About

Methodology

Sales. For some, the word is an ugly word. To some it means slimy, pushy, self-serving or sneaky. It makes sense that many people in the profession would rather not do it. On the other hand, it can be one of the most lucrative fields across all professions, if done the right way.

Sales should never make the prospect, customer or salesperson uncomfortable. As a salesperson, you should never have to apply pressure in order to make a sale. We like to call it, Concierge Selling. Put simply, sales is more about asking good questions and letting “them” discover that they would like your product or service.  Individuals can ask “needs” questions instead of simply “logistical” questions in order to get the result BOTH parties are looking for.

You or your people will learn both conceptual sales strategies, “granular” sales techniques and non-verbal communication techniques used by the very best salespeople today. Some skills will be immediately accessible to them, and others will take time. After all, bad habits can be difficult to break.  Our training evolves as technology and communication evolves, so you don’t have to worry about a cookie-cutter approach.  Although we teach fundamental and advanced skills, we will guide you to the content that fits best for your situation.

Some Concepts

  • How to qualify prospects more thoroughly
  • Listening skills – 20/2/2 Rule
  • How to ask & answer better questions – Concierge Selling
  • Prospecting systems – 57/37 Rule
  • Accountability systems – Using “Stop Sign” methodology
  • Tracking the right key performance indicators
  • The “Ultimate Sales Zone”
  • Selling through email/voicemail/texting
  • Dealing with adversity/change
  • White glove client treatment
  • Fear removal
  • High-level goal setting

Some Granular Techniques

  • How to introduce your organization – your USP
  • Key words and phrases to always use
  • Key words and phrases to never use
  • Questions you should be asking 
    • “10 Degrees Colder” methodology
    • “Hot-Sauce” (mild/medium/hot – for every taste)
  • Listening skills essential for selling/Non-Verbal Communication
  • How to respond to objections
    • “We’re going with a lower price”
    • “I’m not looking to make a change”
    • “We need to work with a larger company”