ONLINE : Motivation-Based Sales Skills

A three-part live ONLINE training event designed to improve your sales success.

Salespeople who focus their efforts and learn to “connect” to their prospect’s inner motivation will improve their success in the future.  With the advent of the Internet, sh0pping for lower prices is much easier to do.  This session will help you to properly qualify a prospect’s needs and improve the profitability of your sales.

What you will learn

  1. Dealing with Natural Resistance to New Ideas
  2. 4 Behavioural Styles – Selling to different people
  3. 12 Hidden Motivators  – Adapting to your prospect
  4. 6 Steps to Persuade Others – PAIDAY model
  5. Influence Strategies – Meeting Unconscious Needs
  6. Building Sales Resilience – EI Competencies

Registration

Cost $545, plus HST per person
Price Includes an individual personal self-awareness assessment
Sample:TriEQsales – Driving Forces

Scheduled Dates – 8:00 to noon each day

Part One – Friday June 14
Part Two – Friday June 21
Part Three – Friday June 28
Part Four – 2 Hour Follow Up –  Date TBA

Using ZOOM :  You will require a webcam/microphone

Refer to flyer for more  2019 Four Part Online Sales

Also available as a customized series for your sales team

Optional up sales coaching

Who Should Attend

  • Sales People, both inside and outside
  • Sales Managers
  • Service People with Sales Opportunities

2 Day Version

  1. Introduction: Identification of sales opportunities
    – Preliminary presentations of opportunities
  2. Dealing with Natural Resistance
    – Strategies for Dealing with Resistance
  3. Understanding Yourself
    – 4 Behavioural Styles – the DISC Model
    – 6 Motivators – the PIAV Model
    – Behaviours and Motivators – Sales Version
  4. Understand Your Prospect
    – Client/Prospect’s Motivation Profile
  5. Six Steps to Persuade Others (PAIDAY)
    – Prepare and adjust to People
    – Catch Attention: W.I.I.F.M.?
    – Arouse Interest: Qualifying, Present Benefits
    – Stimulate Desire: Dealing with Objections
    – Motive Action: 3 Effective Closing Techniques
    – Ensure You Follow Up: Within 30 Days
  6. 6 Influence Strategies
    Unconscious motivators
  7. Bringing it all together
    – Application to real opportunities

Optional discussion topics

Based on the time commitment, we can also cover:

  • 5 Emotional Intelligence Competencies – Engaging the Law of Attraction
  • Selling to the Millennial Generation (GenY)
  • Delivering Effective Sales Presentations

Participant Comments

“I learned more in the first hour or so than in most of the previous sales seminars that I have attended.”

“Based on your training, we have closed 4 recent orders worth $5.0 million dollars. Two of these accounts were competitor strong holds, where we had a very small chance of success. My RSM’s were able to find the “HOT” buttons of these clients and they focused on them until the results were achieved.”

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