Mar 12
21
Putting It All Together
This week in Systematic Foundation we focused on ‘Putting It All Together.’
Quote of the Week:
‘Really, I have just one suggestion: never make a proposal unless you know it will be accepted.’
Video Clip of the Week:
Highlights from this Week’s Session:
Have you ever heard the saying: ‘the customer is always right?’ Many salespeople use this as justification to agree to every prospect request in order to win the business. But this tendency isn’t limited to just front line salespeople. In many organizations, directives from the top are, ‘just get the business.’ In public companies, under pressure to meet Wall Street numbers, the tendency to over-promise is so great that many are willing to jeopardize long-lasting customer relationships for the sake of bringing in an immediate sale. This is obviously a poor sacrifice and extremely short sighted.
In order to build a long-term, growth-oriented sales strategy you must offer a consultative sales approach that prospects find to be comfortable. Offering a consultative sales approach requires a skilled application of a sales process that fits hand in glove with the product or service your company delivers.
RedRock Leadership believes in growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class sales, leadership and customer service training and coaching to organizations, entrepreneurial minded sales people and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com
Mar 12
14
Negotiation
This week in Systematic Foundation we focused on ‘Negotiation.’
Quote of the Week:
“People don’t care how much you know until they know how much you care.’
-John C. Maxwell
Video Clip of the Week:
Highlights from this Week’s Session:
Well-trained negotiators get more of what they want for themselves, their jobs, and their companies while still promoting durable agreements. Negotiation is a specific process for guiding a discussion of relative wants and needs toward a mutually rewarding agreement.
The goal of negotiation is not winner take all, rather that everybody wins. Unless agreements are satisfying to both parties, someone will come away a loser – which threatens the relationship between the parties. There are specific skills to help you get what you want while satisfying your client’s needs as well. Productive, successful agreements require skilled negotiations.
RedRock Leadership believes in growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class sales, leadership and customer service training and coaching to organizations, entrepreneurial minded sales people and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com
Mar 12
7
Essentials of Qualification
This week in Systematic Foundation we focused on ‘Essentials of Qualification.’
Quote of the Week:
“Stop selling. Start helping.’
-Zig Ziglar
Video Clip of the Week:
Highlights from this Week’s Session:
Understanding how to persuade and qualify is an important business and personal skill. Without the ability to persuade and qualify, leaders would be unable to lead, salespeople would be unable to sell. Most people do not understand the key elements of persuasion and fewer still apply the process well. Studies show that most people use a process that researchers label a “sure fire way to fail” at persuasion. Current neurological brain research shows how the mind reacts to logic and emotion. By integrating age-old knowledge with modern techniques we can help people make quick, non-analytical decisions using their own built-in short cuts to decisions.
The definition of a qualified prospect is someone who has:
• Motivation to buy what you are selling.
• Time, money and resources to invest.
• Capacity to make a decision.
RedRock Leadership believes growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class training and coaching to entrepreneurial minded sales and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com.
Feb 12
29
Leveraging Time
This week in Systematic Foundation we focused on ‘Leveraging Time.’
Quote of the Week:
“Dost thou love life? Then do not squander time, for that is the stuff life is made of.“
-Benjamin Franklin
Highlights from this Week’s Session:
Success is contingent on setting goals and leveraging time effectively against those goals. Time management can make you efficient but not necessarily effective. This session will focus on techniques to achieve sales results by allocating quality time to highly leveraged activities. Remember that time is the single greatest non-replenishable resource we have. Even though we tell ourselves otherwise, it isn’t possible to save it, invest it or borrow it. However, we can learn to use it more effectively and efficiently.
Video of the Week:
RedRock Leadership believes growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class training and coaching to entrepreneurial minded sales and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com.
Feb 12
23
Questioning Techniques
This week in Systematic Foundation we focused on ‘Questioning Techniques.’
Quote of the Week:
“It is our questions, not our answers, that convey our intelligence.“
-Unknown
Video Clip of the Week:
Highlights from this Week’s Session:
Asking effective questions is an essential skill necessary to get to the heart of any matter. It allows you to gain a critical understanding of the other person’s point of view. You are most effective in sales when you are able to get the buyer to tell you about their needs and the benefits your solution offers, rather than forcing you to explain the benefits. In addition, getting your prospect to state the benefits has greater impact while sounding a lot less pushy.
This session focused on how to develop a questioning mindset stating it’s ‘more important to understand than to convince.’ This is similar to the 5th habit from ‘The Seven Habits of Highly Successful People’ (by Steven Covey) which says ‘seek first to understand then to be understood.’
RedRock Leadership believes growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class training and coaching to entrepreneurial minded sales and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com.
Feb 12
15
Referral Selling
This week in Systematic Foundation we focused on ’Referral Selling.’
Quote of the Week:
“In sales, a referral is the key to the door of resistance.”
-Bo Bennett
Video Clip of the Week:
Highlights from this Week’s Session:
Referral selling is an active prospecting activity and results-oriented. Excuses such as: “I forget” or “It’s not the right time” are typical red flags that indicate the downward spiral of never asking. We can easily “forget,” and justify that it’s never the right time. These comments reflect our discomfort and reluctance to ask. In order to overcome the greatest roadblock to referral selling, we must get past our fear of asking. Take the plunge…develop a professional referral system and start asking for qualified referrals.
When Asking for Referrals Dos & Don’ts
RedRock Leadership believes growing companies by growing individuals. We also believe in challenging the status quo in everything we do. RedRock Leadership provides world class training and coaching to entrepreneurial minded sales and business leaders.
Contact us: 813.885.5097 or training@redrockleadership.com.
