Top Salespeople Are Made…Not Born! Discover New, Breakthrough Sales Training Methods That Anyone Can Use To Go From The Bottom To The Top Without Pressure Or Whipping!
If you manage a team of salespeople who are new to sales (1 – 5 years) or a team that has never had sales training, you’ll be glad to know that has been our specialty since 2008. We’ve trained teams of inside salespeople, interior designers, plumbers, leasing agents, you name it.
We can expertly train your team and help them to sell more and enjoy the process.
Here are classes we can bring to your company now.
Invest in Your Team:
The purpose of our Team Training program is to ensure that your sales team will be expertly trained on Fundamental Sales Skills, Behaviors and additional applicable soft skills. This program will set them up to successfully represent your esteemed company in their sales function as they seek to serve prospects and convert them in to happy customers.
Here are the key aspects of the training program we recommend in the order we propose to present them:
1. Understanding Yourself and Your Prospect with DiSC (~4 hours) – Personalized DiSC Sales Profile for participants
Many salespeople sell with a one size fits all style. They are what we call ‘personality-driven salespeople’. This approach serves a person until they run in to someone who’s an opposite style. That’s when friction and unease is created. Since a personality-driven salesperson is unable to adapt to meet the needs of other types they lose sales that might have been won. This isn’t a sustainable approach in a competitive marketplace. This class begins with each salesperson taking a DiSC Sales Profile assessment. After discovering what their personality type is they will learn how to quickly read other types, and then adapt their style to suit the other person.
Key learning: Prospects come in many different personality styles. Being intuitive and sensing what people really want from a salesperson can accelerate the sale.
2. Following the Sales Process, Goals and KPIs (metrics) (~6.5 hours) – Includes worksheets to complete during workshop
Great sales people set goals, break them down in to measurable activities and track their progress. They also follow a process. We will share our multi-step sales process that is proven effective in the marketplace. We will also work with your team as we explain the process to tailor it to their specific needs based on what they are selling and the typical sales cycle.
Key learning: Love the numbers. Follow the process.
3. Learning to Listen (~3 hours) – Assessment and workbook for each participant
Unless a salesperson’s listening abilities are highly refined, they are likely to miss important statements made by a prospect as well as that key information which is left unsaid. Most salespeople focus their development efforts on refining what they say. This class flips the focus and teaches how to listen deeply. It’s a skill that, once elevated, can visibly set one apart from most salespeople. Participants will learn how to improve their listening across 3 distinct dimensions through lecture and exercises.
Key learning: Listening is a master skill in selling and it should be optimized to outsell the competition that usually focuses more effort on talking than listening.
4. Mastering Your Use of Time (~2.5 hours)
How a person manages their time can make the difference between being average and being great. After learning how to manage one’s time it’s important to put it to its best use to be highly productive. This class covers numerous effective techniques to better manage time and focus to be maximally productive.
Key learning: Time is apportioned to every salesperson equally. Champions use time effectively to meet their goals. The average performer spends an inordinate amount of time making excuses for why they’re not meeting important near-term and long-term objectives.
5. Habits of Highly Effective Salespeople (~2.5 hours) – Includes a quiz
Average salespeople have a mixture of good and bad habits. This causes them to be successful some of the time. Highly effective salespeople, on the other hand, exercise a pattern of behavior that, when practiced over time causes them to leave average performers behind and be consistently successful. This class will review the core behaviors that support outstanding and lasting achievement exhibited by highly effective salespeople.
Key learning: Being highly successful for the long term is as much about who a person is on the inside as the tactics they execute on the outside.
Sales Mastery is a sales improvement program unlike any other. It combines three essential components:
- Sales Training
- Sales Coaching
- Mastermind Sessions
- Sales Training
Over the course of a year you will attend 12 sessions. The first meeting will be nearly a full day. Other sessions will range from 2.5 – 4 hours. You’ll learn The Growth Coach’s 4-step sales method – READ – that gets results. You’ll learn sales technique and how to apply this technique in a methodical way to move your prospect from interested to ready to buy.
You’ll follow The Growth Coach process to set goals, commit to personal and professional growth, clear up whatever clutter is holding your productivity back, and identify the most important prospects, customers, referral sources, and support team to help you make it happen month in and month out to hit your monthly, quarterly and annual sales goals.
You’ll be trained to be diligent, persistent, creative and accountable for results. Our proprietary quarterly focusing process has achieved results for thousands over the years as applied through other Growth Coach programs.
