Strategic Motivational Selling

Creating a Winning Consultative Sales Approach

This workshop is designed to help Salespeople to “connect” with the inner motivation of today’s prospects. This is an experiential workshop where you will create an effective action plan to close the sale for your very “real” opportunities. Considerable time will be spent on selling to the modern buyer who does not like to be sold to.

This workshop is offered within organizations for groups of 5 people or more.

Course duration: 2 days
Course language: English

Program Topics

 Introduction – Identification of sales opportunities

  • Preliminary presentations of opportunities
  • Effective presentation techniques

Dealing with Natural Resistance

  • Strategies for Dealing with Resistance

Understanding Yourself

  • 4 Behavioural Styles – DiSC Analysis
  • Behaviours and Motivators™ – Sales Version

Selling and Connecting to the Gen X and Gen Y

  • Understanding how the modern buyer has changed

Emotional Intelligence – Staying Motivated

  • 5 EI Competencies and the Law of Attraction

Sales Skill Index™ – Natural Tendencies in Selling

Six Key Steps to Persuade Others (PAIDAY)

  1. Prepare and adjust to People
      •  Client/Prospect’s Motivation Profile
  2. Catch Attention – W.I.I.F.M.?
  3. Arouse Interest – Qualifying, Present Benefits
  4. Stimulate Desire – Dealing with Objections
  5. Motive Action – 3 Effective Closing Techniques
  6. Ensure You Follow Up – Within 30 Days

Final presentations of opportunities

A Committed Action Plan to improve your Sales

Unique Workshop Features include these personal self-awareness tools:

  • Behaviours and Motivators™ – Sales Version
  • Sales Skills Index ™
  • Optional Follow Up Coaching

At the end of this workshop, you will be able to:

  • Deal with Natural Resistance to New Ideas
  • Use 6 Key Steps to Persuade Others
  • Understand 4 Behavioural Styles – Your sales approach
  • Understand 6 Fundamental Attitudes – Your Inner Motivation
  • Adjust your Sales Approach to each prospect

Who Should Attend This Course?

Salespeople, Sales Managers, Service People with sales opportunities.

For more information on this workshop, please contact:
Sophie Gouédard
Tel: 613-234-2020, ext. 21

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