Day 1

The New ABCs: Always Be Connecting

Evolve your role as sales person from information provider/persuader/order-taker to that of connector. Acquire the skills to help guide your clients to bring about action that will make things easier by addressing their business opportunities and challenges.

• Learn what is causing the transformative shift in business today and how to proactively leverage it
• Understand the four competencies required for sales growth
• Learn how to break through the status quo
• Develop self-awareness and self-management skills to create collaborative client connections
• Increase your understanding of why your personal brand is the differentiator in building client relationships

Day 2

Get noticed. Gain access. The Smart Approach to Prospecting for New Business in a Busy World

Learn to stop the unproductive numbers game that trains buyers to tune out. Shift instead to an intelligent, often counter intuitive, approach that incorporates three core principles: focus, contribution and leverage.

• Learn how to work smarter and eliminate frustration
• Focus your prospecting activity on securing faster access and making a bigger impact
• Leverage people, resources and technology to accelerate the sales process
• Create messages that open doors and contribute relevant value
• Place yourself in an advantageous position in the buy cycle
• Learn how to masterfully convert “no thanks” into business intelligence that moves the sale forward
• Understand how to manage “you” to achieve greater sales success
• Develop a personalized access strategy for your #1 prospect

Day 3

Collaborative Discovery. Uncover Opportunities for Successful Sales Outcomes

True discovery is about being a student of your customer’s business. It is about developing key insights through the ability to ask good questions, rooted in your business and industry knowledge. In this session, you will explore how to conduct discovery in collaboration with your customer, that will enable you to:

• Understand how credibility and empathy establishes trust in the buying process
• Initiate and demonstrate business relevance through the discovery process
• Determine the right questions that will uncover buyers’ needs and motives
• Enhance your listening skills
• Develop a discovery protocol that will create opportunities for you and your clients

Social Selling Mastery™ Online

(over two months)

Between 57 and 70 per cent of the buying journey today takes place online before buyers engage a sales professional. Participants will learn where they should (and shouldn’t) focus their attention online to stay relevant instead of engaging in random acts of social. During this self-paced 10-hour virtual training module, you will learn how to:

• Grow net-new pipeline and revenue with social media
• Open doors faster than traditional forms of communication
• Optimize your social profiles to attract buyers
• Find information using simple tools to spark or nurture a sales process
• Employ best practices for sharing content and insights with prospects and buyers
• Gather intelligence about buyers, prospects and competitors
• Enhance your social media engagement in less than one hour a day
• Find, engage and educate buyers on an ongoing basis