The Science of Developing Opportunities

includes:

Module 1 - Sales Success Plans

Use ASK’s Sales Success Planning worksheet, included with this module, to plug in sales and income targets, and watch as the formula gives you the weekly activities required. These numbers can be used weeks or months in advance to predict sales success or failure.

Module 2 - Ideal Customer Profiles

This module clearly defines the process by which you narrow the scope of your search for opportunities to only those customers whose businesses that can be measurably impacted by your solutions. The document included with this module (Ideal Customer Profile) allows you to create a database of businesses who are ideal for each product and service your company offers. You’ll know what problems need to be uncovered, what negative impact you can eliminate, questions to ask, and research to conduct, to make certain you are converting cold calls into hot leads.

Module 3 - Pre-call Research

Never before has there been such an opportunity conduct research and collect information to maximize your opportunity to contact the right businesses, at the right time, and in the right way. You may only have one shot at a decision maker. Your aim, your information, better be really good. If you want to ensure you’ll be able to engage every decision maker you contact, this module is an absolute must to increase your prospecting productivity and efficiency.

Module 4 - Securing Appointments

This methodology builds on ASK’s Ideal Customer Profile and pre-call research to ensure engagement with any decision maker your call. Finally, decision makers will want to, NEED to, hear what you have to say.

Want to stop cold calling?

We have news for you.

You’re prospects want you to stop, too. 

It’s annoying, intrusive, and frankly, hasn’t been effective in years, maybe never. In stark contrast to traditional methodologies, this segment will show you how to develop clearly defined sales success plans, then execute a process to turn ‘cold calls’ into ‘hot leads.’ 

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The Science of qualifying

includes:

 

Are your salespeople closing less than 25% of proposals submitted?

If so, you can be certain you are working UNQUALIFIED opportunities. It’s one of the primary reasons sales people fail.

What is the key to qualifying? Its INFORMATION. The more of it a salesperson gathers, and the higher its quality, the greater the opportunity to earn a prospect’s business.

This is a bold statement, but we GUARANTEE your reps aren’t collecting the information they need to fully qualify

ASK’s Science of Qualifying removes any obstacle that stands between a sales person and the information they need to qualify.

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Module 1-Introduction

Module 1 – Introduction: Opens the door to your Journey to Sales Transformation and the truth about selling. You’ll begin to see selling in a completely different light, through the lens of your most valuable asset, your customer. You’ll  learn the science behind behavioral change, as well as how to motivate yourself and/or those you manage to continue the journey to selling excellence.

Module 2 – Information Objectives

Module 2 – Information Objectives:  Clearly and completely defines ALL information required to fully qualify and, most importantly, best serve customers. No stone is left unturned. For the first time in your sales career, everything you’ve missed will be revealed, every win and loss explained. The journey to change starts here.

Module 3 – How businesses make decisions

Module 3 – How businesses make decisions: This module was developed with the help of Mark Evan Furman, a former colleague of Tony Robbins. In it, we break down, in simple but powerful terms, how businesses operate and what drives their actions and behaviors, including buying decisions. The graphic from this module may become your next tattoo.

Module 4 – Objective and agenda

Module 4 –  Objective and agenda: In this module, you’ll learn how to instantly align your objectives with your customer’s and create meeting agendas that ensure your customers will not only want to participate, but  give you all the information necessary for them to make the best decision possible.

Module 5 – Business state and gaps

Module 5 – Business state and gaps: Become an expert in your customer’s business and market segment with our proprietary, trademarked methodology for uncovering business issues, including gaps that exist in your customer’s business performance. Your journey to presenting the most impactful solution begins here

Module 6 – Evaluators and commonalities

Module 6 – Evaluators and commonalities: Businesses don’t make decisions, people do. Learn how to identify different types of evaluators, their level of influence, as well as person-o-person and business-to-business commonalities that ensure you’ll be the best possible partner

Module 7 – Decision history

Module 7 – Decision history: Someones pervious decisions don’t necessarily predict their future behavior, but they are connected. Learn how an evaluator’s journey to your current opportunity can effect the outcome of their decision

Module 8 - Alternatives/favored alternative

Module 8 – Alternatives/favored alternative: There is no such thing as a level playing field. Learn to not only uncover who and what you’re competing against, but reveal the alternative your evaluator believes is best

Module 9 - Current product, support, company and expense

Module 9 – Current product, support, company and expense: Doing nothing, keeping what they currently have, is often an alternative for your evaluators. Learn to not only understand what they have in place, but expose gaps in how it’s performing, how it’s being supported and what they are paying for it

Module 10 – Decision Criteria for product, support, company

Module 10 – Decision Criteria for product, support, company: This module will change the way you qualify for the remainder of your career.  Abandon ‘needs satisfaction’ selling and use this powerful, proprietary, trade-marked process to help your evaluators identify the standards by which they’ll determine which solution is best. You’ll never qualify the same way again. Ever. Promise.

