The “How To” video series includes 36 videos split out into 5 modules: Mindset, Cold Calling, Sales Interactions, Understanding Buyers & How To Gain An Unfair Advantage

Module 1 – How To Get Focused For Selling

These sessions are all about getting your mindset right.

They are about getting focused and ready for the job at hand including that all important planning and preparation.

Here’s what you’ll cover…

• Understand the DNA of the modern day buyer

What animal are you dealing with today? Why are they so different? How do they make their decisions? What has caused this change in the balance of power?

• The mindset and approach you need for sales success

Just why are some sales people more successful than others? What mindset and approach do you need before you make that call or walk in the door?

• The pull don’t push attitude

Why you should pull out problems and then solve them. Why “show up, throw up selling” does not work. Learn what it takes to pull out needs, wants, desires and how to surface pain!

• Planning and preparation masterclass

Do you really plan out what you’re doing? Why planning is vital to your success. Work through a checklist so you’ll always have your bases covered.

• Know your stuff

Cover the 4 areas where you will need to “know your stuff” and have expert knowledge and awareness in. Learn how to become a true expert and the the little areas of knowledge that your competitors will be found wanting in if you can cover them off.

• How to manage your state

There are more ups and downs in selling than in any other profession – learn how to manage the peaks and the troughs by managing your emotions, your mental state and overall attitude during these times.

• How to reframe a sales situation

Do you have a phobia with certain types of clients? Do certain situations make you feel uncomfortable? Learn how to reframe and reposition your mindset to deal with these occurrences and come out smelling of roses!

Module 2- How To Plan Out And Make Successful Cold Calls

These sessions are all about learning modern, up to date techniques and strategies to make successful cold calls whether that be setting up appointments or closing a direct sale over the telephone.

Here’s what you’ll cover…

• Pre call planning and objective setting

You might be making cold calls but don’t go into them cold yourself! Know your goals, plan of attack and how you can set yourself up for success, or failure by how you prepare and plan things through. You’ll cover a planning cheat sheet to use every time you make your calls.

• Opening is the new closing

You’ll never get to the close if you can’t open your calls in the right way! Learn how to use a little known secret in your opening that will distinguish yourself as different to all of the other cold callers out there.

• How to identify a gatekeeper screen

Love them or loathe them but the business prevention team play a vital role in your success! Learn how to identify if you’re being played by the gatekeeper. Understand the different types of gatekeeper screens that they use and what to listen out for.

• How to get through a gatekeeper screen

After you’ve identified whether a gatekeeper screen is being used, you then need to know how to get through them. Learn 2 specific tactics on how to get past the Guardians of The Gold! Learn how you need to come across so that the gatekeeper has no other option but to put you through.

• How to overcome objections

Learn how most objections come about over the telephone – it’s not what you think! Cover the 3 most critical areas to focus upon if you are to make sure that any objections do not arise in the first place!

• How to cement your appointments in stone

On this track you’ll cover how to make sure that the meetings that you set up actually go ahead by using the C.E.M.E.N.T process. Listen to actual examples of how this is done and simply copy!

• Successful follow up calls

Discover why saying “Did you read the information I sent you?” is the worst possible thing that you can say when following up with prospects and clients. Learn exactly what to say and how to say it with real LIVE examples to make sure that you take your prospect to the next stage of your sales process.

• How to sell an appointment  

You’ve been taught that you need to “sell appointments” right? Well, how can you do this exactly? You’ll be able to set up more appointments than ever before with the techniques and the strategies I’ll be covering.

• How to make a direct sale

Closing down a prospect there and then over the telephone is tough. Discover what you need to cover and how to cover it so you can make your close just a natural extension to your call.

• On your way to the phone

This session is a 5 minute pre cold call warm up that will get your head into gear! Listen to this session as I cover everything you need to have and be prepared for your cold calling session. You can pop me on before you make the calls and you’ll be ready for action!

Module 3 – How To Plan Out And Make Successful Sales Interactions

Throughout these sessions you’ll cover what it takes to deliver interactive and compelling sales interactions when face to face with your prospects and clients.

Here’s what you’ll cover…

• Pre meeting mindset and objective setting

A lot of your success will be determined before the actual meeting takes place. Learn what to think and how to prepare for your sales interaction. Learn a check list to make sure you are ready every single time.

