DAY ONE

 Drive & Sustain Long-Term Growth

The Positive Results Intellectual Sales Process™ for New Business Development is a thorough exploration and practice that solves the dilemma of driving and sustaining long-term growth.

Evaluate four critical tools from the Complete Customer Portfolio Toolbox:

1.   Differentiate your products and services to the decision makers you frequently call

2.   Create your Ideal Customer Profile by evaluating your best customers

3.   Identify missing components in your current prospecting process

4.   Discover a systematic process to detect your prospect’s challenges and the impact on their bottom-line

Read Your Buyer’s Behavior

Reading buyer behavior is a valuable talent in developing new business. You’ll learn to:

• Masterfully engage your prospect with communication that suits their personal style
• Understand how to sell to each of the 16 personality types
• Discover how your personality type interacts with others
• Study how to mirror the traits of your prospects and still maintain your unique style
• Practice and hone your reading skills in class
• Learn the motivators that cause prospects to make decisions
• Identify the key factors that influence ‘yes’ decisions

Listening Skills Drive Sales

Listening is often overlooked by sales reps since they are inherently taught to speak influentially regarding their products or services.

• Gain active listening techniques
• Provide the proper feedback to each communication cue
• Identify exact Wants, Issues and Needs
• Listen for buying signs and know when it’s time to move the sale forward
• Action-Oriented Questioning

Our research shows that six in 10 professionals spend more than 70% of their time talking instead of asking questions and listening.

The Positive Results Questioning Model™ takes the guesswork out of questioning buyers by helping you prepare powerful, action-oriented questions that are targeted to propel the sales process forward.

• Increase your success by learning to ask quality open-end questions
• Learn the proven four-step questioning model — generate responses that win more new business opportunities
• Discover when to utilize close-end questions during the sales cycle
• Build your own useful repository of well-formulated questions
• Explore how questioning can lead your prospect toward owning your services

DAY TWO

Become a Top-Producer
Re-engineer Your Sales Approach

Overwhelming results show top salespeople experience success by customizing solutions specific to the buyer’s job function. With this data, you’ll learn an unbelievably simple approach.

• Transform old-school feature/benefit thinking to a radically-improved, customer-focused methodology to sell more products and services now
• Learn to reverse engineer your sale
• Discover why your customers buy

  

Fortify Your Toolbox With A
Complete Lead Generation Strategy

The Intellectual Sales Process™ supports you in creating an Ideal Customer Profile. Build a winning lead generation program.

• Incorporate your top customers’ geographic, demographic, and psychographic information to build premium new customers
• Learn to build lead programs separate from those generated by your marketing department
• Systematically prioritize your leads
• Enhance your ability to confidently network
• Learn which leads are most likely to buy now

Repeatable Prospecting Strategy —
Keeps Your Pipeline Full

Unlike traditional prospecting, Intellectual Sales™ teaches you to only drive top qualified leads.

• Learn three critical steps to prospecting success
• Customize prospecting based on the job function of your buyers
• Engage decision makers in strategic discussions that drive business opportunities
• Practice utilizing the iSales™ Prospecting Tactics to increase your odds of qualifying prospects
• Command decision maker’s attention in prospecting letters and emails

Build Concrete Business Cases With
Quantifiable Rationale of
Why Prospects Should Buy  

The Intellectual Sales Process™ for New Business Development isn’t just a principle or theory. It is the practice of assisting potential customers in seeing the value of your solutions and motivating them to do business with you.

• Learn, practice and own six key steps to position yourself to win more deals by building a strong value proposition based on facts
• Study how to associate the impact of a prospect’s challenges on their bottom-line to your offerings at this seminar with real life examples and activities
• Utilize well-designed worksheets to guide your discussions during meetings
• Extracting a prospect’s wants, issues and needs allows you to build corresponding impact of those challenges on the prospect’s bottom-line

DAY THREE

Ensure Your Presentations
Influence Decision Makers

The real value of the Intellectual Sales Process™ is how efficiently each step ties into the next.

Present with influential command and power

• Evaluate and implement a substantiated method of delivering influential presentations
• Construct a completely custom presentation based on the Intellectual Sales™ Presentation Template
• Practice your presentations during class time to guarantee you commit the methods to memory

Efficiently Create Winning Sales Proposals

Imagine a sales proposal that sells as well as you. The Intellectual Sales Process™ Proposal System allows you to be creative in thought, while providing solid structure for developing a concise proposal. Never confusing customers or overwhelming them with basic information, it speaks directly to a prospect’s business objectives.

• Learn how to construct proposals specific to each prospect’s business situation
• Use the Intellectual Sales™ Proposal Template for guidance while you build custom proposals
• Understand and incorporate the seven components to building rock solid proposals
• Create the framework for proposals that you can take away and use immediately

Negotiations & Closing:
Get Prospects To Realize Their Business Challenges and
You will Close Opportunities Quicker

Position yourself as a master negotiator and opportunity closer. The Intellectual Sales Process™ is not a gimmick. It doesn’t focus on tricky or witty closing techniques.

It teaches you how to evaluate a prospect, present your solutions, and gain commitment for the sale. In the rare circumstance when you need to negotiate, you’ll no longer wonder what to do. You will:

• Practice gaining a negotiating stronghold based on your business strengths compared to the prospect’s business challenges
• Construct a negotiation and commitment strategy built on proven concepts
• Learn how to maneuver the opportunity based on value not price