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Colorado Office:
1767 Denver West Blvd.,
Suite A
Golden, CO 80401
P: 303.462.1277
F: 303.274.9771
Training Location:
700 Kalamath St.,
Denver, CO 80204
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Sales Training Sessions for "Consultative Selling for Intangibles"
Sales Mastery® Modules
 Beliefs and Actions: Alpha Thinking
“We are what we believe. Beliefs and limits created limited people.” Workshop participants examine self-limiting beliefs that inhibit sales potential, learn how beliefs develop, and how to change them. Discover how much more you can do and achieve on each call. Add to a personal business plan created by you with Leadership Connections' help to maximize focus, self-discipline, and results.
Resilience
Develop your strongest assets, your confidence, and self-esteem. Common advice says, “Don’t take it (rejection) personally!” We show you how to actually implement the cliché, and separate rejection from yourself. You will learn how to be more resilient and increase effectiveness. Content includes fear of failure, taking risks and developing a strong mental psyche.
Building Business by Building Relationships
Attain the “Trusted Advisor” status by selling to others the way they want to buy. Gain endorsement earlier and shorten selling cycles by learning how to ‘read people’ quickly allowing you to build their comfort and trust almost immediately. The relationship and trust is king when selling intangibles like services, consulting, insurance, advertising, etc.
Getting Decisions: The Power of Choice and Mutual Agreement
Getting commitments and decisions are essential skills of selling. Painless and proven methods to obtain commitments and decisions make this one of our more popular sessions. Learn the value of “no,” how to remove decision pressure, and get more decisions more easily.
Uncovering and Developing Buyer Motivation
Developing buyer need is the most misunderstood and overlooked component of the sales process by many professionals. In complex sales buyers often, do not know exactly what they need. The Sales Mastery® process shows you how to develop custom questions that uncover needs, create urgency, and move buyers to action. Simplify the process without spending hours educating prospects. Break the commodity mentality and learn how to focus prospects on value instead of price.
The Wisdom of Denial and Skepticism:
These powerful tools lower defenses, stimulate faster decisions, illuminate real issues, generate customer ‘ownership’, and effect truthful answers quickly. Get to real needs faster by cutting through smoke screens. You will have more fun, more control, and less resistance.
Seeking to Understand: Clarifying Questions
When you are talking, you are not selling. Keep the customer talking, clarify vague answers, tactfully move through smoke screens, and improve “active listening skills.” Clarify assumptions and eliminate assumptions and false hope by gaining complete knowledge with clarity and accuracy.
Pricing, Budgets and Required Investments
Uncover budgets and competitive pricing earlier in the sales cycle. Identify and remove self-limiting money scripting and gain confidence and comfort in pricing negotiations. Learn when and how to discuss pricing, handle budget-pricing objections, and move thinking to value instead of price.
Authority Levels and Decision Process
Shorten sales cycles and reduce decision stalls. Increase prospects' comfort and willingness to disclose decision makers, decision criteria, and internal decision processes. Learn how to tactfully pose the who, what, when and how qualifying questions to gain better answers. Gain clarity on working with multiple decision makers and complex sales cycles.
Proof, Presentations and Proposals
Provide proof of solutions to customer needs and pains with authenticity and power. Learn to use stories and analogies to help others see what they cannot see. Augment your solutions with confidence and conviction in the way you present and deliver your best points.
Scouting Calls: Telephone Appointment Setting
New business is critical to continued sales success. Get past “gate” keepers (both real and electronic), reduce rejection, engage others more quickly with the right questions, and generate more productive conversations and leads. Learn how to generate consistent referrals.
Sales Rescue
Recover from mistakes, generate second chances, and inspire prospects to help you. Comfortably clarify conflicting information, make prospects look and feel comfortable, gain and keep defenses down. Recover no show appointments, receive more returned calls and increase success on scouting calls.
 "When hunting, a wolf moves carefully and quietly concentrating with all its senses. Setting goals and not being afraid to make a decision will allow salespeople to take action and maximize productivity."
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