Sounds good, but I need more details…
This sales training intensive features 6 sessions over 3 days, plus a bonus Q&A session:
Tuesday, June 14
Session 1: 11am-12:30pm ET
Session 2: 1pm-2:30pm ET
Wednesday, June 15
Session 3: 11am-12:30pm ET
Session 4: 1pm-2:30pm ET
Thursday, June 16
Session 5: 11am-12:30pm ET
Session 6: 1pm-2:30pm ET
Week of June 27
Q&A Session: Time TBD based on majority availability
Spoiler alert: You do have a sales process. The question is whether or not it’s supporting your goals. We’ll spend our first session getting acquainted while helping you understand your current state — and what’s possible when you design an intentional sales process and learn the skills you need to lead it. You’ll be invited to consider how you’re showing up in your sales process — as a consultative partner or order-taking vendor. From wherever you’re starting, we’ll outline a better approach and fill in the skills gaps that exist.
In this session, I’ll introduce you to my 5-step A.L.I.G.N. Method for hosting sales conversations that convert. Over the course of our time together, we’ll fill in all the steps with your unique and targeted ways of asking questions, uncovering the real pain points, showcasing your value and confidently moving into the proposal process. At the conclusion of the training, you’ll have a customized call outline, ready to guide you during your next sales conversation.
Plus, during this first session, we’ll examine how you’re leading the first 20 minutes of your sales conversations. Did you know that these first minutes can be the most influential in terms of the potential size and scope of your deal? I’ll help you confidently kick off meetings and ask the right questions that set you up for success.
Let’s be real: You hate “pitching,” and your clients don’t want to be “sold.” I’ll show you my methods for showcasing your value while inspiring clients to action — without manufacturing urgency or other manipulation tactics (yuck). Instead of pitching, you’ll be leaning into a cadence of authentic storytelling and value-based conversation that supports your clients in connecting the dots between their needs and your offers. Plus, I’ll teach you how to talk about budgets and investment levels earlier and more confidentally, helping you avoid monumental pitfalls later in the sales process.
Did you know raising objections is a natural part of decision making for most clients? In this session, my goal is to make you fall in love with objections — in fact, by the time we’re done, you’ll be begging your potential clients for critical feedback! I’ll show you how to proactively reveal your ideal clients’ objections early and often in the sales process, so that you can focus on scoping the most beneficial work (and command your premium rates).
Getting the runaround after you send proposals? Feeling stuck in a constant loop of following up and wondering about the status of your proposals? As a business owner, you can’t afford this type of inefficiency and stress — you deserve to feel more calm, confident and in command when sending proposals.
If you’re experiencing “clunkiness” in your proposal process, I can almost guarantee you one thing: You’re sending proposals too soon, without the critical information you need to make your pitch more powerful and plausible. In this session, I’ll show you how to get the 4 pieces of information you must have before shipping a proposal, and I’ll make it easy with my Keep T.A.B.S. framework — you’ll leave this session with an outline to test on your next sales call.
Plus, I’ll share the one step you can add to your B2B sales process that will make all the difference in winning contracts. Seriously, this is the Holy Grail if you’re selling B2B.
I’ll share what founders are getting right and wrong in their proposals, and we’ll take time to evaluate what you’re shipping. Plus you’ll gain access to my 6-step Proposal Canvas, ensuring you’ll be crafting the best, most persuasive proposals that will put you ahead of the pack in any competitive sales environment.
This training is packed with value, and I want the learning to stick! Two weeks after the live training, I’ll host a 60-minute Q&A session, giving you a chance to try on your new strategies and skills, then get answers to any questions that arise.