Workshop: A Success Playbook

Playbook for Success coverA Playbook for Success: A Guide to Sales Success for Consultants and the Rest of Us | On-Site at Your Facility |    2 days

“The good life is expensive. There is another way to live that does not cost as much, but it isn’t any good.” – Spanish Distiller

 

Part 1: Your Foundation – What it Takes to Win

  • Introduction
  • Goals and Us
  • Your Personal Practices
  • Your Physical & Mental Health
  • Your People Skills
  • Your Time Management Skills
  • Your Professional Expertise
  • Yesterday’s Selling Style vs. Today’s Approach
  • The Objective
  • Prosperity Consciousness
  • Believe in Your Ability
  • You are Good

Part 2: The Stickperson & Us

  • Introduction
  • The Conscious Mind
  • The Sub-Conscious Mind
  • The Body

Part 3: The Law of Supply, Demand & Compensation

  • Introduction
  • The Need for What You Do
  • Your Ability to Do It
  • Workshop: Personal Evaluation
  • The Difficulty There Would Be in Replacing You

Part 4: How to Find More Time to Sell

  • Introduction
  • Workshop: The Unproductive Things I Do Every Day

Part 5: How to Sell with “Good Feelings”

  • Introduction
  • The Starting Point to “Feeling Good”
  • Your Presentation – and Scripting
  • Rehearsing Your Presentation
  • Stop Selling and Start Listening to Your Client
  • Never Criticize
  • What to Do When They Ask You for a Reference

Part 6 – Contacting the Client to Win

  • Introduction
  • The Three Call Situations
  • OK – So, Don’t Do This!

Part 7: Dealing with Objections

  • A Statement of Fact
  • Workshop: The 5 Most Common Objections You Encounter

Part 8: Service Selling

  • Introduction
  • Workshop: About Servicing Clients

Part 9: Conclusion & Review

  • The Magic Formula
  • The Objective
  • Achieve Your Objective by Helping the Client Achieve Theirs
  • Workshop: What are 3 Things I Can Do to Sell More, Right Now?
  • Conclusion

For questions and available dates, or to discuss your organization’s needs, contact us here.


Strategy | Business Growth | Results