Strategic Value Selling Mastery

Strategic Value Selling Mastery Outline:

Introduction to selling and selling models 

Old-generation selling systems versus new-generation selling 

Non-zero-sum negotiating skills

High-Performance Mindsets

• Introductions to mindsets 

• NLP & State Management

• Maximiser Satisficer Mindsets

• Mindfulness skills in business and selling

• Growth mindset

• Stress is an enhancer mindset

Adult learning model

• 5 Areas of learning for adult on the job learning

• Finding your learning style

• Using multiple modalities of learning

Path to purchase selling

• Your paths to purchase analysed

• Touch point management

• Enablers

• Disenablers

Your Value Proposition 

• Selling change: Why bother?

• Understanding and communicating value

• Product meets value

• Competitive Analysis

• Moving from Features to Pain to Value

• Understanding customer problems 

Objections pre-framed and discussed

Thinking, Decisions and Motivation 

• The Neuroscience of Decision-Making

• System 1 and System 2 decisions

• The Tipping point to making a buying decision

• Googles Big 6 cognitive Biases

Rapport and Relationships

• Persona development and  Neethling Brain Instrument and decision styles

• Neethling Brain Profiling and Persona Recognition

• Communicating with different thinking styles

• Body language

• NLP Rapport

• State management

• Active listening 

• Presence in meeting with customers

• Hypnotic Language 

The Strategic Value “Presolved” Sales Model

• Prospecting

• Preparing for the sale

• The Gap Analysis Problem Identification Chart (PIC)

• Meeting preparation 

• First Contact  & Showing Up

• Preparing for your first meeting and call

• Outcomes & Discovery

• Types of questions 

• Leading as an product and industry expert

• Diagnosing the problem with insights and product knowledge

• Summarising the Discover and getting agreement

• Presenting your solution 

• The NLP Negotiation model

• Closing and Validating the next step 

• Effortlessly structuring the next move and advance

• Eliminate cognitive Friction and help your customer to do business with you

• Objection Handling revisited

• Objection categories

• Time planning

• Prioritisations

• Managing your CRM

• Pipeline management

• Metrics

• Goal setting the way the brain likes 

• Sales Coaching