The Advanced Performer's Circuit—Taking you from knowing the sales process to mastering new client development
Critical Dimensions of the Advanced Performer's Circuit |
The root cause of failure of most Client Development Training Programs are that they are one-dimensional, focusing only on selling technique and attempting to motivate. There are FOUR critical dimensions to optimizing performance:
Professional sales people are not born, however they can be made, just like an attorney, doctor or other trained professional. Many Senior Partners search for existing superstars, but this search often results in frustration and high turnover because superstars aren't often for hire. However, Superstars and Top Producers can be made! |
- Sample 2-hour Workshops
- Sample Advanced Clinics
- Boxing—Boxing out your prospect's other options
- Establishing Professional Equality—Preventing the Chase
- Proactive vs. Reactive Selling—Selling proactively instead of defensively
- The First 30 Seconds, The Final 30 Seconds— Where does your prospect put up the wall
- Establishing Professional Equality
- Becoming the Trusted Advisor
- Power Techniques
- Cause and Effect Selling—Getting beyond needs and wants
- Effective Techniques to Overcome Objections
- The Budget Step—Quantifying past losses, preventing future losses
- Advanced Behavioral Selling Skills—The impulsive buyer, the methodical buyer
- Committee Selling—Two-part clinic
- The Communication Circuit—Opening
communication, obtaining real information
- Topic Specific Coach's Corners
- Closing the Deal—Two-part clinic
- Negative Selling—The art of having your prospect buy from you instead of feeling sold
- Attitude Improvement—Increasing your level of
expectation
- Prospecting—Company focus vs. client focus
- Backtracking the System—Preventing
pipeline bloat
- Timeline Selling—What your prospect wants
to reduce (past) or prevent (future)
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The Advanced Performer's Circuit
Sales training is often treated as an event, and not an ongoing process. Mastering business development skills is like mastering golf or playing the piano—a set of skills developed over time, and reinforced through practice and application. The very best achieve peak performance through reinforcement, and through their commitment and desire to succeed. The high levels of performance you demand from your associates and partners come from skill mastery—business development skill mastery occurs when your people function optimally under pressure in buyer/seller situations. You can't master these skills by reading a book, listening to a tape or attending one-day seminars. |
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