Systematic Foundation

Who We Are

Systematic Foundation^TM

RedRock Leadership raises the bar with Systematic Foundation™. This is an intense three-month long, membership based training program where high-energy, interactive exercises are paired with powerful lecture - enabling you to Grow Stronger.

Systematic Foundation^TM is uniquely designed to provide a foundation for individuals and organizations that intend to establish and implement a systematic business development process within their company. In addition to weekly training sessions, the ongoing coaching you’ll receive from the dynamic and motivational team at RedRock Leadership will accelerate your path to success. To get started, call us today at 813.885.5097.

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Week #1

Goal Setting & Planning

Goals are the foundation for all achievement – from creating great nations to closing sales to growing companies. Everything in business is dependent on goals, and goals are the cornerstone of success in business. The way goals are defined and stated provides the make-or-break difference.

This session on goal setting and planning will help you establish focus. You will learn that while dreams are important, they won’t become reality unless they are stated as measurable goals. Once measurable, they will become a strategic pillar in your business and personal life

During this session, you will:

Identify the difference between dreams & well-stated goals.
Strategically plan & tactically execute goal processes.
Develop a strategy based on where you are & where you want to be.
Create specific goals, stating them in measurable, action-oriented terms.
Identify your personal motivation for your own goal achievement.

Week #2

Strategy

Most of us are facing stiff challenges in today’s marketplace. Changing

demographics, new technologies, aggressive competition and sophisticated

consumers demand that we change the way we do business or face extinction.

Too many people respond to these challenges by doing what they have done in the past. Those that thrive welcome change and renew themselves by aligning with current and future realities.

Strategy is defined as: a plan of action designed to achieve a particular goal. It consists of a set of conscious choices about how you will deliver value and distinguish yourself from your competitor.

As a result of this session, you will:

Understand the challenges and opportunities in front of you
Create a vision to support your goals
Develop strategies that will support your vision
Create actionable initiatives
Establish an accountability platform and a master plan to manage your long-term development

Week #3

Emotional Intelligence -The Integrity Model

Emotional Intelligence is the ability or capacity to perceive, assess, and manage the emotions of one's self, and of others. Our EQ, or Emotional Quotient, is how one measures Emotional Intelligence.

Emotions have the potential to get in the way of our most important business and personal relationships. According to John Kotter of Harvard Business School: “Because of the furious pace of change in business today, difficult to manage relationships sabotage more business than anything else - it is not a question of strategy that gets us into trouble; it is a question of emotions.”

Success does not happen by accident. It is a process that occurs as we choose how to deal with events and circumstances placed in front of us. Each moment of our life provides an opportunity to work toward victory by expanding our visions, “stretching out” to accomplish our goals and assuming full responsibility for living, growing and contributing.

As a result of this session, you will:

Learn how to create a state of mind that allows you to act with integrity.
Learn to live in accordance with your goals and vision rather than being reactive to circumstances, events and other people.
Understand the meaning of personal integrity and act from it.
Learn to let what “matters most” govern what “matters least.”
Learn to make your behavior more congruent with what is most important to you.

Week #4

Referral Selling

Why is it that every salesperson will tell you that referrals are the best way to generate new business, and yet so few of them actually use this approach regularly? It seems like this would be SALES 101.

If referrals are so effective, then what is your intentional strategy to build your business through referrals? Do you have a plan, goals, and a way to track and measure your results? On one hand, referral business is unsurpassed; and on the other, people are passive about developing their referrals. It’s common sense, but not common practice.

Below are four possible reasons you aren’t using the most powerful sales strategy you could ever have:

It feels uncomfortable. When we ask for a referral, it feels as if we’re asking someone to help us, and it’s not easy asking for help. It feels as if we’re intruding on a relationship, and we’re asking a busy person to do more. And the biggest fear of all is that they might say no. Unlike other business development strategies, asking for referrals is very personal.
You’ve never learned a reliable process. You don’t know how to ask in a way that will get results. It’s a skill...you must have a process and practice through role-play.
You haven’t defined the process and consequently, you aren’t measuring results. To you, referral selling appears as something nice to do. However, historically you haven’t tracked the success rate of your current referral business. The best approach is to set a weekly goal and to hold yourself accountable to the team.
Historically, it hasn’t been a formal part of your sales process. Asking for referrals must be integrated into all the work we do, rather than an afterthought. It must be a proactive strategy and not something we leave to spontaneity.

After this session you’ll be able to:

Feel comfortable about asking for referrals.
Rely on your own process.
Measure your results.
Say that it is a formal part of your business development process.

Week #5

Interactive Communication

Interactive Communication is an essential skill in today’s fast-paced business world. Interactive communicators understand that communication is a complex process that can often be challenging. Creating a strategy in which communication is truly valued is more than just a good idea; it is good business. People who choose to foster good communication skills will excel in their professional and personal development.

Your first communication goal is to understand the other person’s points of view – where they are and where they want to be. Your second communication goal is to help them understand how you can help them bridge that gap. Interactive communicators build strong bonds and form long-term relationships.

After this session, you will be able to:

Listen effectively.
Identify the difference between active and passive listening.
Understand others and have them understand you.
Understand nonverbal communication.

Week #6

Questioning Techniques

It is our questions, not our answers that convey our intelligence.

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.

During this session you will 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."

After this session, you will be able to:

Use a variety of questioning techniques to uncover, clarify and understand the other person’s point of view, needs, wants and goals.
Control the direction of communication with questions.
Understand others and have them understand you.

Week #7

Leveraging Time

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-replenishableresource we have. Even though we tell ourselves otherwise, it isn’t possible save it, invest it or borrow it. However, we can learn to use it more effectively and efficiently.

After this session, you will be able to:

Identify time wasters and deal with them.
Allocate time for your strategic goals.
Focus time toward goal achievement.
Plan activities based on peak productivity periods.

Week #8

Essentials of Qualification

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.

Bringing all three of these together before you make a presentation or proposal is crucial.

After this session you’ll be able to:

Uncover your prospects’ hidden motivation.
Identify how own your money weaknesses are holding you back from being more profitable.
Rise above your money weaknesses.
Uncover how much your prospects are willing to invest.
Discover your prospects’ capacity for making decisions.

Week #9

Negotiation

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 but, 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.

After this session you’ll be able to:

Describe how negotiation impacts sales results.
Describe and demonstrate the link between negotiation and communication, goal setting, time management, teamwork, and the sales process.
Enhance negotiation results by using core skills.
Prepare the three-tiered goal analysis for negotiable issues.
Develop negotiating strategies based on opportunity and buying behavior.
Identify and apply bargaining techniques.

Week #10

Putting It All Together

Strategic and tactical closing techniques are the vital tools that give you the edge in business development process. This session is specifically geared to teach these techniques in a highly interactive and experiential environment - a methodology proven to work.

The goal for any encounter with a prospect is to get agreement, to generate the action you seek. In selling, the goal is to close the sale or close the file. The importance of putting closure on the sales process is simple. No close, no sale. No sale no customer.

After this session you’ll be able to:

Understand what closing is and what it is not.
Gauge how well you have carried out the whole process by your customer’s readiness to close.
Recognize when the customer is ready to make a decision.
Develop closing objectives that meet both the needs of your customer and your need to make the sale.
Develop a variety of approaches that facilitate customer decisions.

If you would like more information about Systematic Foundation™ please complete the form below and we will contact you shortly.

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