Integrity Selling
…a six step process to create value with every prospect and win a lot more business – naturally.
Integrity Selling Program will be offered again the late fall, October - November 2008 time frame.
Who is this course for?
This course is for you if you would like to find more fulfillment, confidence in your future, revenue and more enjoyable clients through a commitment to a concentrated, individualized program of successful selling in a very busy world.
It is for you if you would like to not have to worry about finding prospects and getting appointments.
It is for you if you would like to use your natural talents, use authenticity as means to more business and have more strength and more self confidence as a salesperson.
And, it is for you if you would like to spend less time selling and more time creating value with every prospect or client.
Premise and underlying ideas:
Learning how to sell well requires an inside/out approach. The inside/out approach is the only way to take full charge of your business success, work with clients you want to work with and increase your revenues.
Your mission and uniqueness are necessary to your success in the sales process you create.
Most of what is taught in selling is false information – and that information will severely limit your options and what you can accomplish.
Success in selling has more to do with how you think – psychological factors – than on selling skills.
Learning how to act on – applying – the psychological insight, use it to your advantage, sell from your own vision and purpose are all key to your success.
The purpose of the course is to give you a process through which you can gain greater flexibility and skill in your selling To this end, the course gives you a series of questions to answer, exercises to complete and interactive discussions which will allow you to:
- Gain access to your prospects
- Develop so that you obtain profitable, high potential, new clients
- Get prospects less focused on price
- Be referred on to others
- Develop an honest and accurate picture of selling to owners and how best to access that market
- Create new opportunities for/with your prospect
- Identify problems and create solutions with the prospect
- Avoid being put in a box – pigeon holed
- Conduct effective new business discussions with the right contacts
- Plan and execute every meeting in a way that is productive, confident and forthright
- Have your message, heard understood and acted on
- Promote and produce value-perceived service solutions and earn higher fees because of it
What is expected of participants?
First of all is motivation. The course is designed to help you change in select areas and those changes will require that you want what the course has to offer and are willing to do the work. required.
Secondly, you must possess a willingness to re-examine many of your current beliefs about selling, your passion, message, and your ability to achieve higher levels of success. The course draws on core principles of growth, success and advancement. They must be given a fair chance to be “tested out” in your business efforts.
Third, what is expected of you is a willingness to set weekly performance targets that will move this learning forward. This is an action oriented course. In addition to setting performance targets, you will be required to measure and report your own progress by means of the Selling System Client Impact Report. The impact report format is a great way to stay focused and insure that motivation remains high throughout the program.
Finally, you will be expected to attend class meetings with a willingness to participate, ask questions, discuss progress or blockers and overall contribute to the group process. Mutual interdependence is an important aspect of the course – the benefits from it are numerous.
What is the process, step-by step?
The sales course is divided into several areas of focus. The work
may be briefly summarized under these eleven headings:
- Five keys to selling to business owners and CEOs
- Prospecting – how to get more and better appointments
- Discovery –how to establish your value using smart questions
- Making the first call – guidelines and actions
- Making a CEO presentation – how to create and deliver a competitive presentation
- Benefits, your message, what you do and how to establish value-based fees
- Motivating people to buy - how to determine the key motivators that encourage your prospect to buy
- Preventing and addressing objections – it is easier than you may think
- Obtaining commitment – what CEOs expect you will do
- 20 years of common questions about selling to owners
- Unlimited access to the selling solutions toolbox. See below.
Details about the program:
- Start date is Monday, May 12, 2008.
Duration is six months, 18 full hour sessions.
Fee is $425.00 each month. - You will receive one-on-one personal advice, coaching and support. To help make the specialization to your situation even more beneficial, each Friday or Monday I will be available for follow-up application advice. There is no extra charge for this, and anyone is invited to call in for these sessions. Please note that these sessions will run between 5 and 10 minutes, so the sessions will be focused and to the point. There are no pre-set appointments. You’ll simply call the phone number I will provide, and in most cases, we can discuss your questions right then. If I should be temporarily unavailable, I’ll call you right back.
- The course consists of 18 sessions over six months and will be held on consecutive Mondays at 6:00 PM Eastern time. Each session will run 60 minutes.
- Class size is limited to 8. This will be a very small group to allow for in-depth conversation and individual attention.
- To help insure learning, application, and a clear path, you will create a three ring binder full of exercises, notes, selling tips and strategies. This is a very important feature which allows you to tailor the principles to your exact situation.
- The sessions are both lecture and discussion-based, so that the principles we cover will be related to real-life situations that the group will be facing.
- The greatest learning for you will come with the eight personal workshops, allowing you to integrate your own experience with the lessons under discussion.
- You will receive written material for the entire program. The workshop modules, combined with application advice, become your selling manual.
- The course is delivered via interactive conference calls by calling our conference bridge line.
- All classes will be recorded so that you can listen and review after the class is completed.
- Tuition for this six -month, 18-session program is $425.00, monthly, for the six months ($2,550.00 total). You will be billed monthly as we proceed. All billing will be electronic/credit card. There are no additional fees involved.
Additionally, you will have access to the selling solutions
toolbox:
The Selling Solution toolbox is a proprietary set of instructions,
exercises and insights designed, written and taught by Richard L
Reardon/R&R
Business Development. The Toolbox is specifically tailored to accommodate
our rules and criteria for increasing success in selling your service.
The Toolbox contains many important selling tools that coaches require
to be successful in the business of discussing, promoting, selling and
winning new business.
The Selling Solution Toolbox for both new prospects and current clients
is essential for coaches to quickly and accurately anticipate obstacles
and move toward to solving them.
By year-end 2007 the toolbox will contain 22 different tools. Two
new tools each month will be added throughout the year.
Selling Solution Toolbox Includes:
- How to conduct a forward-focused “new business” discussion
- The Sales Survey that makes a difference with any prospect
- How to get your point across in 2 minutes and be heard
- The key elements of a well-written proposal
- Top reasons the client will not buy your coaching
- Making the first call --- guidelines
- How to convey your belief in yourself, your company and coaching
- Six principles of selling that helped me to succeed
- How to create urgency with your prospect
- Selling value, not coaching: Guidelines for articulating the value you deliver
To Register:
Send an email to Richard@richardreardon.com with Integrity Selling in the subject line. We can they set up a time for a telephone conversation to discuss the program, answer any questions and make sure this is the right course for you.
