Build & Sustain Mental Toughness
Emotions are powerful; they can be the fuel that motivates, while at the same time they have the potential to get in the way of our most important business and personal relationships. As John Kotter of Harvard Business School stated, “because of the furious pace of change in business today, difficult to manage relationships sabotage more business than anything else – it is not a question of strategy that gets us into trouble; it is a question of emotions.” Success in sales does not happen by accident. It is a process that occurs as we choose how to deal with prospects and customers in front of us. Each moment provides the opportunity to make critical decisions and work toward victory by expanding our vision, stretching out to accomplish our goals, as well as assuming full responsibility for living, growing and contributing. Participants will learn five key skills:
- Personal Awareness – The ability to recognize their influence on others.
- Integrity – The ability to let their intentions match their actions.
- Internal Motivation – The ability to do the right things for the right reasons.
- Empathy – The ability to recognize the emotions of others.
- Social Skills – The ability to build positive relationships.
Build Positive Relationships
The first step in unraveling any challenge in a relationship is to improve the skill of personal awareness. Once this skill is developed, a genuine appreciation for others develops. This is when the ability to lead, inspire, encourage, motivate, negotiate and persuade becomes a reality. During this session, each participant will receive and refer to a personal integrated behavior-motivator assessment and take part in group discussions and exercises to improve interpersonal communication. Once insight on how and why their own style of communication varies among specific people in various situations, positive relationships are established. Next comes the long-term positive results of collaboration. Participants will learn to:
- Become a student of non-verbal communication and tonality.
- Adapt their behavior style to meet the behavior styles of others.
- Build positive relationships with those considered to be their adversaries.
Create Actionable Goals
A person’s level of success is proportional to what they set out to accomplish. For this reason, goals are vital for success in business. The way goals are defined and stated provides the make-or-break difference. This session is designed to help establish focus. While dreams are important, they won’t become reality unless they are stated as measurable goals. Once measurable, they become a vital part of the strategic foundation for success in business and personal life. Participants will learn to:
- Create S.M.A.R.T. goals.
- Identify the difference between dreams and well-stated goals.
- Develop a strategy for goal accomplishment.
- Execute a tactical process for goal accomplishment.
- Identify motivation for personal goal achievement.
Leverage Your Time
Time is every human being’s single greatest non-replenishable resource. Even though it’s often stated otherwise, it’s not possible to save it, invest it or borrow it. However, it is possible to use it more effectively. Success in sales is contingent on setting goals and allocating quality time against highly leveraged activities to accomplish those goals. Participants will learn to:
- Delegate anything that isn’t part of their unique capability.
- Focus more than 85% of their time on important / non-urgent activities.
- Establish expectations to establish themselves as leaders.
- Eliminate time wasters.
Get on The RedRock Strategic Sales Path™
The mark of a RedRock trained sales professional is their skillful ability to persuade, negotiate, collaborate and quickly build trust along the RedRock Strategic Sales Path™. While many believe sales skills are innate, those who possess a high-level of perseverance in order to continuously improve know otherwise. In fact, these skills are developed over hours of planning, training, reinforcement and experience. This session will identify why 30-second commercials and elevator speeches are the old way of introduction. Even though they are effective in branding, they don’t inspire and engage others. Inspiration and engagement are built on the foundation of an emotional connection. Participants will learn to:
- Create an emotional connection with potential customers.
- Engage prospects by instantly establishing an emotional connection.
- Understand buyer emotion through non-verbal cues, spoken word and tone of voice.
- Use empathy skills when emotions are elevated.
Discover Buyer Motivation
During this session, participants will learn how to integrate age-old knowledge with modern techniques that will help their prospects make quick, non-analytical decisions using their own built-in short cuts. Sales people must understand that not every prospect is qualified to be a customer. For this reason, it is important that they discover this before they make a proposal. It is important to uncover problems. However, proposals for solutions based solely on problems uncovered are incomplete. Until there is an emotional connection, a sale will not happen. Participants will learn to:
- Be interesting by being interested.
- Gather information from prospects while making an emotional connection.
- Ask questions that will uncover the prospect’s budget and decision making process.
- Arrive as a solution provider, ask questions as a consultant and finish as a trusted advisor.
To attain a win/win agreement, a qualified and committed prospect must receive a proposal presentation so they can make a logical decision. For this to happen, a sales person must pair prospects’ concerns, budget and decision timelines with recommended solutions. During this session, participants will receive practical instruction on how to present proposals to key decision makers such as influencers, users and economic buyers. Intense role-play will help eliminate concessions to close sales. Participants will learn to:
- Improve closing ratios.
- Not let their proposals travel alone.
- Gain commitment and close the sale or close the file.
- Only make proposals they know will be accepted.
Align for Win / Win
It’s been said that no message has ever made it from one human brain to another with its original meaning completely intact. Combine this with the fact that the only constant today seems to be change, and you have a recipe for indecisiveness along the RedRock Strategic Sales Path™. During this session, participants will learn how to effectively handle objections at the closing table. Roundtable discussion and role play will help participants revise recommendations without giving concessions, to attain a win/win agreement. Participants will learn to:
- Negotiate without conceding.
- Negotiate collaboratively.
- Establish a win/win, walk-away position.
- Focus on interest not position.