Module 11 – Decision criteria for expense

Module 11 – Decision criteria for expense: Not only learn to reveal what the evaluator has to spend, but what combination of numbers will help them justify their purchase.

Module 12 – Your company

Module 12 – Your company: Not all companies are created equal, though from your evaluators perspective, they may seem equal enough. Even if your company has no single unique characteristics, learn how to position your company as being unique, and the best possible partner for your customer

Module 13 – Decision stages

Module 13 – Decision stages:  A lot can happen from the time you first meet with a prospect to the time they make a decision and implement a solution. In this module, learn to be a true trusted advisor by helping define the evaluator’s journey to the best decision possible.

science of presenting WORKSHOP

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Module 1 - Presentation Objective and Agenda

An effective sales close is dependent on how effective a salesperson is in defining presentation objectives and creating clearly defined agendas to support the desired outcome. This module takes the mystery out of ‘closing’ a sale and creates a clear path for both buyer and seller to achieve their mutual objectives.

Module 2 – Presentation Flow and Content

Part 1 of this module shows you how to capitalize on the understanding that buying is a somewhat emotional experience, conducting your presentations with the greatest emotional appeal. Part 2 shows you how to build presentations that separate you from the pack, maximizing impact on your customers business, and proving the superiority of your solutions. 

Module 3 - Presentation Methodology

Yes, this module can change your life. We’ve built a methodology on known human activity drivers and the science of social predictability, that shows you how to prove you have the best solution to virtually every prospect to whom you present. This methodology connects the invaluable information collected in our Science of qualifying module, to clearly show your prospects how, as a partner and business consultant, we maximize impact on what they’re trying to accomplish with their business.  

 

If you’re closing less than a third of the proposals you submit, how compelling do you believe your presentations are?

If you look closely at your company’s next sales presentation you may find it is a data dump with little emphasis on a buyer’s business with too much energy spent explaining why the sales person believes they can meet the prospect’s “needs.”

Not Smart. 

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science of negotiating & handling objections

includes:

  • Uncovering “hidden” objections
  • Understanding the difference between objections and conditions
  • Negotiating from a position of strength
  • Identifying prospects who are simply trying to negotiate a better deal
  • Determining how significant the prospect’s concern is avoiding “positional” negotiation and the damage it can do
  • Creating an environment of cooperation
  • Determining precisely what must be done (from the buyer’s perspective) to remove any obstacle
  • Methods and tools to move the discussion away from price
  • Identifying the minimum price adjustment needed to win

YOU DON’T HAVE TO LOWER YOUR PRICE TO WIN

Are your sales people giving away your profit margins unnecessarily? Probably.

BUT WHY? Because many sales people believe that cutting their price is necessary in order to win.

While this may be true in some cases, it is rarely required with the frequency and to the degree with which it is done. 

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the science of sales management MODULE

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Stop Trying to Manage Sales

That’s right. It is time to stop trying to manage sales. Why? 

Despite what you may have learned in the past, you cannot manage sales.

Sales are the output of a process, and YOU CAN’T MANAGE OUTPUT.

The key to continuous sales growth lies in an understanding of how to manage the variables that lead to sales success.

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  • How the selection process for managers creates barriers to their success 
  • The key variables they must manage for more predictable sales results 
  • Creating personal business plans that hold sales people accountable 
  • Three types of motivation and how to use them for maximum effectiveness 
  • Managing activity to higher levels 
  • How to develop sales strategies that teach reps and win sales 
  • How to use questions to coach reps to greater performance 
  • How to make certain sales opportunities are truly qualified 
  • The root causes of sales rep failure and how to identify them 
  • How to develop sales reps skills and knowledge 
  • How to reduce turnover and shorten ramp-up times 

Smart business leaders know

that when hiring sales people, you have an obligation to define the process by which they can be successful.