My Goal for YOU:
To help you win in the new economy, where the approach to selling to prospective customers has changed – where traditional sales strategies no longer work at scale – and where your teams must shift their mindset to succeed in sales.
To show you why a sales and operation system will be your key to winning with a scalable sales experience.
If any of these sound like something you think or say about your sales team…
• “Why can’t find the right salespeople who want to work and succeed?”
• “Our salespeople are all doing their own thing, we don’t have a standard sales process.”
• “We tried rolling out a required sales process, but no one wanted to follow it.”
• “I wish we could get consistent results, instead of our deal volume going up and down constantly. Oh, and why can’t we seem to have a reliable time to close?”
• “My manager(s) does a fairly good job, but maybe they were a better salesperson that leader.”
Summary of Workshop:
For several years now, brand loyalty has been driven by experience versus product or price. And, in a world of overwhelming abundance, customers most often have the power to select or ignore salespeople based on their experience.
How is your company responding? Are you taking the sales experience to heart by having a strategic, customer-centric journey with a seamless experience? Keeping pace with rapidly changing expectations is essential to the success of your business, and it pays dividends to heed Albert Einstein's words, "The problems that exist in the world today cannot be solved by the level of thinking that created them."
Join Jason Cutter, CEO of Cutter Consulting Group, professional speaker, author of Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker and Reasons NOT To Focus On The Sales Experience, and host of the Authentic Persuasion Show podcast. He will share what he has learned from running sales teams, advising companies across dozens of verticals, different sales modes, and even in multiple countries, as well as observations made when his team ‘mystery shopped’ over 100 companies.
Some of the primary takeaways will be
• Why the standard sales model doesn't work
• What consumers are actually looking for now
• Why the competitive advantage is the Sales Experience
• Mindset shifts for salespeople to make
• A sales process foundation to use in every sales call
Ideals for Orgs:
- That want to close more deals
- Have “B” and “C” salespeople on the team, and want to move them up towards being “A” players (and don’t want to be held captive by the current rockstar, A players)
- May or may not currently have a structured sales process that the salespeople follow
- That have a growth mindset, always want to be learning and growing, and are constantly looking to provide additional training for their team
- Any industry, sales process, sales cycle length – as long as what is being sold is a “considered purchase” (meaning that there is a qualification process, and then the determination of what solution “fits” best)
- Where long term clients are the key to success and Lifetime Value is important
- That are using humans (salespeople) to persuade other humans (prospects) to move forward to become clients or persuade humans (clients) to spend more or continue to pay your company. Humans are unpredictable and at times messy, confusing, and tough to motivate and persuade.
Topics we’ll cover:
Your Salespeople
• What creates Order Takers, and why they don’t close more sales
• Signs of an Order Taker to look for
• Moving your Order Takers to Deal Makers
Your Sales Process
• What your potential customers want/need/crave
• Understanding the One Thing Prospects all fear (and how to overcome it)
• Using the Authentic Persuasion Pathway to close more deals
Your Leadership
• Ways to avoid making the classic sales leadership mistake
• Closing Effectiveness Curve (Why Sales Slumps happen)
• Motivation – Intrinsic, not extrinsic
• Sales Success Formula
• Setting goals and holding your team accountable
Your Recruiting
• What you are really searching for in a new hire
• Recruiting for your ideal team that fits with your company culture and goals
You will also receive:
- Signed, physical copies of:
o Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker
o Reasons NOT To Focus On The Sales Experience: A Comprehensive Guide
o Voices For Leadership
- Digital Copies of the 3-part eBook A Sales Consultant’s Guide series
