Whether you are currently in a high-end, direct business-to-business sales role or have an aspiration to be, this course will reset or establish your foundation for action and help you create the habits that generate success!
WARNING: This is not a course about sales philosophy or contrived sales methodology. The approaches and techniques offered can be implemented immediately, as you learn them.
By packaging systematic discipline with new and improved intuitive and mechanical selling skills, you are poised for explosive success in your high-end sales career!
You may be in a great, potentially high-earning sales role right now, but times are challenging, your results are falling short and your manager is putting a lot of pressure on you to deliver. You need the right, straightforward, tactical weapons to break your slump and become successful NOW.
You need close business, you need to demonstrate results and that drives your income higher. This course offers you a complete systematic approach to high-end, relational direct selling, including practical and proven methods for finding, connecting and qualifying new clients and opportunities.
Great sales managers, those that coach and encourage effectively are few and far between. If you have a good sales manager, one that adds true value to your efforts and fully enables you, consider yourself fortunate. The direction and practical advice you receive from our “virtual coaching session" will enable you to affect positive change, get results and manage your own success.
All it takes is your investment of the 3 hours it takes to go through this course and you can restart with the right habits, mindset and sales tactics for success TODAY.
General course introduction. See the income opportunity available in high-end, relational, direct B2B sales roles and meet the course instructor.
An introduction to Intuitive vs. Mechanical sales traits to set the foundation for launch! Also, of course, tips on how to get the most out of the course.
As we get started together, it is important for you to take inventory of who you REALLY are as a seller.This is an introspective, honest look of what you like, dislike, are good at or suffer through relative to your sales persona. Includes the "smiley face" exercise.
A review of the characteristics of high performing sales professionals to enable to take the appropriate mindset and view of yourself.
A review of Enterpreneurship Traits to convey the mindset and establish your behavior as a Sales Entrepreneur!
This lecture will help you take the appropriate view of your place and fully understand your importance to your organization.
A general overview of how A Team Sellers are compensated so you can establish whether you're in the right place or understand if you need to pursue something more.
Some brief comments about your image and personal style - how it plays into your selling efforts and potential success.
Understanding your relationship with your sales manager and how to maximize your situation, regardless of its quality.
Understanding how to set your selling objectives based upon your desired income FIRST and build your efforts around that personal goal to ensure success.
Understand the value and begin the practice of becoming a "Comp Plan Lawyer" to leverage even higher commissions.
Two very important practices you must enact to maximize your success.
An important admonition regardless of the industry you serve or your particular sales role.
Important reminders as you put your best foot forward representing your company and yourself.
Discussing the most impactful and best times to promote your business and enhance your credibility and your efforts.
A discussion regarding the importance of your online presence and which social media platforms you may want to participate in to further enhance your credibility and come across as an authority in your selling niche.
Understand the Prospecting Hierarchy and establish a systematic plan for finding prospect referral partners through power networking.
Understand and implement the 4 1/2 Rules for Smart Prospecting.
Use a simple formula to develop compelling messaging for more effective connecting with prospects.
Implement a systematic personal prospecting approach utilizing the appropriate business intelligence tools while keeping the Prospecting Hierarchy in mind.
Utilize the challenge of the 7 Week Promise to see better results from your prospecting efforts.
An overview of techniques to qualify prospects intelligently and wisely for prioritization agains goals.
Effectively use the "Top Seller Ritual" to set yourself apart as excellent, accelerate sales cycles and to get stalled deals moving again.
Manage your deal pipeline and all other extraneous activity to win favor with your boss and become more promotable without unnecessary effort.
Regardless of what type of organization you are a part of, or how well engaged your sales manager might be, you can mMeasure, take control and accelerate your own personal development as a results-oriented seller.
I am an entrepreneurial business builder and award winning high-end, direct sales leader, with more than 25 successful years in enterprise-level information technology sales with large corporate organizations like IBM, Hitachi and Sungard. I love to build and develop businesses, whether it is just my corner of responsibility in a larger corporate environment or my own small start-up, Zoodlebucks, LLC.
As much as I enjoy working, my true joy comes from my family, my wife and three daughters, my faith and the love I have for my country. I feel so blessed and am so very grateful that my time and place on this planet includes boundless opportunities and the freedom to pursue them!
While I am not a workaholic, I do believe that time is so precious and valuable, it is critical that the time you put into your work reflects excellence and a 110% effort. If I am going to spend time away from my family "working," I absolutely want to maximize the return on that time!