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New Dates Coming Soon... Zoom.us

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A half-day training on how to acquire, develop, and leverage an insight-based approach to accelerate and improve your ability to create and win new opportunities.

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Why Building Insightsis an important partof consultative sales

A modern approach to consultative sales requires that the salesperson provides their client with the insights, ideas, advice and a provocative perspective—one that compels the changes that will allow their client to produce better results.

When a salesperson—or sales force—is missing insights, they make the focus of their conversation their product or solution, something that encourages the client to perceive them as a commodity.

Because most salespeople have never been taught or trained how to identify, develop, and present their insights, they lack the ability to compel change, as well as create a strong preference for the client to prefer to work with them.

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This Courses is for you if:

  • You are in B2B sales and want to improve your ability to offer your clients advice that they will act on.
  • You want to improve your skills and abilities as a consultative salesperson, especially the ability to compel change.
  • You work in a competitive marketplace where winning big deals often means displacing a competitor by differentiating yourself and your offering.
  • You need to prevent your prospective clients from making mistakes by providing them with a different view of their business, their challenges, and their opportunities.
  • You need to modernize your overall sales approach.

What You Will Learn:

  • How to identify the stakeholders you need to build consensus.
  • How to gain access the stakeholders whose support you will need to win the business.
  • How to acquire an executive sponsor to support you initiative.
  • How to effectively measure your support from individual stakeholders.
  • How to decide in what order to engage the stakeholders you need in an order that helps you gain their support for you and your solution.

What's Included?

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Live Session With Anthony

This 4-hour virtual training session will take place online in a live Zoom session with Anthony.

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Interactive Learning

Live exercises, breakouts, and Q&A with Anthony to help you dial in this approach to presenting & proposing.

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Talk Tracks Workbook

The Talk Tracks Workbook with language choices for the common conversations you will need during a presentation and a proposal.

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Presentation & Proposal Workbook

The Presentation & Proposal Workbook with exercises and most importantly examples to help you immediately use what you learn in the workshop.

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Sales Accelerator Access

You will also have a 90-day pass to Sales Accelerator and access to a handful of modules that provide post-workshop learning, talk tracks, and the workshop recording.

 
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Follow-Up Q&A Session

Roughly two to three weeks after the workshop, we will host a Q&A session. This will give you the opportunity to ask questions as you have been applying what you learned.

 

In this course you will learn:

Organize Existing Ideas

How to identify, capture, develop and organize your existing insights, as well as those of your peers.

Find New Insights

How to find the sources that reduce the time you need to spend researching trends and speeding your ability to find new insights.

Research Trends

How to research the trends and factors that are going to impact your client’s busines, as well as the implications that would cause them to change now.

Present Your Insights

How to present your insights and ideas in a way that provides your client with a different perspective on their business and their future decisions.

Provide Context

How to provide the context for a conversation about change from your very first meeting, improving your ability to offer your client advice they will be more compelled to act on.

Live on air

Do Good Work. Can't Wait to See You There!