• forest1
    "Nothing short of a surgeon's scalpel!
    Great material... to the point.
    A terrific "How To" session. Great job!"
    - Greg Matre Account Manager

Each learning module is explained below. Click on the following topics to link to the module.

Consulting with (Selling to) CxO's

BEST PRACTICE TOOLS: LEARNING MODULES:
Preparing The CxO Power Letter
How To Gain Trust
Value Proposition
Professional Meeting Confirmation Note
3-D Power Process Letter™
TTS Critical Event Timeline™
The Power Matrix™
Preparing The CxO Power Letter
  • Do Your Homework - Preparation
  • Have An Action Plan
  • How Do You Get A Meeting With A CxO?
  • How Do You Quickly Analyze an Annual Report?
  • How To Handle The Top CxO Objections?
  • Selling To CxO's Is NOT A Sales Call
  • What 2 Essential Elements Influence a Company's Long Term Viability?
  • What Are The 4 Key Initial Meeting CxO Goals?
  • What Are The 5 Major Types Of Business Costs?
  • What Are The 6 Key Decision Support Tools Used By CxO's?
  • What Are The 13 Key Financial Metrics?
  • What Are The Essential Elements Of A CxO Power Letter?
  • What Are The Essential Elements of A CxO Power Phone Script?
  • What Are The Key Characteristics of CxO's?
  • What Are The Top 2 Initial CxO Meeting Mistakes?
  • Questions are the Answers, and Do Not Sell!
  • What Are The Top 10 CxO Questions?
  • What Are The Top CEO Concerns?
  • What Are The Top CIO Concern?
  • What Is A CxO Power Matrix?
  • What Is Line vs. Matrix Organizational Structure?
  • What Is The CxO Power Message?
  • What Is The Key To CxO Communication?
  • What Is The Outline For A CxO meeting?
  • Where Does the Business Get Its Revenue?
  • What are the Profit Margins?
  • Who Is The Most Important Person?
  • Why Are There NO QUESTIONS In CxO Meetings?
  • Describe companies as to Average Revenue, Revenue Sources, Average Discounts, Profit Margins, Mix, and Major Costs
  • Gaining Trust, Consultative Selling

    BEST PRACTICE TOOLS: LEARNING MODULES:
    How To Gain Trust
    3-D™ Customer Decision Binder
    New Account Manager Intro Letter
    Professional Meeting Confirmation Note
    Professional Meeting Follow Up Note
    3-D Power Process Letter™
    Preparing The CxO Power Letter
    TTS Critical Event Timeline
  • Are Decisions Made Emotionally or Rationally?
  • How Do People Buy?
  • How Do People Make Decisions-The Trust Triangle
  • What Is The Value Of Driving A Generic Bid Spec Process?
  • How Do You Gain Trust & Control When You Have Made A Mistake?
  • How To Gain Trust?
  • How To Introduce a New Rep? New Rep Intro Letter?
  • How To Tell A Great Story, Build Trust, Situational Fluency, and Testimonial
  • Tell Me About Your Company and Product?
  • What Are The Key Factors In Customer Decisions?
  • What Is A Credibility Preface?
  • What Is A Mid-Term Business Partnership Review?
  • What Is A Naked Call?
  • What Is A Precious Moment?
  • What Is A Value Proposition?
  • What is the First and Most Important Sale?
  • What Is The Modified Golden Rule?
  • What Is The Trust Bank?
  • What Is The Trust Triangle?
  • What Is The Ultimate Consultative Selling Tool?
  • What Is TRUST?
  • What Makes A Sales Superstar?
  • What Product or Solution Should I Lead With?
  • What Role Does Your Mom Play In Consultative Selling?
  • Why Consultative Selling?
  • Why Did You Lose That Deal?
  • Why Does The Product Not Matter?
  • Why Should I Buy Your Solution-Credibility Preface?
  • Why do People Buy?
  • Guiding (Controlling) the Sale

