|
Dan Adams developed
Trust Triangle Selling™ utilizing best selling practices for
professionals who experience demands or challenges in the following
sales situations:
- Selling to Senior Executives
- High Risk Account Management
- Major Account Sales
- High Tech Selling
- Medical Technology
- Software Sales
- Long Term Relationships
- Highly Educated Customer
- Long Cycle Times
The course content and
workshops are intensive programs resulting in immediate return to
your bottom line. Attendees will learn fresh ideas and proven REAL-WORLD
selling strategies, scenarios, and solutions which will have an
instant affect on sales. The course and content have been customized
to reflect your team's targeted needs. Dan personally conducts all
sales
training programs, enhancing the experience with over 20 years
of sales and marketing expertise. (see About
Us). The TTS selling course is comprised of several training
modules.
- Consultative
Selling
- The
Value Proposition
- Selling
To Senior Executives
- Prospecting
& Questioning Skills
- Account
Qualification & Rock-Solid Forecasting
- Guiding
the Sale : 3-D™
- Presentation
Skills
- Sales
Strategy & Major Account Opportunity Management
- Objection
Handling
- Selling
Value
- Negotiation
- Gaining
Commitment - Closing Skills
- Letters,
Templates, and Best Practices
TRUST
TRIANGLE SELLING™
Secrets
of the Sales Superstars™
Learning
Modules
1.
Consultative Selling
- Why Consultative Selling?
- What is the Trust Triangle™?
- Why is differentiation the key to buying decisions?
- How do people make complex decisions?
- What are the 3 reasons people buy?
- How are decisions made in large complex organizations?
- Strategic Selling vs. Transactional Selling?
- Why is your Mother so important to selling consultatively?
- What category of sale rep are you? Visitor, Product Peddler,
Consultant?
- What style do customers want?
- How do relationships impact sales?
- How do you gain credibility in an account?
- How do you address competitive discussions?
- Why should I buy your product? Response?
- What is the Personality Grid and how do you use it?
- What are the two different types of credibility? Why are they
so important?
- What is the value of relationships?
- What is a "Naked" call?
- Why you should test your credibility on every call?
- What is a "throw away?" When is it used?
- How does a Superstar discuss the competition and GAIN credibility?
- When does the consultant initiate price discussions?
- What is a credibility preface? How do you use it?
- When is it appropriate to back up the truck?
2.
The Value Proposition - Articulated Sales Message
•
What is your role at your company? Your response??
•
What are the 5 major components of a powerful Value Proposition?
•
How do you develop a powerful value proposition for your company,
your product or solution?
3.
Selling To Senior Executives
•
What is the vocabulary of the consultant?
•
What language does each key executive speak?
•
What are the top 10 "must-know" concepts to earn your
"MBA-Lite™"
•
What are the 10 Secrets which Superstars call upon when working
with Senior Level Executives (CxO's)?
•
How do you get the attention of: CEO's, CFO's, COO's, CIO CPO's?
•
How do you respond to: "Don't go over my head to call on
Mr. Big"?
•
What is organizational alignment?
•
What are the characteristics of a "CxO"?
•
What's a "CxO" Letter? How do you write a "CxO"
letter?
•
How do you follow up a CxO meeting?
•
What is the difference in preparation for a senior level executive
meeting?
•
How do you conduct yourself at the meeting?
•
Why do you not ask questions when meeting with a CxO?
•
What is the proper presentation format for a CxO meeting?
•
What are the secrets of Board-Level Selling?
•
What role does a consultant play?
•
What role does a partner play? What are their needs?
•
What is the pain chain?
4.
Prospecting & Questioning Skills
•
What is the “COW” questioning strategy?
•
What is questioning drill down?
•
What are you uncovering?
•
Why do questions kill?
•
What are the steps to building a "Prospecting Machine™"?
•
Power questions?
5.
Account Qualification & Rock-Solid Forecasting
•
How do you insure that you are not wasting your "scarce resources"
or your company's "scarce resources"?
•
Account Qualification Strategy: ( Be My
Personal Cash Cow)
account qualification strategy?
The
Fabulous Five:
•
B
•
M
•
P
•
C
•
C
6.
Guiding the Sale : 3-D Discover, Document and Drive the Customer's
Buying Process
•
What is Quid Pro Quo?
•
Why is Quid Pro Quo so essential for the consultant?
•
What is column fodder and how do you avoid it?
•
How do you create and utilize the Customer Decision Binder?
•
How do you gain & maintain control? Respond: "I need
a quote on your product."
•
What are the top 11 reasons why Superstars use 3-D™?
•
How do you use a Confidentiality Agreement or MOU?
•
What is a sponsor letter?
•
How do you respond to a "surprise" bid request?
•
What is your cost of sales and why must you know the specifics
of this cost?
•
Customer: "I don't know what our process is." Response?
•
Customer: "We don't need any help with our process." Response?
•
What is the power curve?
•
What is the #1 key to gaining and maintaining account control?
•
Each call begins with? Ends with?
•
Why is the "Sales Process" irrelevant to true Superstars?
•
What is the typical sale process? What is the time line analysis,
and where
does each type of rep get involved? Where do you get
involved?
