The innovation of the Fiveplus Sales Mastery Workshop is the fact that I empower you with the 5 key skills that separate the world's best sales people from the rest. From there I take you to the poker tables where you are able to put these skills to actual practice. As these skills are the exact same set of skills that separate the world's best poker players from the rest.
Reading people. The #1 skill required at the table.
Reading people is, without a doubt, the very foundation for all success in this world.
Rapport building is about finding an understanding of the requirements of a client with an eye to creating an environment that makes them comfortable enough with the salesperson to build trust between them, thus laying the foundation for long-term mutually beneficial relationships that meet those requirements.
Reading people is not simply trying to ascertain weakness or strength, but rather is a significant factor in gaining a higher level of information when dealing with the client, as well as an understanding of the client themselves.
Branding. How I play is up to you.
Fact – Perception is reality.
Fact – Reality affects decision-making.
It is the human interactions that create the perceptions of how a brand relates and interacts with its key constituencies and markets! In sales – branding is everything!
How do your brand, its product, services and sales force stand out in the mind of your customers? What permanent impression of your business are you creating in the market?
In sales your brand is everything! Because People buy from People.
Negotiation. Can you see & spot the tells?
Negotiating is not about winning – It’s about understanding. Your success and the success of your sales force centers around that understanding.
Negotiation, when combined with the skill of reading people creates a powerful opportunity to gather more information related to the requirements of a client, and to leverage this information for the purpose of value-creation in the mind of that client.
Negotiation is a true skill and one that should not typically be rushed nor its value underestimated
Decision Making – taking their chips.
Decisions are made based on the amount of information at hand. The more information a person has, the better, or more informed, decision they can make. The decision making process that individuals undergo can be explained through the economic principles of Game Theory.
Game theory in human interaction, assumes that decisions are not made individually, but rather are a factor of the thoughts and potential actions of all participating parties.
The more information a salesperson has at hand about the client, the more informed decisions they can make as to how best to create value for that client.
Value Closing – winning many hands.
The outcome of any sale should be:
- The salesperson achieves their goal (closes the deal)
- The client STILL wants to do business with them
This is VALUE SELLING.
A powerful sales technique that ensure maximum client satisfaction and the greatest potential for long-term mutually beneficial commercial relationships. Are your sales team VALUE CLOSING?