    BEST PRACTICE TOOLS: LEARNING MODULES:
    TTS Critical Event Timeline
    3-D™ Customer Decision Binder
    3-D Power Process Letter™
    Executive Meeting Prep Document
    Request For Bid Letter
    Supplier Presentation / Demonstration Protocol Invitation
    Supplier Demonstration/Presentation/ Site Visit Report Card
    Presentation – Demonstration - Site Visit – Executive Briefing Prep Script
    Professional Meeting Confirmation Note
    Professional Meeting Follow Up Note
    How To Gain Trust
  • How Do I Create A Sense Of Urgency With My Customer?
  • What Is The Value Of Driving A Generic Bid Spec Process?
  • How Do You Build A TTS Critical Event Timeline?
  • What Power Phrase Is Used To Open Each Sales Call?
  • What Power Phrase Is Used To Conclude Each Sales Call?
  • How Do You Create A Critical Event Date?
  • How Do You Guide The Customer Buying Process?
  • How Do You Respond To: "I Need A Presentation or Site Visit?"
  • How Do You Respond To "Send A Quote To Me?"
  • How Do You Respond To An Unsolicited Bid Request?
  • What Are The Essential Elements Of The 3-D Power Letter?
  • What Are The Goals Of The 3-D Power Letter?
  • What Are The Magic Words That Will Drive The Buying Process?
  • What Are The Top 13.5 Reasons For 3-D?
  • Discover, Document and Drive The Buying Process
  • What If My Customer Does Not Have A Buying Process?
  • What Is The BMPCC Account Qualification Strategy?
  • Preventing Special Assignment
  • Who Will Win The Deal?
  • Why Are The Customer's Consultants akin to Cockroaches?
  • Why Is The Customer's Buying Process Like A Car or Boat Trip?
  • How To Sell Multi-year Service Agreements At The Time Of Equipment Purchase?
  • Sales Strategy

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Strategy: Definition – When To Deploy
    How To Deploy
    Disengage Letter
    Response To Unsolicited Bid Letter
    TTS Critical Event Timeline
  • What Are The 3 Change The Game Strategies?
  • What Are The 8 Major Account Sales Strategies?
  • What Are The Key Questions In Setting and Deploying Strategy?
  • What Is The Accelerate Strategy?
  • What Is The Change The Game/New Game Strategy?
  • What Is The Delay Strategy?
  • What Is The Disengage Strategy?
  • What Is The Expand The Pie Strategy?
  • What Is The Frontal Attack Strategy?
  • What Is The Reduce The Pie Strategy?
  • What Is The Sole Source Strategy?
  • Why Are Tactics & Relationships Critical To Any Strategy?
  • Why Do You Need A Sales Strategy?
  • Why Is Strategy Important For A Major Account Review & Rock Solid Forecasting?
  • Why Is Strategy Important To Guiding (Controlling) The Sale?
  • Presentation Skills

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Presentation – Demonstration - Site Visit
    Executive Briefing Prep Script
    Executive Meeting Prep Document
    Supplier Demonstration/Presentation/ Site Visit Report Card
    Supplier Presentation / Demonstration Protocol Invitation
    Professional Meeting Confirmation Note
    Professional Meeting Follow Up Note
    TTS Critical Event Timeline
    How To Gain Trust
  • Do You Want To Be First, Middle, or Last In A Presentation?
  • Do You Want Color or Black and White Slides?
  • How Do You Handle Diverse Crowds?
  • What (Who) Are Slides For?
  • What Are Proposal Best Practices?
  • What Are The 6 Steps To A Perfect Presentation Preparation Letter?
  • What Are The Top 13 Presentation Mistakes?
  • What Does It Mean To Clear A Slide?
  • What Is The 4 X 4 Rule?
  • What Is The Best Outline For A Presentation?
  • What Is The Best Way To Make Your Presentation Stand Out?
  • Where Should You Stand: Left or Right?
  • Why Are Questions More Important Than Presentation?
  • Why Must Your Presentation Use Emotion?
  • What Power Phrase Is Used To Open Each Sales Call?
  • What Power Phrase Is Used To Conclude Each Sales Call?
  • Selling Value

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Value Analysis Template
    Budgetary Pricing Letter Format
    TTS Critical Event Timeline
    Value Proposition
    How To Gain Trust
  • What Is The Impact Of Discounting On Earnings?
  • At What Point In The Sales Process Do You Provide A Formal Quote?
  • How To Sell Multi-year Service Agreements At The Time Of Equipment Purchase?
  • How Do You Handle No Charge or Concession Situations?
  • How Do You Justify A Price Difference?
  • How Do You Reply to, "I need a quote?"
  • How Do You Reply to, "Is That Your Best Price?" or "What Can You Do For Us On The Price?"
  • What Is The Value Of Driving A Generic Bid Spec Process?
  • How Do You Respond To, "Your Price Is Too High?"
  • How Do You Respond To A Customer Who obsesses About Price?
  • How Do You Sell Value With A Commodity?
  • How Do You Use "Reduction To The Ridiculous" To Reduce Price Pressure?
  • How Do You Use The Product Hierarchy To Relieve Price Pressure?
  • How Does an Iceberg Help Us To Understand Value?
  • How Much Does It Cost?
  • What Are The Implications Of Stumbling Over The Price Question?
  • What Are Our Goals In Selling Value?
  • What Is A Value Matrix?
  • What Is The Connection Between Price and Risk?
  • What Is The Definition Of Value?
  • What Is The Key To Selling-Justifying Value and Holding Price
  • What Is The Law Of Capitalistic Economies and How Does It Help Us The Reduce Price Pressure?
  • When Will A Customer Buy From Me?
  • Objection Handling

