Sales Skills & High Performance Mindsets

Day 1: High Performance Mindset:

• Understanding the psychology behind how the sub-conscious mind drives our thinking, emotions, perceptions, choices & actions and outcomes in our performance.
• A deep dive into the principles of high performance and how an understanding of neuroscience enables us to better manage our performance. 
• Overcoming homeostasis and the resistance associated with change and discomfort.
• Learning to trigger our own discomfort as a critical component to growth.
• How to build high performance disciplines and habits at the sub-conscious level to ensure sustainable performance over the long term.  
• Building individual accountability for outcomes.    
• Emotional intelligence – the new frontier of success.
• The science of developing successful thinking and how it relates to work.
• Understanding the limitless nature of your abilities and how to make it a reality.
• The power of managing your perceptions and its ability to influence situations positively.
• Identifying the causes of poor performance and what to do about it.
• How to develop the key drivers to success - confidence, self-belief, self-esteem.
• The importance of setting clearly defined goals and defining your MAP.
• Getting our sub conscious to buy-in to high performance goals.
• Learning to build efficiency, effectiveness and quality into our work.
• Removing the mental and emotional obstacles that prevent us from taking action and lead to procrastination and poor performance - fear, failure & rejection?
• Building an internal narrative designed for success.
• Focusing action on the activities that generate massive results.
• Big thinking and breaking down self-inflicted barriers to success.
• Setting new mental standards and expectations – a lesson from the Navy Seals.
• Building high-performance teams based on principles of success.

A closer Look at the 8 mental habits needed for success in sales:

• Self-Discipline
• Optimism
• Caring
• Competitiveness
• Resourcefulness
• Initiative
• Persistence
• Accountability

Day 2: B2B Selling Skills

       Course Content

• Understanding how the sales landscape has changed in the last 2 years.
• Identifying the skills salespeople need to develop to continue to succeed in the post-Covid environment. 
• Understanding the sales methodology that is leaving all other salespeople behind.   
• How to completely dominate your industry and not just compete.
• Getting clear on your value proposition and being truly sold on your product.
• Defining the parameters of your ideal client.
• Lead generation & building an effective prospecting list that is pinpointed for success.
• Cold calling made easy – How to set up appointments quickly with little resistance.
• Reducing resistance from a client by resetting your motives for selling.  
• Overcoming reflex responses, brush-offs and objections.
• Building and managing an effective sales pipeline that generates predictable results.
• How to reverse engineer 200% sales targets by focusing on IGA’s.
• The importance of measuring and tracking sales performance.
• Learning to create predictable outcomes in sales including targets and commission.
• How to leverage the compounding effect of small percentages across your sales process
• Designing your own sales plan & MAP – Massive Action Plan.
• How to sell the features, benefits and extended benefits of your product or service.
• How to build emotion into the sales process to close the sale.
• Account management, client retention and establishing yourself as a strategic partner.
• How to demonstrate ongoing value and ROI to clients throughout the sales process.
• How to get multiple commitments from clients during the sales process.
• Building continuous credibility and trust with your clients.
• Diagnosing your client’s problems and understanding their pain points.
• Selling outcomes and tying your solution to solving your client’s problems.
• Exploring possibilities with clients and creating a need where one may not have existed.
• How to create urgency to buy!
• The art of influencing your client positively – the 8 principles of influence.
• Skillful upselling and cross selling of your products or services to clients.
• Identifying buying signals and closing techniques that work.
• Creating win-win deals and closing the sale.