LEARNING OUTCOMES
Elite Professionals rely on an effective sales mindset as much as their skillset. They understand that the foundation of understanding others is understanding themselves first. To connect meaningfully with your customers, you must get comfortable revealing your authentic self and applying modern engagement techniques to create an environment for customers to share openly. This requires self-assessment and clarity about your purpose, motivations, and communication style. You are always the differentiator in the process.
• Understand why conventional sales methods do not work in today’s information age.
• Learn how Elite professionals differentiate themselves and create a competitive advantage.
• Deep dive into authenticity and learn to overcome your critical inner voice.
• Take inventory of your character and know the difference between how you see yourself and how others see you.
• Learn how your intention stops your customer from seeing you as just another salesperson.
LEARNING OUTCOMES
Opportunities are often won or lost based on customer conversations alone—especially in a virtual environment. That’s why it’s critical to avoid the common mistakes that turn customers off and limit competitive intelligence, causing you to lose the opportunity. This module equips you with the knowledge, skills, and communication techniques to increase credibility, foster trust, and create strong relationships.
You will learn to leverage your technical excellence and modern communication techniques based on cutting-edge behavioral psychology and emotional intelligence methods. This will boost your people skills, questioning techniques, and help you truly understand the customer’s needs, drivers and urgency to pursue a solution.
• Discover how decisions are driven by emotions and later supported with data.
• Learn why EI is key to understanding customer buying behavior and establishing relationships.
• Assess your Relationship Quality and categorize your current customers.
• Discover how to be an invaluable part of your customer’s process and how to help them achieve their goals.
• Understand the signals you and others send through body language.
• Discover why you often present a solution prematurely and its impact on your success.
• Learn the poise and clarity you need to deal with challenging or difficult questions.
LEARNING OUTCOMES
Today’s buyers are savvy, but they still need professionals to help them identify their “root cause” needs and identify potential solutions. This module provides a consistent, customer-focused method to lead effective conversations that provide value and differentiate yourself from the competition. We will explore how to prepare and engage with customers to identify, qualify, and shape opportunities to achieve a competitive advantage.
You will learn to shift your approach from pushing to pulling (customers love this) and how this empowers you to gather game-changing, actionable customer human intelligence. We’ll also cover how to adopt a common language that aligns your team in strategy and execution for winning new contracts. Whether it’s meeting with a prospect or aligning internally with your team, we’ll show you the keys to powerful, effective conversations that increase your probability of win.
• Assess your current engagement method and determine its effectiveness.
• Learn to apply the Hi-Q Engagement Method™ to improve engagement and achieve consistent results.
• Discover the essentials in planning and preparing for extremely productive meetings.
• Understand why first impressions are so critical and how you can significantly improve it, even virtually.
• Learn how the Elite effortlessly engage the right customers and ask the right questions at the right time.
• Discover why gathering requirements is easy, but uncovering the impact is critical for success.
• Amplify your curiosity as a secret weapon to identify the customer’s true needs.
• Master the skill of shaping customer thinking and requirements early in their buying cycle.
• Learn why you should stop chasing customers and instead, guide the customer to define next steps.
• Understand how a common language can simplify internal collaboration and improve opportunity reviews.
GROUP REINFORCEMENT
“An incredible experience, thank you.” – George Degnon
These highly immersive and engaging sessions apply your new knowledge of key Emotional Intelligence concepts to improve your customer engagement success. These interactive sessions were designed to replicate the experience of in-person learning with your peers. With self-assessments and group discussions, our instructors will ensure you understand how these concepts and methods can be applied not only in your customers, but internally with your team as well.
(3 SESSIONS | 1.5 HOURS EACH)
OPPORTUNITY ROLEPLAY SIMULATIONS
“I was inspired by the enthusiasm displayed by my classmates.” – Ryan Haywood
Most training programs end there—but we go deeper. For the next three interactive sessions, you will apply your new skills by engaging in roleplay, brainstorming exercises, and break out discussions. Over the past 30 years, we’ve seen time and time again these customer engagement methods are best applied in interactive coaching sessions. “When you know, you know.”
This is always an eye-opening experience for our students, as most professionals don’t realize what habits are holding them back. In these sessions, you’ll discover the incredible shift these methods create in your conversations, both from your perspective and the customer’s.
In real-time, you’ll receive immediate coaching feedback throughout the session, and leave with both new skills and a new perspective. By using a proactive and purpose-driven method, you can experience phenomenal success and be seen as a trusted advisor.
(3 SESSIONS | 1.5 HOURS EACH)
