sales mastery intensive - sellingergroup.com · sales mastery intensive 12 people - 12 modules ......

SALES MASTERYINTENSIVE

12 PEOPLE - 12 MODULES - 12 HOURS

Check www.SalesMasteryIntensive.comfor the NEXT workshop date!

WARNING: This program contains 0% fat

SALES TRAINING SESSION

- Selling to today’s buyer - Inside the buying brain - An easy-to-use sales process - What buyers need from you - Reducing buyer resistance

98%HowToSell

✓ Strategy✓ Tactics✓ Psychology

ProductResearch

ComparativePricing

CompetitorInformation

ProductSpecifications

More Knowledgeable

More Sophisticated

More DemandingLess Gullible

Less Loyal

Less Trusting

Less Tolerant

More Cautious

TODAY’S CLIENT IS…

Preference Formation

HowToSell HowPeopleBuy

✓ Strategy✓ Tactics✓ Psychology

✓ Whatmotivatesbuyer✓ Howdotheydecide✓ MomentsofInfluence

TransitionZone

GoRight

ConsumerVelocity

Interception Rate

Sales Increase by 30%

TouchingtheArm

55%to81%

69%

88%

Endowment Effect

Two Scenarios• Group 1

– Car loaded with all the options

• Group 2 – Car with no options

6vs.24flavors

Results:

- 24flavors:3%bought

- 6flavors:30%bought

SELLING

VAAPPROVED

E + E + EM MPD

Empathize

Sympathy vs. Empathy

90,000/yr(7,500 per month)

EXAMPLE: HYUNDAI

Hyundai

• Problem: – The brand was not known and poor quality

perception

• Client’s Pain: – Worried about maintenance

• Solution: – Hyundai offered a 10 yr, 100K mile guarantee

Hyundai• New Problem:

– Recession 2007-2009

• Client’s Pain? – Fear of losing their job

• Solution: Buy Back Program – “If you lose your job, you can return the car and we’ll

buy it.”

– Program implemented in 37 days

Buy Back Impact• Jan 2010:

– After 1 year less than 100 people used it.

• March 2011: – Ended the program less than 350 used it.

• Hyundai sold 435,000 autos – From 7,500/mo to 14,500/mo

E + E + EM MPD

Empathize Educate

“Why can’t your clients make a buying decision?

YOUR CLIENTS

ARE ASSES

Product A

Product B

Buridan’s Ass Paradox

Do clients want more information?

INSIGHT Information Beyond the Obvious

Drivers of Customer Loyalty

19%

19%

9%

53%

Company and Brand Impact

Product and Service Delivery

Value-to-Price Ratio

Buying Experience

The Buying Experience

•Offers unique, valuable perspectives on the market

•Helps me navigate alternatives

•Provides ongoing advice and consultation

•Helps me avoid potential land mines (pain - regret)

•Educates me on new issues and outcomes

•Supplier is easy to buy from

Sales Scenario: Can A = $15 vs. Can B = $20.

• Salesperson: I strongly recommend Can B. It’s a higher price but it will last 8 years whereas Can A will only last 4 years. That means that over 8 years you’d have to buy Can A twice. If you buy Can A you’ll be paying $30 instead of $20 a gallon. So in reality, Can B cost less and you only paint once instead of twice.

• Client: Well, I’m preparing to sell my home so I don’t care how long the paint last.

• Salesperson: I understand, but I still think Can B is better choice. You see, Can B contains 50% more pigment which results in better coverage than Can A. This means you will need to apply only one coat. If you have a dark wall, you’ll have to apply to 2 coats with Can A which will double your labor and your cost.

• Client: Hmmm…

• Salesperson: Plus, you are guaranteed that your house will look freshly painted which in turn improves your chances of selling your home. Can you see how spending an additional $5 is a great investment to sell your home at the price you want.

• Client: I see your point.

E + E + EM MPD

Empathize Educate Empower

THE Killer SALESAPP

“…makepeopleconstructivelydiscontent.”

ErnestDichter

FatherofMotivationResearch

USING VISUALS

NO Visual

• 15% CLOSE

Visual

• 61% CLOSE

Big = $220/yr

Small = $160/yr

Benefit (Gain)

• Easy access • Bigger = Better • More convenient • Don’t have to pick up mail for

2-3 weeks • Mailbox won’t get jammed • Letters won’t get crushed • Handle Big Packages

Loss (Pain)

• Change address • Change Biz cards • Change your website • Change your ALL your

promotional material • Contact clients and let

them know you’ve changed mailbox number

How much time and money will this cost?

TheAverageSalespersonPracticesWhattoSay

TheSuperiorSalespersonPracticesWhattoASK!

E + E + EM MPD

Empathize Educate Empower

LessonPublic = Commitment

Lines of Thinking• Morton Deutsch and Harold Gerard

– Group 3: Commit to paper and sign

– Group 2: Magic pad

– Group 1: Think of the answer

Rule of Consistency

Group 3 Write it down, Sign it, and hand it in (i.e., make it public).

Group 2 Privately write it down on a ‘Magic Pad’.

Group 1 Didn’t write it down; kept private in their minds.

