THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Superior Selling Science and Mechanics

Superior Selling Science and Mechanics
by Rowen Untivero
 

Equip your sales people with the corrected methods anchored on buyer psychology!
Make them SUPERIOR SELLERS.
Acquire the skill seed implants in the 3 most critical selling skills:
1. Sales Encounter Control
2. Surgically-precise Discovery 3. Argument-less Persuasion
Program Concept:
SELLING PROCESSES MUST BE MATCHED TO THE BUYING PHASES.
The seminar will help participants challenge obsolete methods and replace them. Selling science will be made to replace non-replicable art. The updated selling framework will be introduced and anchored upon. Then each of the 3 skills will be discussed followed by immediate skill drills to allow familiarity and to begin replacing the old methods.
 
PROGRAM OVERVIEW:
Preliminary Part: Anchoring on Solid Foundation- Buying and Selling Frameworks & Processes
·         4 buy-in windows
·         The black hole of selling-where 70% of lost sales are found
·         3 main critical components of a buy-in and sub components to calibrate towards closing more effectively
·         4 Selling Scenario Clusters
·         Universally natural buy-in phases (in the context of both business organizations and individuals)
·         Matching the buy-in phases with a client-centric selling process that is also seller-profitable
Part 1A: Skill # 1 Learning Input-Sales Encounter Control
·         Why use sales encounter control?
·         Sales encounter control framework
·         3 simple steps
Part 1B: Skill Drills for Sales Encounter Control
Part 2A Skill # 2 Learning Input- Surgically-precise Discovery
·         Why and how critical discovery is to a sale
·         Interactive discovery framework
·         Quick check if participants know the basics: open and close-ended questions
·         More advanced question design: straightforward, leading, conditional, phraseological compounding,
·         etc.
·         Surgically precise questions to unearth various problems and opportunities as well as mission-critical
·         information and feelings
Part 2B: Skill Drills for Surgically-precise Discovery
Part 3A Skill # 2 Learning Input- Argument-less Persuasion
·         Why presenting, handling objections and closing is a failure?
·         Why Feature-Advantage-Benefit selling is also a failure?
·         Persuasion framework
·         Buyer-friendly, argument-less steps to persuasion
·         Overlaying the natural conversational skin over the logic-emotion backbone
Part 3B: Skill Drills for Argument-less Persuasion
Learning Summary and Skill Development Tips
 
Seminar Methodology
Utilizes the following:
·         Interactive Inputs
·         Real Stories (Sales Cases)
·         Buddy drills
·         Class-observed and critiqued Role Plays
·         Class Discussions
Case examples from the following products / industries may be cited:
·         Advertising
·         Automotive
·         Agriculture
·         Banking
·         Construction
·         Consumer Durables
·         Direct Selling
·         Distribution
·         Energy
·         Events Marketing
·         Fast Moving Consumer Goods (Food & Beverage, Personal Care, Cosmetics)
·         Forwarding
·         Insurance
·         Media
·         Network Marketing
·         Pharmaceuticals
·         Professional Services
·         Technology
·         Telecom
Case examples of the following scenarios shall be discussed:
·         Debunking the process: present, handle objections and close
·         Reengineering FAB
·         Replacing hard closing techniques with a superior process
·         Prioritizing entry through the 4 buy-in windows
·         How the buyer’s mind and heart works
·         Adjusting buy-in component calibration while selling
·         Controlling sales encounters given the degrees of buyer assertiveness
·         Formulating and using surgically precise questions
·         Using a phraseological compound to determine need
·         Listening effectively
·         Argument-less, conversational persuasion in 1 minutes or less
 
Who should attend:
·         Veteran sales people who have not taken this Mansmith-exclusive program (regardless of how many
·         sales training programs they may have taken)
·         New sales people (to immediately set them on the right path or to dismantle early the obsolete
·         methods passed on to them)
·         Superiors handling sales people or sales organizations
·         Entrepreneurs
 
Key benefits for participants
Each participant will:
·         gain knowledge of updated selling frameworks and processes
·         understand the buy-in thought process
·         acquire skill seed implants on:
Sales Encounter Control
·         ability to suavely manage the flow and substance of client meetings
·         without the client being conscious (or resistant) given that they have handed over
·         control to the salesperson
 
Surgically-precise Discovery Skills
·         ability to execute time-efficient surgical probing and listening skills,
·         using the appropriate architectures of conversational communication,
·         that maximizes critical information gathering very much more precise than the
·         extremely basic open and close–ended questions,
·         to draw out problems and opportunities with the least amount of questions and time
·         Argument-less Persuasion
·         ability to use an argument-less method of convincing customers,
·          utilizing customer-centric sequencing and phrasing
·         that sounds and feels like just a normal human conversation,
·         and takes only seconds to a minute to execute,
·         securing both a customer-satisfying and seller –positive result with
·         be able to immediately apply framework, process and skill implants in skill drills
·         earn confidence points that multiplies individual effectiveness
 
Key benefits for the company
The company will gain:
·         increase in sales transaction closing ratio
·         faster closing turnaround
·         more productive sales personnel (less sales calls to complete deal closure and then more customers
·         called upon /sales coverage per sales person/ more time for establishing a stronghold with key
·         customers )
·         better customer satisfaction and loyalty at a profit
·         financial advantages from a more effective and efficient sales handling of customers when the other
·         non-sales team members also attend) higher level of interdepartmental understanding, cooperation
·         and support for one another.
 
 
ABOUT THE INDUSTRY EXPERT
ROWEN UNTIVERO
Partner and Chief Sales Strategist
 
 
26 year-plus veteran of Training, Coaching and Consulting. 28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.