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Agreement Status and Resolution Document
    Tradeoffs Matrix
    Close Plan Letter
    TTS Critical Event Timeline
  • Objection Handling Step One: How Do You Measure A Person’s Intelligence?
  • What Is The Objection Power Quote?
  • What Are The 6 Strategies To Consider When Addressing The “Don't Call Above My Head” Objection?
  • How Do You Handle Objections With Credibility?
  • How Do You Handle The Tough Objections?
  • What Are The 7 Key Steps In Addressing Any Objection?
  • How Do You Use Tradeoffs When Addressing Objections?
  • What Qualifies As An Acceptable Tradeoff
  • How Do You Respond To "Your Price Is Too High?"
  • How To Handle The Top CxO Objections?
  • Negotiation

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Negotiation Trade Matrix
    Negotiation Follow Up Letter
    Professional Meeting Confirmation Note
    Professional Meeting Follow Up Note
    Agreement Status and Resolution Document
    How To Gain Trust
    TTS Critical Event Timeline
    The Power Matrix™
    Preparing The CxO Power Letter
  • At What Point In The Sales Process Do You Provide A Formal Quote?
  • How Do You Prepare For A Negotiation?
  • What Are SSO's?
  • What Is The Trade Matrix?
  • What Can A Cave Man Teach Us About Negotiations?
  • What Can A Snail Teach Us About Negotiations?
  • What Can The Lone Ranger Teach Us About Negotiations?
  • What If Your Customer Can Get A Cheaper Solution From Your Competition?
  • What If your Customer allows the Agreement Expiration Date to expire but wants the same deal?
  • What Is A Negotiation Follow-Up Letter and How Is It Used?
  • What Is our "Walk" Position?
  • What Is The Biggest Negotiation Mistake?
  • What Is The Negotiation Follow-Up Letter?
  • What Is The Power Word In Negotiations?
  • What Is The Sharp Angle Approach To Negotiations?
  • Who Should Offer To Go First?
  • Why Do You Save The Hardest Issues For Last?
  • Why Must Every Offer Have An Expiration Date?
  • Why Must You Be Aware Of "Chip?"
  • Why Must You Keep Track Of All Concession?
  • Why Must You Know The Cost Of "No"?
  • Why Must You Know Your Opponent?
  • Why Must You Understand The Emotional Side Of Negotiations?
  • Why Should Negotiations Not Considered Be Considered An Event?
  • Why Should You Get All The Issues On The Table Before Starting?
  • With Whom Should We Be Negotiating?
  • Gaining Commitment-Closing Sales

    BEST PRACTICE TOOLS: LEARNING MODULES:
    Professional Meeting Confirmation Note
    Close Plan Letter
    Professional Meeting Follow-Up Note
    Negotiation Follow Up Letter
    Negotiation Trade Matrix
    Agreement Status and Resolution Document
    How To Gain Trust
    Win Letter
    Loss Letter
    Exceeding Expectations Meeting Document
  • Expiration date expired but my Customer wants the same deal?
  • How Do You Create A Sense Of Urgency, or a Critical Event With Your Customer?
  • How Do You Define Closing?
  • What Exactly Are We Closing For At The End Of The Buying Process?
  • What Is A Close Plan Letter? How Is It Used?
  • What Is A Exceeding Expectations Meeting? Format?
  • What Is A Loss Feedback Meeting? Why Is It Critical?
  • What Is A Loss Letter? How Is It Used?
  • What Is A Negotiation Follow Up Letter and How Is It Used?
  • What Is A Win Letter and How Is It Used?
  • What Is Cognitive Dissonance? Why Is It Important To Understand?
  • What Is The Agreement Status & Resolution Matrix?
  • How Do You Create It?
  • What Is The Alternative Of Choice Close?
  • What Is The Higher Authority Close?
  • What Is The Puppy Dog Close?
  • What Is The Report Card Close?
  • What Is The Scale Of 1-10 Close?
  • What Is The Sharp Angle Close?
  • What Is The Similar Situation Close?
  • What Is The Simple Question Close?
  • What Is The Summary Close?
  • What Should You Do After Asking A Closing Question?
  • When Does An Order Become An Official Order?
  • Why Must Every Offer Have An Expiration Date?
  • Value Proposition

    BEST PRACTICE TOOLS: LEARNING MODULES:
    The Customized Value Proposition
  • Promise
  • Enablers
  • Unique Competitive Advantage and Benefits
  • Justification – The Busienss Case
  • Proof
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