Lesson 2Options

Sales ObjectionPublicly stated opposition or

concern

By Raising ItOvercoming ObjectionsBlocking

Blocking Structure

Raise the Objection

Offer to Resolve

Demonstrate

Tie-Down

Client’s Objection

Problem Statement

Resolve Statement

Demonstrate Tie-Down

Blocking Structure & Script

Software is to complicated

“Many clients tell me the software is hard to use and that’s understandable

“But let me show you a few things to show how easy it is to use that even a technophobe like you will pick it up quickly. May I?”

Show and Tell

“Based on what I’ve shown you, do you think with a little practice and our support you can do it yourself?”

Reduce Price ResistanceHow to Position Your Pricing

ExerciseLast 2 Digits of Your SS#

• Wireless Mouse ___ Y/N $ _____

• Wireless Keyboard ___ Y/N $ _____

• Design Book ___ Y/N $ _____

Understanding Anchor Points

Products 00-19 20-39 40-59 60-79 80-99

Wireless Mouse

$8.64 $11.82 $13.45 $21.18 26.18

Wireless Keyboard

$16.09 $26.82 $29.27 $34.55 $55.64

Design Book

$12.82 $16.18 $15.82 $19.27 $30.00

Value Creation OR PricingWhich comes first?

Sales Process

• Preliminary

• Investigate

• Demonstrate

• Present Price1) Reasonable 2) Ya’ gotta be kidding!

How much is this going to cost me?

Sales Process

• Preliminary

• Investigate

• Demonstrate

• Present Price

< Pricing >Does that sound reasonable?

Raising and AnchoringPrice Objections

Client’s Objection

Problem Statement

Resolve Statement

Demonstrate Tie-Down

Blocking Structure & Script

Your prices are too high!

“Our clients tell us that we’re more expensive than others but that depends on what they’re buying.

“Our typical product cost $2,500 depending on your needs. Let me show you some options and you decide. Is that fair?”

Show and Tell

“We have a $2,500, $1500 and $500 option. Based on what I’ve shown you, which one of these best fits your needs and/or budget?”

Anchoring

Client’s Objection

Problem Statement

Resolve Statement

Demonstrate Tie-Down

Blocking Structure & ScriptYour prices are too high!

“Our clients tell us that we’re more expensive than others but that depends on what they’re buying.

“Our products range from $500 to $2,500 depending on your needs. Let me show you some options and you decide. Is that fair?”

Show and Tell

“Based on what I’ve shown you, which one of these best fits your needs and/or budget?”

Framing

Reducing ResistanceRe

sistance

Presentation Time

100%

Buy-In

“We were just curious; not ready to make a decision” Objection“I want to do more research’ Objection

‘Price’ Objection

‘Now’s not a good time’ Objection

‘Switchover’ Objection

LET THINK ABOUT IT

• Victor: Mr. Client when someone tells me they have to think about it, it usually means one of two things: They not interested or They’re interested, but not sure. Which one is it?

• Client: No, no, no Victor, I’m interested I’m just not sure.”

• Victor: Most clients are usually unsure about (3) things: Fit, Features, or Finance. – Does this fit with what you want? – Does it have the features you’re looking for? – So if it’s not fit or features, then is it a finance issue?

• (insert your close here)

SALES MASTERYINTENSIVE

12 PEOPLE - 12 MODULES - 12 HOURS

Check www.SalesMasteryIntensive.comfor the NEXT workshop date!

WARNING: This program contains 0% fat

SALES MASTERY INTENSIVE

Module 1: How To Sell

Module 2: How Selling Has Changed

Module 3: Inside the Customer Brain

Module 4: Sales Conversations

Module 9: Business Metrics in Selling

Module 10: Pricing Strategies

Module 11: Up-selling & Cross-Selling

Module 12: Value-Centric Selling

Module 5: Developing Sales Presence

Module 6: Closing the Credibility Gap

Module 7: Blocking Sales Objections

Module 8: Effective Sales Presentation

Level 1: Fundamentals

Level 3: Mastery

Level 2: Advanced

Salespeople • Account Managers • Small Business

Owners • Entrepreneurs

B2B B2C

Level 1: FundamentalsModule 1: How To Sell

Module 3: Inside the Customer Brain

• How the Brain likes to receive Information• Your Brain is an Energy Hog• Capturing the (Customer) Brain's Attention• Images that Simplify Your Message• Using Visual Analogies• Perils of (DATA) Dumping • Your Brain is a Contrast Machine• Reducing Perceived Effort• Using Pattern Interrupts to Keep their Interest

Module 2: How Selling Has Changed

• Information to Insight• Presentation to Conversation• Persuasion to Influence• Solution to Collaboration• Relationships to Partnerships• Selling Price to Mitigating Risk• Differentiation to Anticipation• Negotiation to Quantification• Geographical Proximity to Social Proximity

Module 4: Sales Conversations

• What Clients Expect• Using Attention Grabber• How to Widen the Differentiation Gap• Presenting Market Options• Introduce Your Position• Using Collaborative Discussion• Gaining Commitment• Challenging Your Clients• Guiding the Buying Decision

