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The ART, HEART and SCIENCE of SELLING
We will provide Sales and Sales Management training that creates habits and translates into sales results. Your employees will be involved in skill building exercises that provide consistent and improved performance. Participants leave our sessions inspired to change. The ultimate return on your investment is the measurable results obtained from tested and proven tools that reinforce our exclusive insights into the art , the heart and the science of selling.
| Science = The mechanical and measurable facets of selling that create the foundation of success. |
Art = The application of the salesperson's unique voice to enhance the science of sales. |
Heart = Increasing your intentions to help others while reducing your expectation of what's in it for you. |
The Heart of Sales is where each individual's internal drive and desire for success are challenged. When the sales performer and manager recognize that new levels of skills can be achieved, then the focus turns to the Science of Sales where measureable skill sets are cultivated. Upon reaching higher levels, the Art of Sales is taught in order to produce the highest levels of Sales Leadership.
Rookie
- Results Focus – Validation from Supervisors
- Behavioral Emphasis – Report to the Boss
- Susceptibility – Lack of Mentoring
- Potential Strength – Curiosity
- Value to Client – Low
- Mindsets – Survival & Appeasement
- Career Status – Survival
Transactional
- Results Focus – Personal Gain
- Behavior Emphasis – Deliver of Feature & Benefit Presentations
- Susceptibility – Price Negotiations
- Potential Strength – Product Knowledge
- Value to Client – Low, often lower than a rookie
- Mindsets – Selfish, Transactional & Materialistic
- Career Status - Dependency
Relational
- Results Focus – Relationship
- Behavioral Emphasis – Manage Account Transaction and Service Requirements
- Susceptibility – Focus on Personal Relationships over Business
- Potential Strength – Client Stability
- Value to Client – Medium to High
- Mindsets – Relational & Desire for Stability
- Career Status – Dependency Translating into Job Security
Leader
- Results Focus – Consultation
- Behavior Emphasis – Business Resources for Clients
- Susceptibility – Bad Leadership Decisions
- Potential Strength – Influence Direction of Organizations
- Value to Client – Very High
- Mindsets – Leadership, Passion & Growth
- Career Status – Independence and Leadership
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