MJ Sales Solutions

The iSELL™ course is customized to your company's unique market situation with exercises and role-plays derived from your everyday world. Students are also given individual coaching to assist in integration.

The "Knowing-Doing Gap"

It is a well-known trait that humans hate change. Behaviors that pull us out of our comfort zone are generally ignored or deemed inappropriate. We call this the "Knowing-Doing Gap." They know what to do; they're just not doing it!

What about your sales organization? Have you seen any of these dynamics?

• Wasting time with the wrong prospects and deals
• Providing "free consulting" (proposals, presentation, samples, demos, etc) with little to show for      your efforts.
• Weak relationships with the key decision makers
• Giving up margin to close the deal
• Going after the low hanging fruit
• Little cross selling

These are signs that your people are wasting precious resources.

iSELL™ Course Outline

Great athletes realize that good attitude is essential for excellence. Tiger Woods has said that his success is "10% skill and 90% attitude." To excel in any endeavor, the individual must have the confidence, motivation and desire necessary to push themselves and take on new behaviors - regardless of the discomfort.

That's why all of our sales training programs begin with our iAM™ course material. iAM™ is a unique sales training approach that empowers individuals to break through their self-imposed limitations and frees them to perform at the top of their game.

Employees who take iSELL™ will learn the following:

• How to dissipate the prospect's resistance to being sold and help them to close themselves
• Techniques to create instant and lasting rapport
• How to thoroughly qualify the opportunity for needs, budget and decision before expending valuable presentation, quotation and demo resources.

Enhancing your confidence and personal presence

Using the techniques of great athletes to enhance confidence, resourcefulness and personal presence through individual and group coaching.

Goal setting

• Setting your personal and professional goals.

Time Management

• Being busy does not equal being effective.

Dynamics of the client - vendor relationship

• It doesn't have to be adversarial if you learn to change the rules.

Bonding and rapport

• Psychology of human interaction.

Active listening

• Learning how to ask questions to probe for information.

Pain

• Discover and leverage the prospect's emotional pain to propel them to buy.

Budget

• Techniques for uncovering budget information.

Decision

• The who, what, where, when and how of the client's decision-making process.

Presentation

• How to present your solution and close the deal.

How to make your message irresistible

• And to position you as an indispensable partner.

Getting invited in

• Essentials of getting to the right people.

Role-play

• Individual and group role-play using action scenarios to enhance learning and competence.

Call 831-688-6811 TODAY for a free consultation!