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Are you still using the defunct process of presenting, handling objections and closing”? How would you like to significantly increase your closing rate from the cross-industries average of 20% to 90%? How would you like to be systematic in diagnosing obstacles and surgical in applying the right tool to get rid or around them? How would you like to never ever need to hard sell and precipitate transaction remorse?

Gift wrap your closing techniques books and send those to your competitor because you won’t need them! You’ll see that BUYER PSYCHOLOGY-BASED SELLING PROCESS IS SUPERIOR TO MERE TECHNIQUES!

Develop SUPERIOR SELLING ACUMEN anchored on field-extracted and formulated frameworks and replicable systematic processes. Sell products, services, proposals and ideas more effectively yet suavely to external clients as well as to internal customers.  Close hundred million dollar deals. Make a retail customer happy in a purchase.  Bag a new account. Induce customer switching. Recover a lost customer. Convince an investor. Secure a service agreement. Seal a partnership. Forge alliances. Secure management approval. …the list is endless in terms of successful application.  Moreover, the universality of the framework, replicability of the process and adaptability of the skill points cut across every industry from agribusiness to high tech sales and everything else in between.  And best of all you can calibrate application multi-culturally and subject to the personality of your counterpart.

You’ll find out that the SECRET lies in not trying to sell but instead in GUIDING CUSTOMERS TO BUY USING THEIR LOGIC AND PROCESS.  Over the last two decades, Mansmith has decoded the human psyche with respect to buying. This has been demystified and collapsed into an easily understandable process, organically matched with the corresponding selling process, executable by anyone who has learned the right skill points. Mansmith even reveals 3 crucial elements expressed in a simple mathematical formula for getting customers to buy. It demonstrates a simple 4 step 2-minute executable persuasion process that leaves your counterpart merely enjoying a suave conversation but is actually being logically guided to ink approval for your proposition that eventually redounds to their benefit. It also provides a one-page matrix-simplified tool to help diagnose obstacles and prescribe effective handling options. 

Increase sales. Heighten productivity. Eliminate unproductive encounters. Secure your deals. Leave competition behind. And best of all… make your company profitable.
Why continue to suffer from trial and error? Why take a chance of losing sales you can actually win? Learn the SCIENCE OF SELLING. Be a SELLING MASTER!

Key Benefits for Participants
Each participant will:

• gain knowledge of selling frameworks and processes in selling to both business customers (corporate, institutional, complex organizational accounts) and to individuals
• understand the buy-in thought process
• acquire skill seed implants particularly in critical skill sets such as process and phraseologically-optimized probing, persuasion and handling obstacles which in combination, suavely secures the sale
• be able to apply framework, process and skill implants in a skill laboratory that includes case analysis, encounter planning, and subsequent class/peer-observed analyzed and critiqued role plays
• earn confidence points that multiplies individual effectiveness

Key benefits for the company:
The company will gain:

• from a higher level of sales transactions closed
• 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

Program Concept
SELLING PROCESSES MUST BE MATCHED WITH BUYING PHASES.
The seminar helps participants understand the buyer’s thought process. By anchoring on easily grasped field extracted and formulated frameworks, participants know what and why they should perform the optimized process.  To execute the systematically sequenced sales process properly, specific skills are identified in each step of the process. Participants are then treated to sessions of skill points upgrading by allowing them to immediately try out and practice the newfound skill seeds through skill labs, reinforced with valuable experience-sharing, relating selling real stories/examples and providing tips.

Program Overview
Part 1 – Buying and Selling Frameworks & Processes

• Gives the balanced definition of selling
• Digs into customer buyer psychology (both business and individual customers)
• Reveals the solution to the buy-in equation
• Walks through the buy-in phases (applicable to business and individual customers)
• Matches the buy-in phases with a logically-matched selling process

Part 2 – The Art and Science of Accelerating Relationship Development

• Walks participants through the “CLASP” customer relationship development framework
• Discusses the WARP-SPEEDING relationship accelerator

Part 3 - Skill Focus: Phraseological Probing

• Provides phraseological tools on effective probing
• Shows how phraseological probing is used in time-efficient determination of prospect/client decision factors: needs, wants and constraints
• Injects other phraseologically designed probes to draw decision factors, hierarchy, flow, etc.
• Brings about the discipline and orientation towards drawing out the problem or opportunity to be able to launch solution selling
• Provides an opportunity for participants to get a handle of the tool’s use via exercises (mini-lab)

Part 4 - Skill Focus: Process-based Persuasion

• Shares a highly effective, logic-based persuasion process that is absolutely superior to the obsolescent and highly problematic “present, handle objections and close process” and takes just 2 minutes or less to execute
• Shows how to prepare the 2 most persuasive phraseological compounds
• Eliminates the need to use disastrous and artificial hard closes – (because process is superior to mere technique!)
• Provides participants the opportunity to familiarize themselves with the use of this persuasion process via exercises (mini-lab)

Part 5 – Skill Focus: Systematic Handling of 7 Selling Obstacles

• Reveals the seven (7) obstacles
• Walks participants through a process-based handling methodology
• Shares a diagnostic-prescriptive matrix tool that aids in quick and systematic detection as well as the proper handling of each type of selling obstacle
• Helps save the loss of clients, deals and prevents premature or unwarranted negotiation

Part 6 – Culminating Skill Lab

• Utilizes various scenarios as cases (business and individual cases)
• Allows participants to apply their learning through 4 way- learning role-plays and allied methodologies
• Provides participants a safe environment to practice using their newfound knowledge and skills under the guidance of the facilitator

Learning Summary and Skill Development Tips


Seminar Methodology
Utilizes the following:

• Interactive Lectures
• Real Stories (Sales Cases)
• Class-observed and critiqued Pole Plays,
• Triad/Dyad exercises
• (Own) Case Analysis & Encounter Planning
• Group Discussions
• Class Discussions

Case examples from the following products / industries shall 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
• Replacing hard closing techniques with a superior process
• Determining chances of selling to  a business customer
• Systematic building of commonalities with customers
• Putting process into relationship depth development with customers
• Using a phraseological compound to determine need
• Listening effectively
• Argument-proof, conversational persuasion in 2 minutes or less
• Using multiple scenarios to demonstrate the use of a diagnostic-prescriptive matrix to efficiently handle the 7 natures of selling obstacles
• Reducing if not eliminating transaction remorse

Who should attend: This course should be required for every sales person, young or old, inexperienced or a veteran.  Failure to update them with selling science is too much of a risk and far more expensive in terms of lost business opportunities for any company. The seminar provides the frontline veteran an unlearning, learning and relearning opportunity to evolve directionally away from career extinction. On the other hand, the course provides the sales neophyte, a powerful head start against reinvented selling veterans and hotshot novices.  This is also recommended to personnel who need to sell their proposals and ideas within their companies or conglomerates and to win management, team or peer approvals.