You had what you thought was a brilliant sales call
– you were on your game! But wait… the client isn’t returning your calls. Now you’re left wondering what went wrong.
Chances are if you knew why that ‘sure thing’ business deal didn’t close, you’d do something different to fix it, right?
Without a clear message that sells, you are likely costing yourself revenue. Winging it doesn’t work. Talking about your product or service (and talking and talking) doesn’t work. Most scripts don’t work.
Communication is planned and practiced. And, great sales messages follow a structure and follow the science.
As a veteran sales trainer in big business and a serial entrepreneur, I know what messages sell more business more often. There is a science to selling – a little biology and psychology that isn’t as complicated as you think. It follows the principle that your prospects and customers are looking to survive and thrive in this world (just like you and me).
If you really want to cut through the clutter in your corner of the world and stand out as the best option – the only option, then you need to understand why people buy (and don’t buy). Your message needs to simple, clear and follow a process. You need to learn who you are in your customer’s journey to success.
By the end of this four-week journey you will have everything you need to get on the path to closing more business and getting the profits and growth you deserve.
You will
learn:
- The science of customer buying decisions
- Your role in your customer’s journey to surviving and thriving
- The six types of problems your customers experience and how to solve for each of them
- How to invite people into a story that holds their attention and gets them to ‘yes’
You will craft your core message framework:
- Using a structure that adapts to e-mail, v-mail, phone, video and in person sales interactions
- Adopting the process that flows to a close in every interaction
- Optimizing the visual mind of your customer in the telling of your story
- Preparing and priming your customer to buy from you through a dialogic discovery
Stop leaving money on the table. Start directing more business more often to you and get the results you deserve.
Content powered in part by Donald Miller's Business Made Simple, Whitney Johnson's Disrupt Yourself Framework, BJ Fogg's Tiny Habits, and Price Pritchett's You2
Week One: The Hero’s Journey. Know Who You Are As a Seller
The number one problem of most sellers is their assumption they are ‘here to save the day’. As much as your solutions are designed to solve customer problems, you are not the hero of the story – your customer is. You will:
- Learn your role as a seller
- Identify the six types of problems your customers experience
- Discover how to invite your customers into a compelling and memorable story that will make them want to buy from you
- Start to craft a core message framework that can be adapted to any product or service your business offers’
Week Two: Biology and Psychology of Buying and Selling
There is a science to the craft of selling. Learn to follow the science to win more business deals. In week two we dig into each area of your business that will drive growth. You will:
- Learn the emotion to logic equation that impacts buying decisions
- Learn the universal laws that impact who will buy from you
- Learn to fall in love with selling!
Week Three: Structure and Process
Effective sales communication is planned and follows a structure and process. There is a beginning, a middle and an end of every interaction – if that sounds too simple, it is. You will:
- Stop overcomplicating the process for a simple approach
- Understand exactly where you are and where you’re going and know what to do at each point in the process to effectively move the conversation and the decision forward.
- Insert your message framework into the process and stop ‘product pushing’ in your sales calls
- Adapt the three key skills to drive every sales interaction forward
Week Four: Putting It All Together
You will have the opportunity to put all the pieces together and adopt the mindset of a value-driven professional on a mission to help your customers survive and thrive.
- You will learn the powerful impact of adopting the mindset of opportunity versus obstacle orientation
- You will craft a plan to successfully implement your Messages That Sell framework and measure its impact in real time
Program Dates
Fall Mondays
October 17, 24, 31, November 7
11:00am to 12:30pm ET
All workshop intensives delivered LIVE on Zoom
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