearnhowtosetexpectationsforaconsultativesalesmeetinginsteadofaproductdumpmeeting.Eliminatechasemode,vaguenextstepsandsecondmeetingswithunqualifiedprospects.
DAY 2 WORKSHOP8 a.m. – 4:30 p.m.
The Prospect’s Story – The Sales Street Journal It’stheendofthemonthandthesales
forecastlooksgooduntilyoureallydigintothesalesperson’spipeline.Thepipelineisfullofunqualifiedopportunities.Inthispowerfulworkshop,salespeoplelearnthe10bestqualifyingquestionsthateliminatepracticeproposals.Participantslearnhow empathy, reality testing and impulse control improve their ability to ask tough questions and great questions.
Decision Tree – How and Why Companies Make Decisions
Topsalespeopleknowhowtoleveragetheirinterpersonalskillsandproblemsolvingskillsto gain access to the elusive decision makers.Avoidgettingstuckwithnon-decisionmakers.ParticipantslearntheDISCcommunicationmodelandhowtosellandconnectwithdifferentpersonalitystyles.
Included in the two-day boot camp: • Emotional Intelligence Assessment• DISC Assessment • Assessment review with Ei Selling® Coach.• Book – Emotional Intelligence For Sales
Success • Book Study Guide – A sales management
tool for reinforcing soft and hard skills • Templates – Value proposition, call
debriefing, pre-call planning • ‘Take 10 Program’ – An eight week self-
study course • Breakfast and lunch both days
Ei SELLING® BOOT CAMPA roll-up your sleeves, interactive, real world sales training workshop.
Learn selling tools and tactics that can be applied immediately.
“Ijustwonaproject worthover$200kinrevenueusingtheprospectingtechniquestaughtduringtheEiSelling®program.”
Producer,PropertyandCasualty
“Iendedupwiththe#1 teamwithintheentirecompanybyusingtheEiSelling®methodologyandwaspromotedtoVPofSalesfortheMississippiValleyRegion.”
VPofSales,DistributionCompany
Ei SELLING® PROGRAM CALENDAR2019
www.salesleadershipdevelopment.com
11 a.m. - 12 p.m. MST January 14 Converting Contacts to Clients Howyoustartaconversationishowtheconversationwillprogressandend.Duringthiswebinar,salespeoplelearnhowtoengageprospectsquicklythroughbettermessagingstatements.(Coldcalls,email,voicemail).
February 11Prospect’s Story – Part 2Participantslearnhowtoaskmorequestionsandbetterquestions.Learnthesoftandhardskillsneededtomovebeyondtheprospect’spresentingproblem.
March 11Time Management and Sales SuccessTimeisfinite.Inthiswebinar,participantslearnhowtoleverageoneoftheirmostvaluableresources—time.Learnhowtogainonehourbackeachdaybyavoidingdistractionsandtimewasters.
April 8Emotional Intelligence, Empathy and ObjectionsEmpathyisoneofthemostpowerfulsellingskillsinsales.However,itisoftenmisunderstoodorapplied.Inthiswebinar,salespeoplelearnhowtouseempathytoemotionallyconnectwithprospectsandcustomerstouncovertheunspokenobjection.
May 13Quantifying the Cost of the ProblemPriceisanissue,it’snottheissue.Learnhowtopsalespeopledecreasepriceobjections,stallsandstatusquo.
June 10Building Trust and Rapport – NLP Inthiswebinar,salespeoplelearnhowtocommunicateinamannerinwhichtheirprospectsandcustomersliketoreceiveinformation.Acceleratetrustandlikeabilityinthefirstfiveminutesofasalesconversation.
July 8LinkedIn or LinkedOUTLearnbestpracticescombiningknowledgegainedthroughDISCtrainingandvaluepropositiontrainingtoopenupnewsalesconversations.Positionyourselfasavalue-addedsolutionprovider…notasalesstalker.
August 12Negotiation Skills 101 Salespeopleendupin“isthisthebestyoucando”conversationsbecausetheyhaven’tlearnedthemindsetandskillsettocreatewin-winsalesconversations.Learnhowtosetthetonetobetreatedasapartner,notavendor.
September 9Beliefs, Attitudes and Optimism Researchshowsthatoptimisticsalespeopleoutperformtheirpessimisticpeers.Learnhowself-limitingbeliefsdirectlyaffectsalesoutcomes.
October 14Major Account Selling Learnhowtoidentify,connectandselltomultipledecisionmakers.Combinepeopledata,DISC,withbusinessdriverstoclosemoreopportunities.
November 11Unseating the IncumbentDiscoverhowtoapplyprovenstrategiestounseattheexistingvendor.Avoidthetopthreemistakesmadewhensellingagainsttheincumbent.
December 9Building and Leveraging Referrals. Researchshowsthatwarmintroductionsdecreasesalescyclesandincreasecloseratiosbyasmuchas50percent.Learnhowtobuildamini-salesteambyleveragingclientsand/orreferralpartnerintroductions.
8 a.m. - 4:30 p.m., both days
• February5-6• May7-8• October1-2
‘‘‘‘
• Training&CoachingSkills
• HiringTopSalesTalent
• ManagingResults,NotExcuses
• ScalingRevenues Please call 303-708-1128 for more information.
SALES WEBINARS
Ei SELLING® BOOT CAMP
Ei SALES MANAGEMENT®
‘TAKE THE LEAD’ WORKSHOPS
