SALES ORGANIZATIONS ARE FACING THE SAME
SELLING CHALLENGE AS 20 YEARS AGO.
They can’t “DIFFERENTIATE” themselves from their competition. As a result, they’re…
• Selling on price, not value
• Losing winnable sales opportunities
• Leaving money on the table for the competition
• Unable to gain access to the right decision makers
• Wasting time and money “practicing” writing proposals
It’s time you STOP trying to differentiate yourself based on your products and services and differentiate yourself based on “HOW YOU SELL.”
IT’S TIME FOR HUMAN DYNAMIC SELLING™
Human Dynamic Selling is your best path forward to differentiate yourself and
OUTPERFORM SALES EXPECTATIONS IN TODAY’S DIGITAL AGE.
Daniel Pink, author of To Sell Is Human said, “In a profession as fast paced as sales, it can be challenging to hit quota and provide an experience for your buyer that is valued. But in today’s world, salespeople can only be truly successful if they remember to SELL LIKE A HUMAN.”
In his new book, Charlie Anderson, President of Selling Skills INSTITUTE and best-selling author outlines the concepts and paradigm shifts organizations and sellers must consider in order to DIFFERENTIATE AND EXCEL IN TODAY’S DIGITAL AGE.
■ According to a new research report from McKinsey, 57 percent of sales reps won’t make quota
■ A recent sales performance report from CSO Insights, indicated that sellers win only 46.2
percent of forecasted deals.
WHY AREN’T SELLERS WINNING MORE SALES?
They continue to lose winnable sales opportunities because they’re lost in a sea of sameness. They haven’t figured out HOW TO DIFFERENTIATE THEMSELVES.
Jack Welch said, “If you don’t have a competitive advantage, don’t compete.”
Instead of staking your future success on your products, services, brands, or pricing structure, Human Dynamic Selling maps an easy to follow blueprint to “humanize” your sales strategy and in doing so, differentiating yourself and your organization based on THE WAY IN WHICH YOU SELL.
■ Treat customers as human beings, not as consumers of products and services
■ Customers want both an exceptional digital experience and a great human experience
■ You’re selling to people with feelings, not to emotionless robots
■ Boost your emotional intelligence and your sales success will soar
■ Approach sales with an inquisitive mindset and you’ll connect with more buyers
■ Be a problem finder first, then solve actual business problems
■ Focus on the human side of the buyer’s journey
Unleash your sales team’s fullest potential with our two-day, onsite (at your location) HUMAN DYNAMIC SELLING BOOTCAMP
In this two-day bootcamp, your sales team will learn how to differentiate themselves, consistently set qualified appointments, and win more profitable sales in today’s digital age.
DAY 1 BOOTCAMP (9 am – 4 pm)
In day one, your sales team will learn the right mindset, skills, tactics, and behaviors needed to excel at prospecting and new business development.
■ Sales planning, goal setting, and key metrics
■ Fill the sales funnel with prospects that are most likely to buy
■ Qualifying and disqualifying criteria that eliminates tire-kickers
■ Value propositions that quickly convert prospects into profitable clients
■ Effectively use the phone, email, social content, and voicemail to reach buyers
■ Five-step “talk track” for conversing with decision makers
■ Overcome stalls, push backs and objections
■ Key strategies to generate referrals and introductions
■ Follow up tactics that position you to win more sales
DAY 2 BOOTCAMP (9 am – 4 pm)
In day two, your sales team will learn the eight-steps of the Human Dynamic Selling sales playbook that will empower them to win more profitable sales, improve retention and client growth, and accelerate revenue.
■ Rapport, credibility, and trust, the trifecta for winning sales
■ Establish ground rules that lead to win-win sales outcomes
■ Customer’ s decision process – roles, responsibilities, criteria, and timelines
■ Buying motives – the art of problem and opportunity discovery
■ Change rationale – the customer’s reasons for leaving the status quo
■ Customer’s money tolerance and budget requirements
■ Presenting value-based proposals and solutions
■ The “ask” and next step agreements
HUMAN DYNAMIC SELLING BOOTCAMP is effective because each program targets the heart of the sale—THE HUMAN RELATIONSHIP BETWEEN THE BUYER AND SELLER.