PULSE Selling
Professional Selling in the Knowledge Economy
Sales Training is available as a 1/2 day event, full day workshop or two day Boot Camp. Our approach to training includes a discovery audit and the customization of content to ensure relevancy and results. Ongoing consultation realted to skill reinforcement, evaluation/assesement, virtual coaching and field support are available as part of a blended training/consulting package.
Training Description: Operating under the premise that Professional Selling is a SKILL based vocation, there is a process and set of core competencies that can be customized, deployed, and mastered for breakthrough success in new client acquisition.
Great salespeople aren’t born but become this way through the disciplined mastery of skills. In a hyper competitive market where fear of change is prevalent, budgets are being scrutinized, buyers are more sophisticated and the competition is fighting to survive, sales excellence is the mandate.
Ryan develops using his PULSE Selling process and passion on purpose philosophy designed to elevate “value creation” at every key inflection point in the sales cycle. Ryan will introduce skills, strategy and innovative techniques leveraging new technology to expedite the sales cycle and drive results. He demonstrates using specific steps, case study examples and in session action planning providing the sales team with knowledge to aid in closing more sales. Programs are designed specifically for the competitieve sales arena and will provide sellers with actionable content that can immediately be incorporated to drive results.
Ryan will challenge even top producers with ideology that will yield understanding and commitment to achieve the next level of breakthrough performance. Eliminate lamenting about the recession and shift focus on revenue creation! Training content includes the follow key selling concepts:
- Skill Awareness
- The Sales Cycle Pyramid
- TAU Development and Precision Targeting
- Sales Efficiency – Stop Wasting Time on the Wrong Activity!
- FIT Test – are they a good prospect? profitable client?
- Ratio Activity Management
- Buyology – Do you know why they buy?
- You Are The Company – Brand You First
- Building a revenue generating network and your digital footprint
- Social Selling & Web 2.0 Tools
- It’s Not What You Do, It’s What You Know Selling
- Consultative Mastery – SME
- Shock and Awe
- Put Down the Phone – They Will Start Calling You! (yes, it’s true)
- Customization and Differentiation – it’s not a value proposition if it isn’t different and compelling!
- Pre Call Planning and Pitch Ready Preparedness
- So What Selling – Do They Care? (hint: often, they don’t)
- Power Statements & Transitions
- Sense of Urgency Cycling (tip: it’s not in your proposal/quote)
- Mental Framework – A champion’s approach to winning
» Download our PULSE Selling eBrochure for additional information on our our Sales Training & Consulting solutions.
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