the sales tranformation suite

All Material Copyright 2010-2011© David Snyder and Ron McCulloch..

The Sales Transformation The Sales Transformation SuiteSuite™™::

Words@WorkWords@Work

By David Snyder, CEO, Snyder, Inc.By David Snyder, CEO, Snyder, Inc.

author, author, How to Mind Read Your CustomersHow to Mind Read Your Customers

And And Ron McCullochRon McCulloch, MBA, MBA


Black Belt Selling℠ and Beyond…

The Sales Transformation Suite™ is a patent pending software program that guides sales professionals through every step of the communication journey with prospects and clients. Unlike other programs the Sales Transformation Suite ™ teaches the exact and specific words that must be used in numerous stages of the customer or client interaction process. This level of word‐specific exactness is part of the Black Belt Selling Process.℠ On the following slides we will give a few examples of wrong word choices that often kill deals followed by the right words.


Common BlundersCommon BlundersWhen selling to the highly aggressive or assertive “CEO type” most sales people forget to choose the one perfect word that must be used. That word is agreement.

The CEO-type buyer cannot be “sold” or “convinced.”

The key word is Decision! If the CEO-type buyer tries to get you off the phone, counter with: “It is critical that we analyze the right decision, and I want to make sure we have done that. Do you have a few more seconds?”

When you think you are in alignment, ask: “Have we reached a place of agreement?” If the response is “no”follow with; “Well what is lacking?” or “ What would it take to get us to a place of agreement?”

Remember to not fill the silence! To move them to agreement, you must be comfortable with asking blunt questions and waiting for the answer. Search and wait for agreement.


Get personal with an I –“Do we feel good about this?” If yes than, “We are in an agreement?”

Don’t concern the S –“Have we adequately clarified everything that we needed too?”Don’t use the word concern or you will make them think there is a concern.

Confirm with a C –“Have we confirmed all of the facts and data that are relevant here?”

(The tips above are for those who have read David Snyder’s book, How to Mind Read Your Customers, available on Amazon.com. It is critical to read this book to understand “feeling vs. logic” in closing. D’s and I’s close with emotional triggers, S’s and C’s close with logical triggers.) See www.mindread.net


Following is a brief example of how the Sales Transformation Suite applies to CEO‐type buyers.


Building Blocks of Ambition‐‐Drive

Primary Emotion:Primary Emotion: The primary emotion of ambition is the fear of being viewed as unimportant or being taken advantage of.

EnvironmentalEnvironmental

Needs:Needs:

The primary need for the ambitious person is to win. Winning and the recognition that goes with it is everything to the ambitious person.

Observable Actions when Observable Actions when Ambition is Satisfied:Ambition is Satisfied:

Extremely clear on needs, wants and expectations

Incredibly inventive

Develop quick, effective solutions

Competitive

Upbeat and energetic, optimistic

Consequences When Consequences When Ambition is Not Satisfied Ambition is Not Satisfied and Ambitious Person is and Ambitious Person is FrustratedFrustrated

Suspicious, questions every motive and action

Bogged down

Combative

Anger

Short Fuse


[email protected]; www.mindread.net

For more information on how the Sales Transformation Suite™ or the intensive course in Black Belling Selling Skills ℠can work for your company email David Snyder at the address above.

DAVID P. SNYDER,CEO, Snyder Inc., and authorHow To Mind Read Your Customers (AMACOM); How to Hire a Champion(Career Press)

919.510.5443; Cell: 919.920.0551

New book in Progress, How to Be a Workplace Champion:

How to Be a Workplace Champion


Author of the critically acclaimed book, How To Mind Read Your Customers, David Snyder works with clients nationwide in the implementation of employee assessment, development and selection models across many industries. His specialty is competency‐based management assessment and organizational alignment. He is considered a national thought leader in using a competency‐based approach to building and developing stronger teams.

How to Mind Read Your Customers,Mr. Snyder’s first book, was listed among the best books of the year by Sales and Marketing Management Magazine in the year of its publication (2001) and has now been translated internationally. His new book, How to Hire a Champion (Career Press, December 2007) outlines the character traits of high performing individuals, and shows how corporations can use best practices in selection and development to find top performers and keep them.

David Snyder Biography

the sales tranformation suite

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