“Achieving success requires commitment towards that end. Enrolling in Michael’s program is making that commitment –making that investment and sticking with it for a year. I believe that I wouldn’t have been able to achieve the success level that I am now enjoying without the support, education and focus that Michael’s Sales Mastery Program provided.”
- Sales Coaching
Unlike most sales training in the Bay Area you’ll get in to the mental side of sales with Sales Mastery. This is where Sales Coaching comes in. You could have all the best techniques down cold, yet still fail to hit your goals. Why? Because you’re not mentally in it. Almost all people who sell have one hang-up or another that holds them back from real success. In Sales Mastery you’ll spend time discovering what your mental issues are and how to deal with them one by one to make you unstoppable. For some this will be the most valuable part of the program.
You will also spend some 1on1 time with your sales trainer and coach to work on specific issues you might be having with call reluctance, sabotage, procrastination, negative attitude and more. This 1on1 sales coaching combined with what you learn in the workshop will really accelerate your rise to a new level of productivity. Your income and confidence will start to soar.
“Since beginning and completing the Sales Mastery program in 2016 with Michael, my annual commissions have grown over 25% year over year. Moreover, during the last six months of 2016 they are up over 34%. I have been in sales for more than 30 years and can say with the utmost confidence that if you follow Michael’s program your results and income will grow as well.”
– Dan Miller, Independent Amsoil Direct Jobber
“Michael is incredible! A few years ago, I made a career change from accounting to sales. I floundered around for a year or so. After some personal coaching and completing the Sales Mastery Course, I am truly a sales champion! He helps me come up with an organized sales process, setting business and marketing goals, works with me on my sales presentations, and gets me to ‘think bigger’ and expand my business. I have seen a huge increase in my sales since I started working with Michael. I recommend him to anyone who wants to get coached up!”
– Chris Palmer
- Mastermind Sessions
Sales Mastery is a group program for two reasons: 1. Accountability to your peers, and 2. Group problem solving through mastermind sessions. In the months where you are not setting goals, you will have a 2.5-hour session where you’re held accountable to your quarterly goals. If you haven’t done what you need to do, this will be a bit painful. But you’ll work harder the next time to show everyone your commitment to apply what you’re learning and raise your results to meet your big goals.
Also in the session will be a period where the attendees focus all their attention on 2 or 3 in the group to solve challenges they’re facing. This is called a mastermind session and it is very powerful. You’ll have many minds all working together to come up with answers that never occurred to you. It’s brilliant and it will surely work for you if you fully engage in the process.
There is no other sales training program that combines these elements in to one. Sales Mastery will advance you step by step to a whole new level of success. Are you ready? The next year-long program is forming now and the group will be limited to no more than 8 participants to ensure the power of the Mastermind will serve each person regularly. Contact us today at 650.373.2022 to learn more about Sales Mastery and receive a brochure and program overview.
If you’d like to schedule a 30-minute free consultation with the sales coach, contact us to request an appointment.
One last point about Sales Mastery. It’s not for everyone. If you’re a veteran salesperson who is a know it all, please don’t apply. Or, if you’re the type that signs up for intense programs and gives them 50% effort, this is also not for you. Sales Mastery is for someone who knows they can do a lot better in sales and even other aspects of their personal and professional life and is looking for a proven roadmap to make it happen.
“The most important thing that the Sales Mastery Class taught me was that making a sale is a process and not a one-time deal. What I had thought was rejection was actually an invitation for me to take the prospect through the next step in the process. The process takes time, patience and commitment. For the past six months, after working with you in the first quarter of the class in fine tuning my process and utilizing the tools you gave me, I have been committed and patient with my sales process. This quarter the patience and commitment to my sales process produced the results that I wanted!
The best part of the Sales Mastery Class is that it is forcing me to inject balance into my life. As a business owner, it is easy to let the business control our lives. But the Growth Coach insists on balancing home life and personal fun, which is key to not burning out.”
–Lisa Tandoc, Tandoc Law
Don’t hesitate if you think this program is for you because there are just 8 spots in each group and there’s no risk. As with all Growth Coach programs, your satisfaction is guaranteed. If after your first workshop you feel that Sales Mastery is not for you, then let us know and you’ll receive a full refund of your fee. Are your sales skills ready for major improvement? Contact us today and let us help you get it done. Call Michael Neuendorff at 650.373.2022 for details. A new group is forming now. It’s time to act and seriously raise your revenue.
By the way, if you’d like a custom in-house sales training program for your team, Sales Mastery is adaptable. Contact us to talk about how we can create a results-driven program tailored to your specific needs.