Join our mailing list

ASPIRE Sales Training

  • Monday, November 20, 2017 8:00 AM Tuesday, November 21, 2017 3:30 PM

Join us for this 2-day sales training taught by Rob Jolles, How To Change Minds.

Dates: Nov. 20, 8 a.m. - 4:30 p.m. and Nov. 21, 8 a.m. to 3:30 p.m.

Location: Whiskey Creek, 4804 Whiskey Ct, Ijamsville, MD 21754

Register Here: TBA

Participants Who Attend How To Change Minds Programs...

  • Learn a repeatable, predictable process for creating trust and urgency with their clients providing an opportunity to move clients from “thinking about change” to “committing to change.”
  • Learn how people make decisions, identify the three critical decision points a client faces, and how to work within these decision points.
  • Leave with a participant guide that tracks the presentation being delivered.
  • Leave with a certificate of completion.
  • Leave with the book, How to Change Minds, autographed by the author.

 

In this two-day training seminar content delivery includes:

  • Learning how to adjust tactics away from a “vendor-driven - order taking approach,” and towards a “problem solving/consultative approach.”
  • Learning a repeatable, predictable process for defusing emotion and establishing trust.
  • Learning a repeatable, predictable process for creating urgency within their customer’s minds.
  • Learning how people make decisions, including the three critical decision points a client faces, and a Customer Centered approach to working within these decision points.
  • Learning how to intelligently open a conversation, as well as set appropriate, realistic expectations for both the seller, and client.
  • Learning how to close intelligently, including a look at the many myths that surround this particular topic.
  • Learning how to work with client objections, including learning how to work with price and urgency objections.
  • Learning how to read client personalities through appearance, emails, and phone calls, and adjust selling tactics to conform to these personalities.

Throughout the session, participants:

  • Role play to discover more about their personal style and their own natural probing techniques.
  • Participate in a small group activity to improve probing techniques.
  • Take part in a Mental Agility® exercise to speed up the participant’s thought process.
  • Participate in a round-robin role-play allowing for a group coaching session.
  • Participate in multiple, standalone triad role-plays to reinforce tactics taught.
  • Form study groups to examine case studies, develop strategies based on analysis of buyer position within the model, create probing strategies, prepare multiple levels of questioning, and prepare trial close strategies.
  • Participate in a full selling simulation allowing those in attendance to sift through all tactics learned taking the next logical step in “real world” strategic decision-making. Participants form study groups to examine case studies, develop strategies based on analysis of buyer position, opening tactics, questioning sequences, prepare for objections, incorporate trial closes, and more.

 

Outcomes:

  • A cultural shift away from an “order taking” mentality, and towards a problem solving, consultative process that moves clients through their fear of change.
  • Multiple repeatable and predictable processes that are measurable.
  • A system of selling that can allow those in attendance to stylize their approach without changing the tactics taught.
  • The ability to add and grow the tactics to support and grow the process in a true cultural manner.
  • Job aids for both participant and management to implement what is taught.

See more events happening during November 2017.