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Friday, 28 October 2011

Advanced Selling Skills in 30 minutes, the long version.

 

How long does it take to learn Advanced Selling?

Recently, I was asked what could be done in 30 minutes?

stop-watch

 

A One Minute Message:
Advanced Selling Skills are competences
which only the top 5% of sales people have.

The 3 Minute Message:
Advanced Selling Skills which are held by less than 5% of Sales people are Interactive Skills ,
composed of 20 Verbal Behaviours.
Interactively Competent Salespeople, Practitioners of Advanced Selling Skills, know the Behavioural Effect of the 20 different Verbal Behaviours.
They are able to use Behavioural Modification (BMod.), on themselves in order to increase significantly successful outcomes in interactions with Prospects and Customers.

 

 

 

The 9 Minute message

include details of the 20 Verbal Behaviours, how B. Mod changes other people’s verbal behaviour,
e.g. How to double the chances of a Prospect agreeing to your offer.
It is supported by 9 slides using Beyond Bullet points to tell the Story.

The 27 minute message

gives examples of Gaining Agreement, avoiding Disagreement and Managing Successful Interactions.
It identifies 5 “deadly” behaviours and 3 “Golden Behaviours”
It is supported by 25 slides (Beyond Bullet points) to tell the story.

The 40 minute Presentation

“Why Advanced Selling Skills?” is an interactive version of all 4 of the above Messages,
it has a reduced Pack of 14 slides, requires two flip charts and a 3M post-it pad and a medium point Felt tip for each person.

 

If YOU still want to do ‘something’ in 30 minutes then.
I suggest that YOU:

Spend the 30 minutes “interactively” establishing (by them) how important it is to have Advanced Selling Skills.  You can do this by asking THEM to list the implications of NOT having Advanced Selling Skills and the Value of having better Selling Skills than 95% of their Competitors.

If your Salespeople have written long lists in both columns,
then run a 2 hour Interactive session with "Desert Survival" from the Copyright holder Human Synergistics, Inc.
(Don’t use a plagiarised copy, it is probably wrong anyway!)

http://www.humansynergistics.com/products/survival.aspx

While the Delegates solve the Survival Problem in groups of up to 8,
YOU use Behavioural Analysis (Observation and Categorisation) to identify the Behaviours they currently use (pretty basic).

You then present a Benchmark Model Behavioural Analysis of Advanced Sales Behaviours, together with the EVIDENCE that previous delegates, with Advanced Selling Skills achieved substantially better results at the exercise, than they did. My, BMAC Consultants, Behavioural Bench mark has n=1500 approx., but the copyright holders have a substantially larger one, for all kinds of people.

 

EVIDENCE BASED
SALES SKILLS WORK,
so use them!

 

The real answer is;
Advanced Selling Skills is a 3 day learning event,
it takes 3-9 months of coaching to “internalise” the skills and
about 2 years for the Salesperson to be a “Confident Practitioner”.

 

Cardiologist

Imagine, your Cardiologist telling you,
just before he carries out the by-pass,

“I learned this off of a 30 minute YouTube video”

 

…good luck!

 

 

Send me a request for the 5 “deadly” behaviours and 3 “Golden Behaviours” to brian.maciver@gmail.com

Or, ask me to send you a copy of the 1, 3, 27 or 40 minute messages.

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