Based upon Steve W. Martin’s critically acclaimed book, Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy, Heavy Hitter Training is specifically designed to help companies compete during the hyper-competitive times of today. These workshops teach strategies and tactics that everyone in sales and marketing will benefit from--including how to speak the customer's language to build unbeatable rapport, managing the complex selling process, and persuading customers to buy.
Building Customer Relationships through Effective Communication
All business is based upon communication. In this session we’ll examine the six layers of the human communication model and the interactions between the layers that enable a person to discern a message’s accuracy and truthfulness. We’ll study the inner-workings of the mind to understand the intangible, intuitive human element of customer decision-making. Finally, we’ll analyze how to create rapport with the key members of the customer’s selection team. Topics covered include:
- Rapport and Relationships Fundamentals
- Understanding How People Communicate
- Recognizing How Your Customer is "Wired" to Communicate
- Understanding and Anticipating Your Customer’s Thought Process
- Strategies to Uncover all the Information and Discern the Truth
Managing the Enterprise Sales Process
The sales cycle is the formalized information exchange between a customer and a salesperson. It consists of a series of steps that are designed to gather information about the customer and present information about the salesperson’s solution. Successful salespeople enhance this process by drawing upon their intuition and past sales experiences. In this session we’ll map out these intuitive models for working deals so that they can be understood and internalized by the entire team.
Topics covered include:
- The Seven Premises of the Sales Cycle
- Sales Cycle Strategies based upon Account Position
- Categories of Buyers
- Product, Fantasy, and Politics
- Bonding with the Bully with the Juice
- Understanding Personalities to Find a Coach
- How to Build Sales Intuition
Mastering the Power of Persuasion
In the final session, we review the deeper meaning of language. Persuasion is the process of building a personal relationship and mutual trust with customers by speaking in the spectrum of languages they use both logically and emotionally, consciously and subconsciously. Topics covered in this include:
- The Five Steps of the Deeper Meaning of Language
- Understanding Intuitive Persuasion
- Advanced Rapport Techniques
- Group Presentation Tactics
- Types of Metaphors
- Constructing Metaphors for Winning Over Customers
Heavy Hitter training is very different. It’s an enjoyable learning experience about the human nature of sales. Moreover, real learning occurs when every participant is mentally engaged, physically involved, and encouraged to share their personal experiences. Heavy Hitter training is not the typical classroom lecture, it’s a completely interactive workshop customized to address your toughest sales issues.
For further information visit www.heavyhitterselling.com |
