Advanced Skills Workshops 2024

This workshop focuses on understanding and identifying the ideal customer profiles, crucial for any successful sales strategy. Key components include:

🔸 A deep dive into your Ideal Customer Profiles (Buyer persona + company),
🔸 Using Ai to Scale Relevance,
🔸 The Mining Equation,
🔸 Relevant and Lateral Personas,
🔸 Identify key trigger events (job changes, funding rounds, innovation, etc.) and,
🔸 Setting your ICPs search on LinkedIn Navigator.

Tailored to each sales persons unique style, this workshop aids in crafting personalized cold call scripts. Highlights include:

🔸 A script for 2024, based on the sales person’s personality in action. After spending the first morning bonding the team, we will design a Soft, Direct or Power script.
🔸 Introducing yourself to prospect.
🔸 Building your 2nd and 3rd lines.
🔸 Developing your value, 30 second commercial, 3rd party pitch or alternative pitch.
🔸 Linking to the Close.
🔸Closing to the next stage

I will find your perfect pathway. 

This workshop introduces the SPICE Sales Methodology, a comprehensive framework for effective selling. It includes:

A four part SPICE framework,

SPI is a sequence of questions to be asked in a particular order. During a sales call, a salesperson opens with situation questions, progresses to problem questions, and so on. Each type of question fulfils a crucial function in the sales process, all building towards the impact these problems are having on the business.

S: Situation – Facts, circumstances, and background details about your
prospect.

P: Pain – The challenges that brought the prospect your way

I: Impact – What is the impact the pain is having on their role/company and If they purchased our product, what would the impact be.

CE is any particular deadline by which the customer must achieve the desired impact or suffer negative consequences. Critical Events drive the customer’s timeline for a purchase. This is distinctly different from a compelling event, which does not have a specific deadline associated with it:

CE: Critical Event – Deadline to achieve that impact

Objection handling is vital for any SDR, and this course offers advanced techniques for addressing and overcoming common sales objections. Participants will learn:

🔸 The latest thinking in Objection Handling,
🔸 Mindset (discounting and resistance),
🔸 Tactics (Pause, Mirror, Label, Falling on your Sword and addressing the Elephant in the Room) and,
🔸 Dealing with your most common objections.

In this workshop, SDRs learn how to differentiate their offerings from competitors effectively. Key areas of focus include:

🔸 Value Proposition Differentiation,
🔸 Pain Funnel Creation: Strategies for leading prospects towards your solutions. Trap setting, and
🔸 Building a pain funnel to your value.

Effective pipeline management is crucial for sales success. This workshop provides a comprehensive framework for enhancing cold outreach strategies. Key elements include:

🔸 Cold outreach drip Sequences,
🔸 A Powerful step-by-step framework for enhancing your, cold calling, email and LinkedIn messaging content using the latest trends in Ai Chat GTP,
🔸 Ai Prompts for  Connecting on LinkedIn,
🔸 Writing LinkedIn intro messages,
🔸 Writing emails, Using Chat GTP to personalise emails,
🔸 Alternative emails: JPG email, Gif email, Video email,
🔸 Pattern interrupt emails, and Voicemail.

This isn’t just about closing a deal; it’s about mastering the journey to the next stage of the sales process.

🔸 Understanding buyer signals,
🔸 Linking value to the close,
🔸 Push Closing,
🔸 Pull Closing, and
🔸 Closing a Call Down.

Are you ready to transform your negotiation skills from ordinary to extraordinary? Welcome to our cutting-edge Negotiation Training Program, meticulously crafted by industry experts, including insights from the legendary Chris Voss!

🔸Enhanced Persuasion Skills: Master the art of persuasion to achieve win-win outcomes.
🔸Emotional Intelligence: Learn to read and influence emotions for better rapport and trust.
🔸Strategic Thinking: Develop strategies to stay two steps ahead in any negotiation.
🔸Confidence Boost: Approach every negotiation with confidence, knowing you have the tools to succeed.

We start with understanding if we should we pursue this opportunity?

Then we take a deep dive into:

🔸 Preparation for the meeting,
🔸 Opening the meeting,
🔸 Confirming persona and agenda,
🔸 Probing for opportunity,
🔸 Competitiveness ability, and expectancy to win,
🔸 Teaching them something they don’t know using insights on their market,
🔸 Closing the meeting,
🔸 Follow through, and Transfer the relationship to the AE.