{First Name:5}, you have gained exclusive access to this page which provides details of the Systematic Foundation sessions.

#1: Build & Sustain Mental Toughness

Emotions are powerful. They can be the fuel that motivates and at the same time they 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 in sales does not happen by accident. It is a process that occurs as we choose how to deal with prospects and customers in front of us. Each moment provides an opportunity to make critical decisions and work toward victory by expanding our vision, “stretching out” to accomplish our goals, and assuming full responsibility for living, growing and contributing.

Participants will learn five key skills:

  • Personal Awareness – The ability to recognize their influence on others.
  • Integrity – The ability to let their intentions match their actions.
  • Internal Motivation – The ability to do the right things for the right reasons.
  • Empathy – The ability to recognize the emotions of others.
  • Social Skills – The ability to build positive relationships.

#2: Build Positive Relationships

The first step in unraveling any challenge in a relationship is to improve personal awareness. Once the skill of personal awareness is fully activated, appreciation for others and the ability to inspire, encourage, motivate and persuade becomes a reality. Participants receive and refer to their DISC assessments and take part in group discussions regarding behavioral styles and the driving forces that move them to action. This training will help them gain a better understanding of their personal style and the styles of those around them. Additionally, they will gain insight on the how and why of the different communication styles of those with whom they are in contact with daily.

 

This level of knowledge will prevent feelings of defeat and offer opportunities for influencing others. Influencing others is the capacity to adapt to differing behavior styles and clearly communicating so that others receive, understand and implement a message. When positive relationships are established, people experience long-term positive results of collaboration.

 

Participants will learn to:

  • Become a student of non-verbal communication and tonality.

  • Adapt their behavior style to meet the behavior styles of others.

  • Build positive relationships with those considered to be their adversaries. 

 

#3: Create Actionable Goals

A person’s level of success is proportional to what they set out to accomplish. For this reason, goals can be seen as a vital component for success in business. The way goals are defined and stated provides the make-or-break difference. This session is designed to help establish focus. While dreams are important, they won’t become reality unless they are stated as measurable goals. Once measurable, they become a vital part of the strategic foundation for success in business and personal life.

 

Participants will learn to:

  • Create S.M.A.R.T. goals.

  • Identify the difference between dreams and well-stated goals.

  • Develop a strategy for goal accomplishment.

  • Execute a tactical process for goal accomplishment.

  • Identify motivation for personal goal achievement.

#4: Leverage Your Time

Time is every human being’s single greatest non-replenishable resource. Even though it’s often stated otherwise, it’s not possible to save it, invest it or borrow it. However, it is possible to use it more effectively. Success in sales is contingent on setting goals and allocating quality time against highly leveraged activities to accomplish those goals.

 

Participants will learn to:

  • Delegate anything that isn’t a unique capability.

  • Focus more than 85% of time on important / non-urgent activities.

  • Frontload to establish leadership.

  • Eliminate time wasters.

 

#5: Get on The Strategic Sales Path™

The mark of a RedRock trained sales leader is their skillful ability to persuade, negotiate, collaborate and quickly build trust along The Strategic Sales Path™. While many believe sales skills are innate, those who possess a high-level of perseverance in order to continuously improve know otherwise. In fact, these skills are developed over hours of planning, training, reinforcement and experience. This session will identify why 30-second commercials and elevator speeches are the old way of introduction. Even though they are effective in branding, they don’t inspire and engage others. Inspiration and engagement are built on the foundation of an emotional connection.

 

Participants will learn to:

  • Engage prospects by instantly establishing an emotional connection.

  • Understand buyer emotion through non-verbal communication, spoken word and tone of voice.

  • Use empathy skills when emotions are elevated.

 

#6: Discover Buyer Motivation

During this session, participants will learn how to integrate age-old knowledge with modern techniques that will help their prospects make quick, non-analytical decisions using their own built-in short cuts. Sales people must understand that not every prospect is qualified to be a customer. For this reason, it is important that they discover this before they make a proposal. Uncovering problems are important. However, proposals for solutions based solely on problems uncovered are incomplete. Until there is an emotional connection, a sale will not happen.

 

Participants will learn to:

  • Be interesting by being interested.

  • Gather information from prospects while making an emotional connection.

  • Ask effective questions that will uncover prospect’s budget and decision making process.

  • Show up as a solution provider, ask questions a consultant and leave as a trusted advisor.

 

#7: Present Possibilities

In order to attain a win/win agreement, a qualified and committed prospect must receive a proposal presentation so they can make a logical decision. For this to happen, a sales person must pair prospects’ concerns, budget and decision timelines with recommended solutions. During this session, participants will receive practical instruction on how to present proposals to key decision makers such as influencers, users and economic buyers. Intense role play will help eliminate concessions in order to close sales.

 

Participants will learn to:

  • Improve closing ratios.

  • Not let their proposals travel alone.

  • Gain commitment and close the sale or close the file.

  • Only make proposals they know will be accepted.

#8: Align for Win / Win

It’s been said that no message has ever made it from one human brain to another with its meaning completely intact. Combine this with the fact that the only constant today seems to be change, and you have a recipe for indecisiveness along The Strategic Sales Path™. During this session, participants will learn how to effectively handle objections at the closing table. Roundtable discussion and role play will help participants revise recommendations, without giving concessions, in order to attain a win/win agreement.

