Syllabus – But I Hate Sales™
Can’t We All Just Get Along?
- Technology in Sales & The Speed of Change
- The $150B Sales Training Industry: Understanding what you’re up against.
- The Sales Arena
Paying the Pinocchio Tax
- The Untold Truth: The customer is NOT always right
- Fear, Uncertainty, and Doubt : Drivers of Decision
- Buyer-Seller Consequences: What You Don’t Know Can Hurt You
The Buyer-Seller Dance
- The Seller Invitation: How and Why it Matters
- Music or Noise: How Prejudices, Preferences, and Personalities Affect Buyer-Seller Interactions and Outcomes.
- Dancing: Leading or Following the Sales Process
- Leaving the Party: Factors and Guidelines for Deciding Next Steps.
Professionals vs. Peddlers
- Sales Tactics, Strategies & Systems
- Managing the Sales Engagement
- Early Warning & Self-Defense
Listening, Trying, and Buying
- Pros & Cons of Your Internal Buying Process
- Evaluations and Trials: Reducing Buyer’s Remorse
- The Money Conversation
- Buying: Price or Value
- One Chance
- Principles of Sharing
- Creating a Compelling Value-Proposition
- Effective Delivery: How, What, Who, When & Where