7.
Presentation Skills
- What's
the Tell, Tell, Tell presentation Format?
- Why
must you customize?
- Presentation
/ customer prep script?
- Presentation
Outline?
- How
do you handle interruptions?
- Value
of preparation?
- Value
of customization?
- Follow-up
plans?
- How
do you handle a mixed audience (CxO, User, Gatekeeper, Technical)
8.
Sales Strategy & Major Account Opportunity Management
•
Why do you need a strategy?
•
What are the components of a major account sales strategy plan?
•
What are the 8 Major Account Strategies?
•
Under what circumstances is each strategy deployed?
•
Your Manager asks: "What is your Strategy to Win?" Your
response?
9.
Objection Handling
•
What are the 8 steps to handling any objection?
•
How do you construct and use the Objection Vaporizer™?
•
What are the four golden questions to ask when your customer says: "Your
price is too high!"?
•
Reduction to the ridiculous strategy?
10.
Selling Value
- Define
Value?
- What
are the 7 best practices related to handling price pressure?
- What
is the Value Matrix?
- What
are the implications of stumbling over the price question?
- How
does Account Control assist you in selling value?
-
At what point in the selling process is your price discussed?
- Your
Price Is Too High": What are the 7 best practices related to handling
price pressure?
- What
do customers want when they ask you for a quote or price?
- How
do you use the hierarchy to sell value and relieve price pressure?
- Why
should you "never" quote your product?
- Why
must you know what it costs for your customer to say "no" to your
offering?
- How
do you convince your internal coach to fight for you?
11.
Negotiation
•
How can good negotiation skills directly increase a company's
stock price?
•
The biggest negotiation sin: make sure it's fully baked
•
What are the 8 key questions to answer before negotiating?
•
How do you construct and utilize "trade matrix"?
•
What role does initial selling price, ROI, & TCO have in negotiations?
•
Why negotiate only with decision makers?
•
Why must you know your competition and client?
•
Who's "Chip" and why must you anticipate his moves?
•
Why must you know your "walk" position
•
Who's the lone ranger and why is he dead?
•
Why must you understand your contribution margin?
•
What are snail negotiations?
•
What is piece-meal negotiation and why must you never, ever, negotiate
piece-meal?
•
The most powerful negotiation tool: I'm just a caveman!
•
What is the negotiation follow-up letter and what purpose does
it serve?
•
What is the "win letter" and what purpose does it serve?
•
What is the "loss letter" and what purpose does it serve?
•
What is the "close plan letter" and what purpose does it serve?
•
What is the "agreement status and resolution document" and what
purpose does it serve?
•
How to you make use of "MEO's": Multiple Equal Offers?
•
How do you win with e-sourcing and on-line reverse auctions
•
What are the four golden questions to ask when your customer says: "Your
price is too high"?
•
When should you provide a formal quote for your product?
•
At what point in the selling process is your price discussed?
•
How do you handle hostile negotiations?
•
When in the selling process do negotiations begin?
•
Who shoots first in a formal negotiation and why does it pay to
be a gentleman?
•
Why should every offer include an expiration date? What can
you do if the client lets the expiration date pass but still wants
the same deal?
•
When are terms and conditions discussed?
•
Should the hardest issues come first or last?
12.
Gaining Commitment - Closing Skills
•
Define Closing?
•
When does the Superstar close?
•
What are the 9 types of closes?
•
What is a close plan letter and how do you use it?
•
How do you use Contingent P.O. & Binding Letter of Intent
•
Congratulations you won, now what?
•
What is the Exceeding Expectations Meeting?
13.
LETTERS, TEMPLATES & BEST PRACTICES
TRUST
TRIANGLE SELLING™ workshops are focused on the best practices of
sales superstars who have excelled in the High Technology Healthcare
industry. Attendees will receive numerous customized templates,
letters and strategies which can be put together immediately to
significantly impact this quarter's targets. Below are some
examples:
•
Request for Vendor References
•
Customer Decision Binder
•
Vendor Report Card
•
New Account Introduction Letter
•
Customer Buying Process Decision Binder
•
Simple Process Letter
•
Buying Process: Table Format
•
Buying Process: Time Line Format
•
Buying Process: Calendar Format
•
Buying Process: Gantt Chart Format
•
Presentation Protocol Letter
•
Presentation Report Card
•
Request for Proposal Cover Letter
•
Request for Proposal Excerpt
•
Mutual Memo of Understanding
•
Value Proposition Worksheet
•
Power Letter and Phone
Script
•
Territory Attack Plan
•
BMPCC Account Qualification Template
•
Power Quid Pro Quo Letter
•
Response to a Surprise Proposal Request
•
Strategic Account Plan
•
Customer Decision Matrix
•
Disengage Letter
•
Budgetary Pricing Letter
•
Budgetary Pricing Proposal
•
Selling Value Matrix
•
Value-Added Matrix
•
Objection Vaporizer
•
Trade Matrix
•
Negotiation Follow-up Letter
•
Win Letter
•
Close Plan Letter
•
Loss Letter
•
Meeting Action Item, Follow Up Letter
 |