 

Participants will learn to:

  • Negotiate without conceding.

  • Negotiate collaboratively.

  • Establish a win/win walk-away position.

  • Focus on interest not position. 

Systematic Foundation is Available via:

  • Our Tampa Training Center
  • RedRock TrainingCast
  • In-House/Private Training

Request More Details



This level of knowledge will prevent feelings of defeat and offer opportunities for influencing others. Influencing others is the capacity to adapt to differing behavior styles and clearly communicating so that others receive, understand and implement a message. When positive relationships are established, teams experience long-term positive results of collaboration and synergy.

You will learn to:

  • Decode those around you.
  • Become a student of non-verbal communication and tonality.
  • Adapt your behavior style to meet the behavior styles of others.
  • Build positive relationships with those considered to be your adversaries.

Create Actionable Goals

A person’s level of success is proportional with what they set out to accomplish. For this reason, goals can be seen as a vital component for success in business. The way goals are defined and stated provides the make-or-break difference.

This session on Creating Actionable Goals 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 part of the strategic foundation for success in your business and personal life.

You will learn to:

  • Create S.M.A.R.T. goals.
  • Identify the difference between dreams & well-stated goals.
  • Develop a strategy to get from where you are & where you want to be.
  • Execute a tactical process for accomplishing your goals.
  • Identify your personal motivation for your own goal achievement.

Leverage Your Time

Time is every human being’s single greatest non-replenishable resource. Even though it’s often stated otherwise, it’s not possible to save it, invest it or borrow it. However, it is possible to use it more effectively. Success in business is contingent on setting goals and allocating quality time against highly leveraged activities to accomplish those goals. While time management may improve efficiencies, it doesn’t always improve effectiveness.

You will learn to:

  • Delegate anything that isn’t part of your unique capability.
  • Focus more than 85% of your time on important / non-urgent activities.
  • Frontload in order to establish yourself as the leader.
  • Eliminate time wasters.

Get on The Strategic Sales Path™

The mark of a RedRock trained sales leader is their skillful ability to persuade, negotiate, collaborate and quickly build trust along The Strategic Sales PathTM. While many believe sales skills are innate, those who possess a high-level of perseverance in order to continuously improve know otherwise. In fact, these skills are developed over hours of planning, training, reinforcement and experience.

During this session, you will learn that 30-second commercials and elevator speeches are the old way of introducing yourself to prospects. Even though they are effective for letting people know what you do, they don’t inspire and engage others. In order to inspire and engage, you must be different. You can do this by learning to communicate by leading with why as opposed to what.

You will learn to:

  • Engage prospects in a conversation in order to get them interested in what you can do for them.
  • Recognize tactics prospects use to make you believe they are interested when they are not.
  • Create a 1-Page Sales Business Plan for predictable success.

Discover Buyer Motivation

Most sales people do not understand the key elements of persuasion and fewer still apply the process well. Even though current neurological brain research explains how the mind reacts to logic and emotion, studies reveal a process they label a sure fire way to fail at persuasion.

During this session, you will learn how to integrate age-old knowledge with modern techniques that will help your prospects make quick, non-analytical decisions using their own built-in short cuts. Sales people must understand that not every prospect is qualified to be a client; for this reason, it is important that you discover this before you make a proposal. Uncovering problems are important. However, proposals for solutions based solely on problems uncovered, are incomplete and many times incomprehensible to prospects. Until prospects realize the implications of their problems, they will go unsolved. Often times prospects share their problems and concerns, other times they don’t. There are two reasons for this: 1.) They don’t know how, or 2.) They don’t want you to know. You must be prepared to ask good discovery questions so your prospect can feel comfortable about sharing. When a prospect’s emotions increase, this is your opportunity to empathize.

You will learn to:

  • Gather information from prospects three ways.
  • Understand buyer emotion through non-verbal communication, spoken word and tone of voice.
  • Use your empathy skills when emotions are elevated.
  • Be interesting by being interested.
  • Develop a Strategic Sales Call Plan prior to your appointments.

Present Possibilities

The purpose of a Presentation of Possibilities is to take the information gathered during Discovery and pair it with recommended solutions, then make a presentation in order to attain a win/win agreement with the prospect. During a Presentation of Possibilities, a prospect’s concerns, budget and decision timelines are paired with the sales person’s recommended solutions.

A Presentations of Possibilities is intended for identified decision makers, including influencers, users & economic buyers, in order to attain a win/win agreement. This session offers practical instruction and intense role play that has helped hundreds of sales people close more business.

You will learn to:

  • Present your sales presentations with impact.
  • Utilize The Strategic Call Plan to set proper expectations before presenting possible solutions.
  • Increase your closing percentage by gaining commitment before you present.

Align for Win / Win

It’s been said that no message has ever made it from one human brain to another with its meaning completely intact. Combine this with the fact that the only constant in many of our lives is change, and you have a recipe for indecisiveness along The Strategic Sales Path™. During Alignment, revisions to concerns, budget and decision timelines are paired with revised recommendations in order to attain a win/win agreement.

You will learn to:

  • Negotiate from a collaborative nature.
  • Establish a win/win walk-away position.
  • Focus on interest not position.