The Three Truths of Selling and the Keys to Unlocking Them
What’s Your Value – It’s Not What You Think
Are you winning the business you rightfully deserve? Are you converting the opportunities sitting right in front of you? Are you getting the price or fee you should be? And, by the way, what’s your real value anyway? It may not be what you think it is. As entrepreneurs, business people and executives, revenue generation is our responsibility but far too often we get so focused on what we do and how we do it, that we miss the key that unlocks the sale: What the customer thinks value is. What you need to understand is that customers aren’t buying products and services, they’re buying the outcomes you deliver. In this talk, Howard will show you how to get inside the mind of the customer to really understand the outcome and the value each customer expects so you can win more business at higher margin with relevance, truth trust and integrity.
[sws_grey_box box_size=”100%”]Attend one of these Free information webinar sessions to find out why you should attend the training on September 9
You Will Learn Both Art and Science in Professional Ethical and Effective Selling:
How to Sell Yourself Before you sell anything else
How to lead masterful sales conversations at the heart and mind level
How to connect with customers and prospects with relevance and trust
How to demonstrate differentiated value in complete alignment with customer objectives
How to open the sale to set it up for a natural close.
To validate the concept that selling is a noble profession when done for the right reasons and to demonstrate that success in selling requires a well trained competent professional.
To demonstrate that everyone sells all of the time even when it’s just selling themselves or communicating their ideas so that they received positively even from the most stubborn listener.
To teach the concept that professional selling is about genuine servitude. To show participants “how to” become customer focused not product centered, correcting this basic weakness in most salespeople.
To show salespeople “how to” translate their specific product / service attributes into customer val;ue proposition and to show sales
people “how to” appeal to each customer’s unique buying motives so that customers will want to buy from them.
To teach participants a proven, effective, scientific selling procedure that addresses the five universal buying decisions leaving nothing to chance. To empower participants to successfully close more sales without pressure, manipulation, or friction
To motivate salespeople to use the newly learned techniques through relevant, practical and real world class exercises that can be easily
learned and immediately applied for greater success in their business and personal lives.
Workshop Agenda ‐ Day 1 . . . . It’s All About You!
Day 1: 8:30 AM to 5:15 PM
Selling as a Profession
An Introduction to the Five Universal Buying Decisions
The Ingredients of Success
Likeability As An Ingredient of Trust – And How To Increase It
Making the Right Introduction – Creating An Environment of Trust
The Six Buying Motives – People Buy For Their Reasons
Exploration – Asking The Right Questions to Understand Your Prospects
Proper Questioning Techniques – How and When to Use Them
Listening & Understanding – The Key to Being a Greater Success
Confirmation of Need – Creating Clarity Between Buyer and Seller
Establishing Your Personal Brand – Tagline (time permiting)
Today’s Most Important Idea
We’re delighted to have you here with us!
Workshop Agenda ‐ Day 2 . . . . It’s All In The Process!
Day 2: 8:30 AM to 5:15 PM
Review Homefun Assignment
Understanding & Increasing Credibility
Understanding Your Natural Sales Style
Understanding the Four Buying Styles and How To Adapt to Them.
Position The Company – Create Your Value Proposition and Differentiation
Presenting Your Product or Service With Relevance To The Customer
Positioning Price As a Strong Value Equation
Lock it Up – The Guaranteed Pressure Free Close
Lock it Down – Keeping The Customer Sold and Avoiding Buyer’s Remorse
Today’s Most Important Idea
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About Howard Olsen, High Output Training Systems Ltd.
Howard Olsen is Canada’s Leading Sales Training & Communications Expert. With a sales career that spans 3 decades and over 20 countries, Howard forged his experience in international transport and logistics as Global Account Director selling to and for Multinationals like HP, Dell, Boeing, Airbus and countless high tech firms.
He has over 400 Million in personal sales to his credit and along the way discovered he was just as good at coaching sales as he was making them. Today, Howard is President of High Output Training Systems, a Boutique Sales Training & Consulting firm based in Vancouver and Toronto, Canada and every year his powerful sales process and positive profit producing messages help thousands of Entrepreneurs, Sales People and Business Professionals all over the world look through the eyes of their customers to build value and close sales with Truth Trust & Integrity.
When he’s not on stage doing his thing, you can find him and his wife Michaela entertaining friends, grooving to funky music or winding around twisted roads on their much loved Harley; sometimes all at once![/sws_grey_box]