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iSell™

359iSELL™ is designed with the sales professional in mind. This course consists of lecture, role-play, homework, one-on-one coaching and in-field training. The course is designed to ensure that the student is thoroughly trained and comfortable with the material in every likely situation-not just for two weeks after the course ends, but for a lifetime.

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.