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How Do High Performing Sales People Behave?
13 Lessons-
StartIntroduction to the Characteristics of High Performing Selling
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StartThe Process of Self-Development
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StartYou Can Count On Me! The Power of Trust
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StartThe Power of Responsibility - No Other Guys
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StartIt's A Career - The Power of Dedication
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StartFit the Culture - the Power of Sociability
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StartQuiz 2: Qualities of Great Sales People
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StartBe a Business Advisor - The Power of Understanding
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StartTeam Players - The Power of Teamwork
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StartCustomer Focus - The Power of Empathy
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StartDance to Your Own Drumbeat - The Power of Discipline
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StartThey Sleep With Trucks! The the Game You Are In
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StartQuiz 3: Characteristics of the Best
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The Process: The Antecedents to Consultative Selling
15 Lessons-
StartIntroduction to the Process
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StartCapabilities + Network = Wealth
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StartBuild Your Personal Brand
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StartActivity: Becoming the Expert
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StartKnow Your Product Features and Benefits
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StartKnow Your Company's Brand Strategy
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StartQuiz 4: Creating Brand Value
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StartKnow Your Competition - Competitor Analysis
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StartThe Sales Funnel: The Dating Stages
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StartThe Sales Funnel: The Commitment and Marriage Stages
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StartActivity: Plan Your Own Sales Funnel
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StartQualifying Leads and Your Lead Magnet
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StartQuiz 5: Gaining Competitive Advantage
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StartPlan Your First Meeting
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StartManaging Your Anxiety
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The Consultative Conversation
19 Lessons-
StartIntroduction to the Consultative Conversation
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StartThe First Impression - Do They Like Me?
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StartWhy They Like You
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StartContinuous Improvement and Dialogue
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StartQuiz 6: Building A Trusting Relationship
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StartFrom Small Talk to Business Talk
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StartProbing for the Problem Definition
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StartAnalyzing Causes of a Problem
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StartAnalyzing the Problem - Situation Analysis
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StartProblem Solving Model - Root Cause Analysis
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StartFrom Problem to Solution
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StartActivity: From Problem to Solution
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StartQuiz 7: Using the Problem Solving Model as a Sales Framework
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StartThe Value Proposition
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StartThe Proposal
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StartOffer Proof and References
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StartClose the Sale
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StartResponding to Objections
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StartQuiz 8: Closing the Deal
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The Essential Communication Skills
9 Lessons-
StartIntroduction to the Essential Communication Skills
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StartBody language
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StartAsking Open-ended and Probing Questions
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StartActivity: Asking Open-Ended Probing Questions
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StartReflective Listening to Clarify Needs
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StartActivity: Practice Reflective Listening
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StartUsing Empathy Statements to Build Trust
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StartActivity: Practice Empathy Statements
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StartAcknowledging and Using Silence.
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Consultative Selling Master Class - Sales Skills Training
Sales Training - Professional B2B Selling Skills for Consultants, Entrepreneurs and all Who Bring in the Business!
Course Summary
Sell in the Spirit of Service, seek to solve problems and build lasting relationships. This is Consultative Selling Skills, the anxiety free way to sell million dollar contracts. Those who become partners or principles in professional service firms (consultants, lawyers, etc.) are those who bring in the business. This course describes exactly how to bring in high value contracts by building trusting relationships with clients.
Course Curriculum
Lawrence Miller Miller
Larry Miller has forty-five years of consulting from textile mills in the South, foundries on the banks of the Monongahela River, oil refineries in Texas, and healthcare organizations in Canada. He knows very well the real-life issues of building high performing teams and changing ingrained habits among both executives and union members. The goals of self-management, lean processes and organization are easy to agree on. The challenge is in the process of changing habits, mindsets, and cultural norms. This has been his work. Author of eleven books on management and leadership and sixteen online courses in lean management and corporate culture.