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14143 Denver West Parkway Ste 100
Golden, CO 80401
Training Location II
700 Kalamath St.,
Denver, CO 80204
“Selling Insurance, Financial Services, and Other Intangibles"
Consultative Sales Training Sessions for Selling Services
Selling Insurance is a noble and needed profession and service. Buyers hate buying insurance because they do not understand it, they do not like it, and don’t usually want to learn about it. It is the necessary evil, so they go to the one criterion they can measure, understand, and differentiate one policy from another –PRICE! Agents frequently add to this mentality by using renewal dates and a ‘quote’ as tools to open doors and gain an opportunity. Learn the Sales Mastery 'Lead the Pack' method to approach and engage new prospects that will separate you from competitors and eliminate price shopping.
Selling the Invisible: How, Where and Why you are ambushed with ‘think it over’s’, price shopping and what to do about it!
Whether you fill your funnel by networking, referrals or scouting calls buyers and sellers are accustomed to following a fatal buyer-seller interaction. Access to the internet has made conveying information less impactful since buyers can access so much on their own. Learn how to change the dynamic, gain control of your sales and create value.
Beliefs and Actions: Mental Flossing
“We are what we believe. Beliefs and limits created limited people.” Workshop participants examine self-limiting beliefs that inhibit sales potential, learn how beliefs develop, and how to change them. Show and tell is ineffective when selling invisible services. Change the selling paradigm and discover how to achieve more on every sales call. Add a personal business plan created by you with Leadership Connections' help to maximize focus, self-discipline, and results.
Resilience & Courage
Develop your strongest assets, your confidence, and self-esteem. Common advice says, “Don’t take it (rejection) personally!” We show you how to actually implement the cliché, and separate rejection from yourself. You will learn how to be more resilient and increase effectiveness. Content includes fear of failure, taking risks and developing a strong mental psyche.
Building Business by Building Relationships Faster
Attain the “Trusted Advisor” status by selling to others the way they want to buy. Gain endorsement earlier and shorten selling cycles by learning how to ‘read people’ quickly allowing you to build their comfort and trust almost immediately. The relationship and trust is king when selling services, consulting, insurance, advertising, etc. Learn how character, competency and vulnerability impact trust.
Gain Control, Get Decisions, Increase Prospect Comfort, and stop chasing quotes. The Power of Choice and Mutual Agreement
Your expertise, knowledge are your advantage and power. Once you give them away, you also give away control of your sales process. Stop chasing quotes. Gain strategy and tactics that allow you to use your expertise and still maintain control with complete prospect approval and comfort. Getting commitments and decisions are essential skills of selling. Painless and proven methods to obtain commitments and decisions make this one of our more popular sessions. Learn the value of “no,” how to remove decision pressure, and get more decisions more easily.
Uncover, and Ignite Buyer Motivation to take Action
Developing buyer need is the most misunderstood and overlooked component of the sales process by many professionals. In complex sales buyers often, do not know exactly what they need. The Sales Mastery® process shows you how to develop custom questions that uncover needs, create urgency, and move buyers to action. Simplify the process without spending hours educating prospects. Break the commodity mentality and learn how to focus prospects on value based on the three strongest buying motives, and make price secondary.
The Wisdom of Denial and Skepticism:
These powerful tools lower defenses, stimulate faster decisions, illuminate real issues, generate customer ‘ownership’, and effect truthful answers quickly. Get to real needs faster by cutting through smoke screens. You will have more fun, more control, and less resistance.
Seeking to Understand: Clarifying Questions
Optimism is a double edge sword. It is easy for salespeople to hear more, or read more, into what prospects say than their true intent. Eliminate smoke and peel away words of ambiguity and layers of protection. Keep the customer talking, clarify vague answers, tactfully move through smoke screens, and improve “active listening skills.” Clarify and eliminate assumptions and false hope by gaining complete knowledge with clarity and accuracy. When you are talking, you are not selling.
Pricing, Budgets and Required Investments
Position your offering as a value solution, rather than a low cost solution. Uncover budgets and competitive pricing earlier in the sales cycle. Identify and remove personal self-limiting money scripting that inhibits selling higher margins. Gain confidence and comfort in pricing negotiations. Learn when and how to discuss pricing and handle budget-pricing objections comfortably and effectively. Move buyer thinking from price to value.
Authority Levels and Decision Process
Shorten sales cycles and reduce decision stalls. Increase prospects' comfort and willingness to disclose decision makers, decision criteria, and internal decision processes. Learn how to tactfully pose the who, what, when and how qualifying questions to gain better answers. Gain clarity on working with multiple decision makers and complex sales cycles. Eliminate last minute surprises.
Proof, Presentations and Proposals
Present proof of solutions to customer needs and pains with authenticity using techniques that gain easy decisions. Stop chasing quotes and proposals. Learn to use stories and analogies to help others see what they cannot see. Augment your solutions with confidence and conviction in the way you present and deliver your best points.
Scouting Calls: Telephone Appointment Setting
Fill your sales funnel consistently with less rejection. New business is critical to continued sales success. Get past “gate” keepers (both real and electronic), reduce rejection, engage others more quickly with the right questions, and generate more productive conversations and leads. Learn how to generate consistent referrals. Engage decision makers on points important to them, and stop requests to quote solely on price.
Recover from mistakes, generate second chances, and inspire prospects to help you. Comfortably clarify conflicting information, make prospects look and feel comfortable, gain and keep defenses down. Recover no show appointments, receive more returned calls, and increase success on scouting calls.
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