• Introduction• Acquiring the Sales Mindset• Doing Your FBA Product-Service Inventory• Profiling Your Ideal Client• Developing a Comparative Matrix (Analysis)• Creating Your Sales Process• Prospecting for Clients• Meeting the Client & the Right Questions to Ask• What to Include in Your Presentation

Back

Level 2: AdvancedModule 5: Developing Sales Presence

Module 7: Blocking Sales Objections

• Reducing Buyer Resistance• Public Statement = Commitment• A Proven System• List Your Typical Objections• The Response Block Structure• Objection: “Your Price is Too High.”• Objection: “Product is Too Complicated.”• Objection: “Let me think about it.”• Reduce Resistance by Blocking Objections

Module 6: Closing the Credibility Gap

• Using Sympathy vs. Empathy• Why Listening Works• Preparation Matrix• Providing Sales Insight• Information Asymmetry• Tactics for Boosting Credibility• Presenting Good and Bad News• Going Off Script • Negative Conversations = Positive Conversation

Module 8: Effective Sales Presentation

• Introduction - Setting Up the Scenario• Knowing Key Player's Mindset• Sales Proof Your Presentation• List Objections by Key Player• Tactical Objection Handling with Sales Proof• Sequencing the Presentation to Reduce Resistance• Presentation Narrative and Key Messages• Planning the Outcome

• What is Sales Presence• Developing Authenticity• Using Boldness• Effective Communication• Defending Your Position• Generating Enthusiasm• Focus and Clarity• Give More Than Expected• Sustainable Sales Presence

Back

Level 3: MasteryModule 9: Business Metrics

Module 11: Up-Selling & Cross-Selling

• How to Increase Your Average Sales Order• Strategies for Fending Off Discount Requests• Utilizing the Endowment Effect Up-Selling• How to Present Options• Using Loss Leaders to Sell More• How to Sell Add-on• Shifting the Buying Pressure to the Client• Protect Your Margins• Dealing with Purchasing

Module 10: Pricing Strategies

• How to Price Your Product or Service• Cost Plus Pricing• Market Based or At-Market Pricing• Skim or Premium Pricing• Market Gain or Penetration Pricing• At Cost Pricing or Loss Leader• Tier-Pricing• Channel or Segment Based Pricing• Value Based Pricing

Module 12: Value-Centric Selling

• Position Your Value, Not Your Price• Quantifying Unexpected Value• Target Market & Buyer Types• 3 Buying Triggers• Knowing the Buyer’s Economic Mindset• Value Centric Sales Model• Sales Proof Tools that Drive Value• Uncovering and Quantifying Value Elements• ROI Sales Scenario

• Why Metrics Matter• Variable and Fixed Costs• Costs: Selling a Service• Profitability & Types of Costs• Net Income Pipeline and P&L• Break-Even Point• Return On Investment (ROI)• Total Cost of Ownership (TCO)• Return On Assets (ROA)

Back

• How to Sell (12 Videos) • Sell More,…Faster (20 Videos) • Developing Sales Culture (8 Videos) • Inside the Customer Brain (12 Videos) • Building a Sales Culture (8) • Sales Force Management (8 Videos) • Value Centric Selling (34 Videos) • How to Block Objections (11 Videos) • Effective Sales Presentation (9 Videos) • Sales Presence (10 Videos) • Sales, Conversation (8 Videos) • Influencing Change (11 Videos) • Introduction to Channel Sales (10 Videos) • Closing the Credibility Gap (12 Videos) • Pricing Strategies (10 Videos) • Monday Morning Sales Workout (14 Videos) • Keynote Speaker (11 Videos) • Business Metrics for Salespeople (18 Videos) • Sales Reset - New Rules of Selling (14 Videos)

Attendee Bonus: Seminars On Selling

Video Library

Value: $997.00

Clients

"Seldom do I find a speaker who impacts our audience the way Victor does.

He not only inspires and motivates frontline salespeople but he impacts measurable

business results."— Sheri Bennefeld, NexStar

SALES TRAINERVICTOR ANTONIO

JANUARY 21, 2017ATLANTA, GEORGIA

B.S. Electrical Engineering, an MBA and a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.

As Vice President of International Sales in a Fortune 500 corporation he grew his business from $14M to $98M in 2.5 years. He was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

• Author of 11 books on Sales & Motivation

• Over 20 Sales Training Video Programs

• Has trained in Europe, Korea, Asia, Saudi Arabia, Australia, New Zealand, Latin America, Middle East, United Arab Emirates and South Africa.

SALES MASTERY INTENSIVE

Register at www.SalesMasteryIntensive.com

INVESTMENT: $1,495*

JANUARY 24, 2017ATLANTA, GEORGIA

*Includes the SOS Library (Value: $997)

ONLY 12 people to allowfor personalized training!

12 Sales Modules in 12 Hours(8am - 8pm)

Who Should Attend?

• B2B or B2C Salespeople• Small Business Owners• Account Managers• Entrepreneurs• Service Providers• Residential Contractors

Why This Program?

In this 12 person intensive you’ll get one-on-one training on strategies to sell to today’s buyer along with exercises to really absorb the material!