• Top questions to use to uncover needs, wants and pain

No, I’m not going to cover boring old opening and closed questions – zzzzzzzz! Instead I’m going to cover the 3 types of questions that will open up your prospects like a can of baked beans! Soon, they’ll be talking about the pain and their hurt. After all, you need a problem to solve right?!

• Presenting with impact

Learn how to present your products and services with impact. By following my guidance and approach you’ll come across as a bona fide expert, covering objections before they arise in a really productive two way dialogue.

• Planned not canned presentations

You don’t want to sound like a robot during your presentations! By following my formula for your sales interactions you’ll have specific objectives and goals in mind for each stage of your presentation/meeting. Your meeting will sound “off the cuff” even though it’s very well planned and you’ll have a specific roadmap from the time you enter the room to the time when you leave.

• How to frontload objections  

You know what objections are coming! I’ll show you a technique to understand when they surface and how to shoot them down before they rear their ugly head!

• How to respond to objections

In the unlikely event that you are faced with objections after having worked through the previous session, I’ll show you a surefire 3 step formula for responding to any objection that comes your way. It’s easy to remember and has a great impact.

• How to offer discounts without losing your shirt

Learn the P X 2, V X 1 formula for giving discounts. You’ll discover that by using this specific response you’ll not have to cave in and give discounts at the drop of a hat.

• On your way to the meeting

As you’re driving to your next sales meeting, slip this session on and I’ll make sure you are ready for success. I’ll cover what you should have done already and need to do in this upcoming sales interaction to get the business.

Module 4 – How To Understand Where Your Buyer Is Coming From

These sessions are designed so that you’ll build up an unrivalled knowledge and appreciation about your buyers.

You’ll understand how they process the information that you give to them, what the world looks like according to them, how they make their buying decisions and what type of personality they have.

Here’s what you’ll cover…

• Better the devil you know…

During this session you’ll cover the 4 main buyer types you’ll come up against and how to sell to each one. Ranging from the “know it all” through to someone who is as quiet as a church mouse you’ll soon have some methods on how to approach each one.

• How to use emotion and logic to influence

We all know the role that emotion and logic plays in the selling process but how, exactly, can we use this? I’ll show you the importance of designing your ESP’s (emotional selling propositions) and how to use these in your interactions. USP’s are usually not as unique as you think! ESP’s will get the job done everytime.

• Understand how your buyers think

How beneficial would it be if you could slice open your prospect’s brain to see how they think and then you could present your information in such a way that would really be on their wavelength? Useful? You bet! This session will show you what to look for and what to do so you can achieve just that (without having to resort to the slicing obviously!)

• Understand how your buyers process information

Learn 4 specific preferences that your buyers have in the way that they take in information and make decisions. You’ll cover strategies on how to deal with each one so you really hit home your messages.

• How to build effortless rapport 

Building rapport is vital. But it’s more than just matching and mirroring body language! Your prospects can see straight through that! Instead I’ll be covering how you can pace alongside your prospect in your discussions and then take over the lead so that they follow you!

Module 5- How To Gain An Unfair Advantage Over Your Competition

This module covers all of the techniques and methods that will really get you ahead of your rivals. Some of the approaches and ways of thinking are brand new and will set you apart from the rest.

Here’s what you’ll cover…

• Understand your numbers for accelerated results

This session covers the essential ratios and numbers of your selling. I’ll cover the SOS (Science of selling) and how to use this. I’ll uncover a little, unknown approach that will be a real eye opener to the way that you sell.

• Speed gives you an immediate advantage

Your prospects are under pressure, are time poor and have many different activities that are competing for their attention. I’ll show you why it’s important that you can move fast in the current economic climate and why this alone will win you deals no matter how good you are at selling.

• How to remove competitor solutions from the equation    

It’s very rare that you’ll be the only supplier that your prospects are looking at. During this session I’ll be covering how you can remove these other solutions from the equation in your sales interaction and how to do it in the right way.

• How to BASH the competition without bashing them           

There will be times when it’s a straight dog fight between you and the competition for a piece of business. I’ll show you exactly how you can  bash them over the head in such a way that you’ll position yourself as the only viable choice.

• Getting your foot in the door when there’s an existing supplier in place

“We’re using someone already and we’re really happy” Sometimes there’s not a lot to follow that! I’ll show you an unknown and hardly ever used approach that will get your foot in the door and then of course, it’s upto you!

