The Seller's Protocol

Course details

In a tense marketplace, 'High-Tech / No-Touch' doesn't work. Understand that what got you here won't get you there - the stock answers of yesterday no longer apply. Enter the era of empathy, the connection that will get you there in sales and service. Assess your own interpersonal tendencies - and consider the 16 habits your customers want you to give up!

This course provides simple-to-use tools for maintaining and leveraging tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones.

When it comes to unveiling the powerful techniques for increasing sales and profits, as you will with What Got You Here Won't Get You There in Sales - we want you to be consciously aware of the assumptions that underlie our thinking:

Assumption 1: What we present is based upon scientific process. By this we mean that we are applying the results of quantitative research. What we offer you is not supposition, guesswork, or hopeful reckoning. We offer what we know to be true. It's already tested. Trust it.

Assumption 2: There is a bottom-line return on selling skills. Sales skills are not just "nice to know about." Go back to the concepts of human asset accounting. The condition of your human resources carries real value: the consensus is approximately twice current payroll. If your team's annual pay role is three quarters of a million dollars, then it carries an asset value of $1.5 million. Adopting a model of influence that gets the results you need, while improving the engagement of the core of your team can return very real dollars to the enterprise.

Assumption 3: Sales takes place in the moment. What Got You Here Won't Get You There in Sales and the Seller's Protocol represent that tools for real-time influence interactions, outbound or inbound, planned or unplanned. We need to be as effective in the moment as we might be if our interactions were a scheduled quarterly review.

Assumption 4: There is a difference between model and theory. This is a personal nod to the teachings of a mentor, Paul Hersey. While a theory can explain why a method succeeds or fails, a model allows you to replicate success. We offer you a Seller's Protocol; a model for correct conduct or action, based on scientific method, and built to affect a measurable return for you by making every selling moment count.

Simple Truths

I always like to close out any conversation of importance with what i like to call 'simple truths.' Simple can be defined as uncomplicated and easy to understand, and truth very simply is indisputable and conforming to reality. For this journey, our unique content - what we impart through multi-touch, coached, and actionable methodology - can be summed up within three simple truths about how to effectively sell, engage, and prosper in a no-normal world:

1. Learn to Be. In essence, learning to be present is the #1 sales competency of our era... learning to be aware.. to be attentive.. learning to be.

2. Learn to Follow. Learning to follow the power found in protocol, to adopt a proven prescribed approach to guide your interactions... this will get you there. In developing trust and rapport, as with any critical endeavor, there is power in process.

3. Learn to Ask. In a no-normal economy, sales professionals no longer have all the answers - you might be selling to someone that knows more than you do about your work.