People who understand and develop an optimistic, growth-oriented mindset are more likely to be effective and successful in today’s environment. We’ll introduce relevant concepts from positive performance psychology, look at ways to develop more beneficial patterns of thought, andlearn a long-term approach to developing a winning mindset… Read More
Pitches aren’t just regular presentations – they’re performances. In this module we’ll look at all of the elements of a winning pitch performance, including theme, story, “screenplay” (the deck), rehearsal, delivery, and more. … Read More
The world of sales is undergoing constant, rapid evolutions. There are pros and cons to this because we have many ways to get in contact with prospects, but it’s getting harder and harder to meaningfully engage. In this module, we’ll uncover and bring clarity to the complexities of prospecting and networking. We’ll look at the three biggest challenges you will face in prospecting and networking (breaking through, getting in, and standing out), and talk about … Read More
No one likes to hear objections, but the reality is successful sales have two times more objections than unsuccessful ones. In this module, we will face our fear of objections head on to better understand what they actually mean and where they stem from: need, value, features, and desires. We’ll learn a process for preparing for objections and review six data-backed tips for handling them like a pro — so next time we’re faced with … Read More
Negotiating skills are invaluable in the world of selling, and in many others aspects of work — and life. In this module, we learn the Harvard Model of Principled Negotiations covering the four principles present in every successful negotiation: understanding the people, understanding their interests, developing creative solutions, and finding ways to agree. We’ll review a number of skills and tactics like perspective taking, preparing a BATNA, and applying the LIM model to actual negotiations, … Read More
Studies show that high EQ scores have significant correlation to job performance, especially when it comes to those in sales roles. Sales people with high EQ are more resilient, are better at building trust, and are more able to create strong emotional connections — thus improving their sales outcomes. In this module, we’ll uncover the cognitive processes buyers go through and the role their emotions play when they make decisions. We’ll learn an EQ framework … Read More
When seeking new drivers of growth and revenue, we often spend our time focused on prospecting and bringing in new business when the reality is it’s usually more profitable, more efficient, and frankly just easier to sell to our existing clients and customers. In this module, we explore organic growth and uncover the often overlooked opportunities right in front of us – we’ll discuss where to look for them, what form they take, and six … Read More
We teach a framework for developing powerful points of view on our work or on a business issue. We’ll learn the three key elements of defending an idea: tone, time, and tenacity, and review practical tips and tricks you can use in your next presentation or sales conversation to defend without getting defensive and move your clients to a “yes”.… Read More
In this module, we explore what it is that sets consultative sellers apart from traditional sales people. We’ll look at how consultative sellers approach and view buyers, how they present solutions, how they engage and communicate, and how they focus on relationships and partnerships. We’ll cover the four key aspects of consultative selling, including: doing the research, building rapport, focusing on the relationship, and keeping it real. We’ll utilize a number of tools and frameworks … Read More
Questions are a powerful tool – they fuel innovation, unlock opportunities, mitigate risk, and help us solve problems. Sadly, most of us never ask enough of them. We’ll review the three ways we can improve the quantity and quality of our questioning through types, categories, sequence, and intent. We’ll talk about adapting questions to the conversation, how to leverage them to build relationships, and much more. Participants will hone their questioning skills through an interactive … Read More