• Keeping your prospects warm during longer sales cycles      

You’re waiting on a decision and the sales cycle is coming to a grinding halt… now you don’t want to keep pestering them with calls and emails but on the other hand you want to keep in the front of their minds. During this session you’ll discover what you should do during this often frustrating time that will ensure that you’ll be the supplier they choose because everyone else is becoming a right nuisance!

• How to turn from sales person to trusted advisor           

You’ll learn how to position yourself as an authority in your field so you gain instant credibility and expert status. You’ll learn techniques and approaches on how to rise above the other sales people who are out to eat your lunch. Your prospects and clients will soon be asking for your advice and that’s when you’re classed as a true advisor!

• How to respond to the economy excuse         

You’ll be hearing a lot about this one at the moment but just how can you reply to these “econojections”? I’ll be telling you exactly how to respond to all of the economy objections and excuses that you face.

    

We appreciate that you haven’t got the time to be sitting through hours and hours of material so we have created a vault of 59 Sales Byte Improvement Videos that contain tips, techniques and strategies that you can dip into whenever the needs be.

Each session consists of:

• A short 3-10 minute video playable on your desktop, laptop or mobile device
• The audio recording of the session in MP3 format ready for download
• The transcript of what was covered that you can print off and use
• A “1 pager” infographic to cover the main lessons from the session

 

    

For each of the Sales Bytes sessions illustrated above there will be a short exercise and/or assessment available for you to test your knowledge on the topic or to actually take some action in your own selling as a result of working through the video.

This is excellent as a resource for self-coaching or if you are a Sales Manager you can use it for developing your team members.

For example, you can ask your team to review the material, watch the video and the downloads and then work through the exercise/assessment and then you can discuss the results together in a development session.

Attract more sales like a magnet with these audio sessions.

Download to your computer, play on your mobile/iPod/MP3 player or read the transcripts

Here are the sessions that you will receive

If you are looking for ready-made planning and performance templates then our Sales Templates & Tools area will be of great benefit to you.

Contained within this section are preparation tools, process models, checklists, case study templates, pipeline management tools – you name it!

The aim of this resource is to cut down the time it takes for you to prepare and optimise your performance as we’ve done all of the work for you!

Simply download the tools and use them.

    

The Sales Vault is where you will find sales improvement articles, tips and documents.

New content is added to the vault each month.

Here’s what’s in the vault ready for you now:

Personal Help & Guidance When You Need It

As part of the Academy we also offer you the opportunity to ask any specific questions that you may have to our team of experts.

If you are having a problem in a specific area where there are lots of variables at play and could do with some one on one expert advice or indeed you may have just lost your way a little and need to get back on track then our Virtual Sales Manager can help you.

All you need to do is access the Virtual Sales Manager and send in your question and our team will respond with a call or an email with some personal advice and guidance of what to do and how to do it.

At the Academy, there is always someone around to bounce ideas off and for help.

One of the real benefits of the Academy is that it is focused on providing real world techniques to read world situations.

Ask The Virtual Sales Manager Archives

Contained within the Virtual Sales Manager archives, we remove the names and the companies to protect the innocent and we post all of the questions and queries that we receive from our members along with our expert replies.

As a member of the Academy you have unlimited access to all of the sales coaching advice and tips from all of the questions and scenarios that are posed to our experts.

Each day a random sales excellence question will be posted in the Academy.

Its purpose is to get you to think about a certain aspect of your selling.

Sales Managers use them with their teams and or you can use them as an individual to keep you sharp.

Here are some examples:

“How good is your product knowledge? Give yourself a score out of 10 with 10 being the highest. What can you do to make yourself a 10? It’s a lot easier to sell when you are seen as a product specialist rather than a salesperson”

“Are you too quick to discount the price rather than concentrating on building value instead? Analyse the last 5 times you’ve lowered your price and how you went about it. How can you improve for next time?”

Each day a new motivational quote will be uploaded in the Academy to keep the fires burning!

Don’t sell life insurance. Sell what life insurance can do.
-Ben Feldman

If you are not taking care of your customer, your competitor will.
-Bob Hooey

The key is not to call the decision maker. The key is to have the decision maker call you.
-Jeffrey Gitomer

Timid salesmen have skinny kids.
-Zig Ziglar

If you work just for money, you’ll never make it. But if you love what you are doing,and always put the customer first, success will be yours.
-Ray Kroc

    

If you’re a Sales Leader you can opt for the Sales Manager’s Membership Level.

