The Five Steps to becoming a Sales Superstar
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Tue Oct 9 20:22:07 UTC 2012
The CEO Sales Solution--Grow your Business by Supporting your Sales Team
The Evolution of Sales Mastery Facebook Twitter More...
The Five Steps to becoming a Sales Superstar
Webinar on October 25, 2012 Overcome your Buyers' Budget/Price Objections
and get back to Closing Deals
The economy isn't the reason you are encountering the price/budget
objection more often--Buyers are buying differently and the sales
techniques that were so effective 10-15 years ago are now obsolete. If your
sales approach includes educating your prospects on your solution or
performing a needs analysis, you're simply reducing yourself to a commodity
and providing your buyers with the valuable information they need to
negotiate a favorable deal with the competition!
Attend this critical event to discover how to give your buyers the paradigm
shift necessary to dissolve their budget constraints and hold your price.
Limited Seating Available so Register Today>>
* The major mistakes most sales people make when dealing with prospects
that results in lost opportunities and extended selling cycles.
* A powerful 3-step quantification strategy that shifts your buyer's focus
away from your bottom line and onto the cost of their existing problem.
* A unique approach to building value that limits the buyer's alternative
options, minimizing the price objection.
* How to uncover your client's true vulnerability and reasons for closing
* How to effectively navigate multiple decision-makers and uncover each
one's core motivation for moving forward with you.
* Key questioning techniques that get buyers to reveal key information
that's often withheld from the competition.
Register today for this Limited Seating Event>>
When people first come to the conclusion that they need improvement in
certain areas of their lives they go through a multi-step process. The
first step is always Acknowledgment. A person cannot begin the process of
implementing change until s/he acknowledges dissatisfaction with a certain
aspect of their life and recognition that change is required.
The second phase of the process if known as Externalization. Generally when
we acknowledge dissatisfaction our next step is to externalize
blame—people take the natural direction of first looking at factors other
than themselves in order to determine why they are not getting the results
For example, when a business owner is disappointed with sales numbers, they
often blame economic or market conditions for their current results. Other
times they will point fingers at what they see as a complacent sales team.
However, it takes time for that business owner to take responsibility for
making certain hiring decisions and for ineffectiveness at managing,
motivating and supporting their sales team. The key to getting to the next
level is working past this step as opposed to remaining stuck in it. If we
endlessly externalize, then we perceive ourselves as victims who have no
incentive to change our behavior because we have not taken responsibility
for our role in the situation.
Step Two is also the most dangerous step, it's a comfortable place to be
for so many of us, but it leaves us disenfranchised. So long as we accept
that factors beyond our control dictate the final outcome, we remain where
we are or worse. However, when we assume the responsibility for "external"
factors we have the power to identify the changes necessary to achieve our
Investigate how to objectively uncover your unique barriers to sales and
sales management ineffectiveness:
Sales people also tend to externalize. They point their fingers in many
different directions. They say it's the economy, or they talk about how
their prospects have no need, or no money. Some simply point their fingers
at management saying that they don’t understand what really happens on
the front line. Facebook Twitter More...
Step 3—Overcoming Unconscious Incompetence
This term relates to our inability to assess the full scope of our
ignorance on a given topic or skill set. Ask a child what he doesn't know
about the stock market and you will get a very vague response, ask a
financial advisor the same question and you will get a very detailed
response. In order to achieve change we must be able to objectively
identify where we need improvement and what we are doing that is
counter-productive to our goal.
This is a very difficult step for sales people—sales success is not a
science, it lies in your ability to effectively influence the behavior of
different people under a variety of circumstances. Techniques that are
highly effective with some buyers are counter-productive with others. In
addition your personality has a substantial impact on your ability to adopt
new techniques as you communicate with buyers in the same way you want to
be communicated with.
Overcoming Unconscious Incompetence requires:
* A realistic examination of your existing sales methodology.
* A categorization of your buyers to streamline the sales process.
* A realistic assessment of your comfort-zone behavior that makes you
resistant to adopting certain techniques or approaches that would improve
For assistance in improving your sales skills:
Step 4—Conscious Incompetence Facebook Twitter More...
This is the stage in the learning process where you come to realize just
how much room for improvement you have and recognize the beliefs or
activities that have been unproductive. This is the point at which
learning, or a willingness to learn and unlearn takes place. This internal
acknowledgment creates an incentive to change. When you believe that you
are as effective as you could be then the incentive to change is not
The most effective way to uncover this improvement gap is through sales and
Step 5—Conscious Competence
This is the point at which you begin to understand how much knowledge you
have received and how this new knowledge, when applied helps to change
overall results. The fastest way to change your results is to change your
routine. This is the phase where you become conscious of the importance of
changing your routine. This can only occur when step 4 takes place because
in order to change your routine, you first must change your mind.
Short-term boot camps or one day motivational programs fail to take sales
people or sales managers to the point of Mastery. Knowing and owning are
two very different things!
For assistance in taking your team towards mastery:
The CEO Sales Solution
1060 First Avenue, King of Prussia, PA 19406
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