Authentic Consultative Selling
Exclusive 2-Day Sales Training on Persuasive Power and Positive Persistence
Join us for a transformative two-day training experience designed to take your consultative selling skills to new heights. Set for January 16th and 17th, 2024, this immersive program focuses on mastering the critical skills needed to consistently be in the zone and achieve optimal outcomes with every client interaction. Beginning at 8am on both days, this intensive training will feature hands-on exercises, practical coaching, and video feedback sessions that ensure you see measurable progress.
Each skill and strategy covered in this course will be reinforced through live practice sessions and constructive feedback. Throughout the two days, you’ll be encouraged to document your progress, videotaping your interactions and refining your approach based on peer and instructor feedback. By the end of the course, you’ll see clear evidence of your growth and feel ready to apply these techniques immediately.
DAY #1 – MAPPING OUT SUCCESS
Mapping of the Sales Cycle
By gaining an understanding of the four phases of any sales cycle, you'll have the ability to know where you are in the process at all times and to accurately diagnose where a sale goes wrong or stalls.
Benchmark Exercise
Six of the most important skills in consultative selling will be broken into individual benchmarks so that you can see your measurable progress documented as a “before” and “after” once the program is complete
Conscious and Unconscious Communication Skills
Explore the three components of any face-to-face message.
Unconscious Skills for Connecting with Stranger(s), Prospect(s), and Client(s)
The Art of Relationship
Relationship building is the key to building a successful business. In this session, you’ll learn:
· How to hear what a person is unconsciously saying.
· How to tell when a person isn’t “really listening” to you, and how to prevent losing their attention.
· How people can tell when you’re not “really listening” to them.
· The use of “punchy questions” to provoke a person into telling you what they’re thinking/feeling, but they don’t trust you enough to say. Learn how to have an authentic dialogue with difficult people.
· Non-intrusive probing, a top communication technique to get people to reveal themselves to you in a way that deepens trust.
· Ways to uncover a person’s primary driver that determines how they make their decisions – it’s the “crown jewel” of the sales process — and uncover the values they cherish.
· How to recognize unconscious pain to assist a person in handling their unresolved issues as it relates to what you’re uniquely qualified to offer.
Advanced Face-to-Face Selling Skills
· How can you be in the zone consistently and establish rapport with anyone instantly?
· Learn the unconscious use of eye contact, voice and the way you greet people can help you establish trust on contact
· Develop an ironclad ability to remember names and become unforgettable so people will always remember your name.
The Science of Rapport
Learning rapport strategies will allow you to almost immediately put a person physically at ease in your presence without them knowing it. It also allows you to:
· Control a person’s attention during an interaction to minimize distractions and to gauge how they think and, even further, what they are thinking. (Requires glasses if you wear them.)
· Elicit a person’s unconscious decision-making strategy; this is the key to how they want to be sold to. (group exercise and individual audiotaping analysis with feedback)
· Explore the six steps necessary for controlling time in an interaction using “positive control” to ensure your message is delivered in its entirety and the meeting still ends on time. (drilling)
Closing Skills
Knowing how to successful close the prospect is critical at each phase in the sales process. The skills required to get people to commit will be learned and drilled to perfection. When uncovering the prospect’s primary decision-making drivers, you will be better able to provide the value the prospect is seeking.
“Opening a Meeting”
Your ability to effectively open a meeting in terms of your dialogue skills and unconscious communication will be reviewed and analyzed for constructive feedback, along with your ability to successfully bridge from small talk to the business of the meeting 100% of the time.
Register today for this one-of-a-kind event
DAY #2 – THE COMPELLING RECOMMENDATION
The Compelling Recommendation
Once a bond has been created and the relationship is on sturdy ground, learn the top three things you should know before making a recommendation in order to give yourself the best chance at a 100% closing ratio (drilling). Here are four additional “to dos” to ensure a client/prospect is more receptive to your recommendations.
· Before every recommendation, it’s important to sell people on “why you and why your firm” to prevent them from taking your recommendation to another resource (their adviser) or doing it themselves.
· Share the 4-fold structure of any recommendation that advisers typically miss. Learn how to craft any recommendation for maximum impact and receptivity. (partner exercise and feedback)
· Tie your close into the person’s individual unconscious decision-making strategy for maximum impact.
· Use the science of handling questions and the art of reframing objections to change a person’s mind and close the sale.
The Four Responses to a Recommendation
Master your ability to respond to the four most common responses in a consultative selling environment. Increase your competence with how to address yes, no, a question, and an objection. Learn the science to mastering each response and secure an optimal outcome.
Starting a conversation with a stranger
The conscious, unconscious and verbal communication skills you use when an opportunity arises to “start a conversation with a stranger.” Learn how to artfully turn these interactions into business development.
Final Videotaping and Review
Graduation
Cocktail Hour with Sarano and Brooke Kelley and Fellow Participants (3-5PM)
Don’t wait !
Register today for this one-of-a-kind event. When incorporating the skills taught, your level of experience and expertise will be elevated to “master of communication,” putting you eons ahead of your competition.
What to Bring:
A fully charged cell phone and charger so that you are able to participate in filming yourself throughout the training. Advanced players to bring their pitch book.
We look forward to seeing you there!
