NEW SELLING SCIENCE AND MECHANICS
(Breakthrough Original Framework + 3 Critical Skills Development Input and application Labs)

March 15, 17, 19, 23, 25 (9am-12nn GMT +8)
Live via Zoom

Participants will be able to: 
  • Replace obsolescent methods and performance limiting sales malpractices like, “present, handle objections and close”, FAB and Closing Techniques; eliminate the need for hard-selling that burn leads and deals
  • Understand the psychology and decision- making components, dynamics, and process of the buying side (people/organization)
  • Realign selling process to buying decision-making process to increase closing ratios and shorten deal cycles
  • Manage the power balance between seller and buyer to maintain posture advantage
  • Learn how to use 3 critical selling skills in selling in this new age
    • Managing Conversations
    • Surgically-Precise Discovery
    • Argument-less Persuasion 
  • Apply the learnings in the skill lab and immediately right after the seminar-workshop
Methodologies:
  • Live Online Plenary Interactive input sessions (Framework & Skill Points Input, active chat and discussion)
  • Breakout sessions exercises
  • Dyads Drills / Roleplays
  • Triads Drills / Roleplays
  • 5-Way Plenary Learning Role Plays (Using Participants’ Own, Real Cases)
  • Reinforcement Methods (Learning Checkpoints, Reflection Checkpoints, Class-wide sharing of Realizations, Additional Pointers)
  • Downloadable PDF Handouts

Part 1:  Anchoring on Selling Science Framework & Process
  • Why Selling Science?
  • Mother Framework
  • 4 Buy-in Windows & the Null Action Zone
  • Buy-in Equation
  • Buy-in Process
  • Re-engineered Selling process to match the Buy-in Process 
Part 1B: Mini-Tool Lab - Selling Science
  • Mini-application Tool Lab
  • Output Presentation
  • Output Analysis & Processing
  • Learning Checkpoint
  • Reflection Point

Part 2A: Skill Focus - Managing Conversations
  • Why Manage Conversations?
  • 2 Critical Conversation  Components
  • LRT Process
  • Spiral Leads and Controls

Part 2B: Mini-Skill Lab - Managing Conversations 
  • Dyad/Triad Roleplays 
  • Learning Checkpoint
  • Reflection Point

Part 3A: Skill Focus - Surgical Discovery 
  • LOOOP Multi-Sources of Client & Deal Data
  • A-Plus Process
  • Land, Drill Advance 
  • Question Structure Design Components
  • Fundamental Question Structures
  • Discovering Why & How
  • Decision Factors  Surgical Question Structures
  • Supplemental Question Structures
  • Deriving the 4 Clusters of Buy-in Scenarios
Part 3B: Mini-Skill Labs - Surgical Discovery
  • Triad Roleplays
  • 5-Way Learning Plenary Roleplays 
  • Learning Checkpoint
  • Reflection Point

Part 4A: Skill Focus - Surgical Discovery 
  • Why FAB is Wrong
  • The Mystery of Sales is Finally Revealed!
  • Natural vs Influenced Decision Factors
  • Additional Fundamental Questions
  • 3 Persuasive Structures
  • Solving and Managing Each of the  4 Clusters of Buy-in Scenarios
Part 4B: Mini-Skill Labs - Surgical Discovery
  • Triad Roleplays
  • 5-Way Learning Plenary Roleplays 
  • Learning Checkpoint
  • Reflection Point

Part 5: Integration Mini - Labs 
  • 5-Way Learning Plenary Roleplays 
  • Learning Checkpoint
  • Reflection Point

SALES TEAM ATTENDANCE IS HIGHLY RECOMMENDED.
Take advantage of the 5 + 1 free group rate.

How much to pay for each course?

REGULAR COURSES
Early Bird Rate

If paid on or before March 5, 2021

9,000.00

+Vat

Regular Rate

If paid on March 6, 2021 or beyond.

10,000.00

+Vat

REGISTRATION
CLOSING DATE

March 12, 2021