You’ll receive ALL OF THE RESOURCES ALREADY COVERED ABOVE plus additional sales leadership resources that include:

Sales Meeting Ideas

Within this section are sales meeting ideas.

These are specific development training sessions that the Sales Manager can run with their teams to keep them on top of their game.

The sessions range from quick 5 to 10 minute boosters that you can run in a sales meeting through to 60 minute sales training sessions.

Here’s the current stock:

• A sales activity audit analysing how and where you spend your time so you can improve your sales effectiveness
• Analysis of your competitive advantages and how to use them before, during and after the sale with your prospects and customers
• An activity to step into your prospects shoes to see the choices they have between you and your competitors products/services
• An exercise to review the case studies that you use, how to identify gaps in the case studies you need and when and how to use them
• An evaluation of what constitutes a ‘selling activity’ and a ‘non-selling activity’ and then identifying how you can reduce the latter
• An understanding of how to add value to your prospect by becoming a thought leader in your particular industry
• Implementing strategies that will ensure repeat business, build lasting rapport and develop longer lasting relationships
• An exercise on how sharing effective information with your prospect through stories can be the difference between winning and losing the sale.
• An activity that generates ideas to overcome the stagnation of sales pipelines and ‘shaking up’ any stale deals
• An audit of the current practices and processes of your sales team and how they can alter their routines to maximise their sales
• An activity that breaks down your sales team’s targets into activity based chunks that will help them to achieve and exceed targets.
• An understanding of the main objections that your business faces and developing strategies to overcome them.
• An analysis of how your communications throughout the sales process can be improved and barriers to communication lifted
• An analysis of which of your sales opportunities has a higher chance of finishing with a positive outcome
• An exercise where you provide support, help and guidance on real-life selling situations that are difficult
• An exercise that brings your team together through creating and sharing common goals and by learning from others experiences.
• An analysis of how your sales team uncovers the needs of the customer and how they can open doors for upselling.
• An exercise that discusses the characteristics of successful sales people and how your team can develop these habits
• An analysis of who your best and most loyal customers are and how to prevent their heads from turning elsewhere.
• An activity that puts you in the position of your competitors and how they would position their products and services against yours.
• A task orientated session focusing on how your sales team can create engaging product/service demonstrations that will leave a lasting effect on your audience.
• An activity looking at current client accounts and recognising when they can be vulnerable or in jeopardy.
• This activity focuses on analysing your sales team’s wins and losses, and how you can create more wins going forward.
• This session highlights what can make your sales interactions more provocative, and therefore, make your sales team more provocative sales people.
• A session focusing on how to create a customer friendly experience by focussing on what the customer may find irritating and what turns them off from buying.
• A task that focuses on what positive characteristics your sales team has and how that can increase the sales that they make as well as retaining the current set of customers they have.
• A task focused on how the sales cycle has changed. Take a look and start applying to your day to day interactions.
• This session focuses on how to address the price question to make sure you are confident when dealing with the price objection.
• This task will get you thinking about what you need to do to be successful in the New Year – Its never too early to look at how to improve your productivity in your role!
• This session focuses on how to enhance your professional image!The key ingredient for success for any sales team member.
• This session will look at what you need to do to keep your customers especially when an issues has occurred previously.
• This activity concentrates on discussing and overcoming and previous and upcoming challenges you may be facing as a sales manager.

 

Sales Management Library

This 3-volume set contains valuable information for sales managers. It covers all aspects of the sales management role. Subjects covered:

Volume 1 

Sales planning and targeting, developing an appropriate management style, taking over new sales teams, managing the sales effort and recruiting and selecting sales staff.

Volume 2 

Developing leadership skills, motivating team members, setting standards of performance managing team discipline, teambuilding.

Volume 3 

Problem solving, decision-making, time management negotiating skills, appraising salesforce performance.

These resources can be read and used as a book, a self-learning tool or a reference guide.

They can be used to produce training sessions as all the pages can be photocopied for internal use.

They provide a comprehensive guide to sales management.

Sales Management Videos

The Sales Manager Level also includes 40 management and leadership videos.

Each video consists of:

• A short 3-10 minute video playable on your desktop, laptop or mobile device
• The audio recording of the session in MP3 format ready for download
• The transcript of what was covered that you can print off and use

 

Coaching Skills

Communication Skills

People Skills

Improving Productivity