Selling has irrevocably changed.

Today sellers are selling in a market of product or service uniformity

The only consistent differentiator is the expertise of the seller…

Enter super-intelligent selling!

Selling Skills Training

Why the super intelligent program? Well, this program will go beyond traditional sales training. My study in human communication has led me to understand how the brain makes buying decisions and I will expose you to an incredible world of influence – the ability to influence buying decisions in your favour, irrespective of selling the identical product to competitors.

So, what then is my philosophy? Buyers must be absolutely certain before they can reach a quick and confident buying decision. That’s common sense, but what are the elements that will drive this state of conviction – this certainty to pull the trigger to buy? There are, in fact, two elements: Logical Conviction and Emotional Conviction. These are covered in two separate modules:

The art of consultation and the art of influence

The art of consultation

Module 1

The art of consultation module will allow sellers to provide buyers with Logical conviction: Buyers need to be presented with a business justification to drive their desire for a logical reason to buy. So, I will be providing you with the consulting skills to analyse any buyer’s technical environment and challenges, and then to present an airtight business case.

Tradition Selling Skills

This module will provide sellers with the ability to systematically build an ideal business justification to appeal the buyer’s desire for logical conviction. This training includes:

  • Prospecting (existing business)

Sellers will be trained to:

  • uncover unrecognized customer problems to accelerate the start of a sales process.
  • Set up a business plan to focus their approach to increasing wallet share.
  • Set up a customer retention plan for major customers.
  • Prospecting (brand new business):

Sellers will be trained to:

  • unseat the customer’s current provider or to introduce your services to first time buyers with specially prepared scripts, incorporating words and via tonality
  • speak confidently to the prospects executive staff.
  • approach prospects with an ideal customer profile
  • deal effectively with common objections.
  • Needs Analysis

Sellers will be trained to:

  • Identify critical buyer needs.
  • Intensify the implications of the problem.
  • Influence buying decisions by guiding the buyers buying criteria in, Company, Support, Product and Finance (This is the start of the differentiation process)
  • Value propositions

Sellers will be trained to:

  • demonstrate profitability advantages through a total cost of ownership calculation causing the initial cost to lose its significance. This drives urgency and differentiation, allowing buyers to prioritise you’re offering.
  • Presentations

Sellers will be trained to:

  • use their nonverbal communication expertise to place the buyer in a state of influence.
  • use a strong closing technique in the presentation to persuade buyers to commit to their solution.
  • Closing

Sellers will be trained to:

  • ask for minor commitments along the way. The brain uses these as anchor points for the final commitment.
  • encourage buyers to make public commitments. This will bolster the buyer’s resolve to follow through as the intrinsic desire to be consistent is so intense that the belief in what has been committed to is strengthened.
  • Negotiations

Sellers are trained to:

  • Understand Cognitive Bias (the brains shortcut to reduce the information overload) and the effects on the buyer’s illogical thinking.
  • use the Problem-Solving style of negotiation to maintain rapport and trust. In this state, the buyer’s vision will remain open, and more accepting of new ideas and the most open to influence.
  • Managing accounts

Sellers will understand that the approach to managing accounts must go beyond simple maintenance but must also include account development.

Sellers will be trained to:

  • identify unrecognized client problems to accelerate a buying cycle.
  • apply the most effective techniques to retain customers and reach preferred partner status
  • set up a business plan to focus on new opportunities (major accounts)
  • Set up critical success factors to measure the agreed solution performance (major accounts)

The art of influence

Module 2

Having built an airtight business case, we cannot assume that this will drive buyers to a quick and confident buying decision. Sellers will also need to build an emotional case. This is a subconscious connection with the buyer – a common bond where an environment of confidence and rapport is developed. It is in this state that buyers will be the most open to influence. This will be your “unfair” advantage!

Ninety nine percent of all sellers do not understand the art of influence. Understanding how the brain make buying decisions will exponentially increase your win rates! This is our secret weapon

  • Communication Fundamentals

Sellers are given an understanding of how the brain processes information, and as such are introduced to the NLP communication model. This is the first clue to persuasion.

Sellers are trained to:

  • understand that no two people see the world the same.
  • understand the buyer’s map of the world and sell from this perspective.
  • practice empathic listening skills to overcome the dangers of selling too soon and raising unnecessary objections
  • Communication via Tonality

It is your tonality that moves your customer emotionally. We use tonality as another “language” to influence

the buyer’s positive emotional state. As most sales cycles begin on the telephone, effective tonality is vital if

sellers want to avoid being prematurely shut down by the buyers pre-conditioned behavior to get rid of

canvassing sellers.

Sellers are trained to:

  • demonstrate expertise, trustworthiness, belief, caring, reasonableness, and sincerity, purely using tonality.
  • answer objections with the correct tonality to retain rapport, to keep the buyer’s vision open enabling him to be assessable to more ideas and open to persuasion.
  • Communication via Body Language

Our ability to communicate is made up of 3 basic elements, words, voice tone and body language. Nonverbal communication contributes 93% of how we communicate with others (tone is 38% and body language is 55%). This means that words are only used 7% of the time in communication. Fifty-five percent of your image – in other words, how others perceive you, comes directly from the way you. use your body, facial expressions, and gestures. The first impression happens before you open your mouth.

Part of the brain causes involuntary responses when you are emotional. One of the reasons we can look at deceptive behaviour, to spot it, is because of the emotional leakage hypothesis.  We have emotional leakage when we are trying to hide something. The emotions will leak out in the way we act. If you are nervous you might start to sweat. If you are anxious you might scratch your head. So, there are a number of fundamental things that can help you get a better grasp of body language.                         

   Sellers are trained to:

  • ‘read between the lines’ when people are talking. You learn to match what the person is saying through words, with what their body is saying or not saying – are they conveying the same message?
  • observe their own body language. Nonverbal communication is an automatic, unconscious expression of your emotional feeling and without conscious control, you could be disclosing negative feeling you would prefer to keep hidden. These negative emotions close rapport and the ability to influence is highly reduced.