Sales Topics
Do You Want to Sell? Or Have Someone Buy?
We've always believed that if we sell a good product in a professional way, have good branding and a good service record and price point, that buyers will choose us. But that's only true 7% of the time, and we've accepted a 93% failure rate in sales. There are indeed two different activities - the buying, and the selling. We have not addressed the buying and it takes an entirely new belief on the part of the seller, along with a new skill set. How do sellers know when it's time to shift gears and incorporate a new sales model into their current skill set? There are two different activities here, and both need skills. Sharon Drew will introduce the change model that will help sellers know how to sell, and help buyers buy.
The Seller as Change Agent
The sales person is the main point of contact between the client and the company. Yet we've used the seller role as merely a product pusher. How can we change the definitition of 'sales' to give the seller the job of helping buyers make buying decisions? Sharon Drew will show how the seller can actually be a leader, leading the buyer through their decision process so that their buying decision takes into account all of the variables they need to manage so a purchase - a small or large change, depending on the product - will not involve disruption on the client site. After all, until or unless a buyer decides to change their status quo, no purchase will occur.
Redefining Sales: a new paradigm for today's economy
Business has gotten so complex that buyers are taking longer to decide. We can
help them decide . Through a provocative new model, you will learn how to help
buyers recognize the answers they must have to make a timely buying decision.
Managing the Sales Cycle
What can sellers do to help buyers make quicker decisions? Walk buyers through
all of the aspects of their decision before sellers introduce their product.
Buying Facilitation is an actual decision support process that will help buyers
design their own solutions based the internal variables they need to manage
before change happens.
Sales: your competitive edge for a new economy
Our economy has changed. We're a global community, with global competition and global partners. Our product is not enough to get us new clients – they need to manage their complex, internal decisions before they'll buy. To compete globally, we need to take on some new skills. This presentation will motivate sellers to begin to go outside their comfort zone and get them thinking about how to help buyers manage their internal decision.
What are customers? And how do we keep them?
Customers are internal, external, global, and necessary. We don't keep them because we have a good product or a good brand. We keep them because we continually give them reasons to trust us and choose to stay connected. How do we offer customers the continual choice to remain committed and loyal?
Buy-In / Choice Management Topics
The Psychology of Buy-In: How we can achieve agreement from start to finish.
Our implementations are well thought out, rational, and financially sound. We assume that our employees will willingly go through the change process. But we request buy-in to late in our process. Learn how to invite buy-in from the inception of the idea through to the end. Save your staff, ensure supportive, creative behavior from those you're asking to make the changes, and develop a win-win collaboration all the way through the process.
Choice Management - How to manage change so all options are on the table.
Once we decide what change should look like before we encourage all participants to buy-in to our requested change, we are leaving some great ideas on the table - not to mention that we're encouraging resistence. Sharon Drew will offer ideas and models that will help your folks choose to change, and teach them how to support your implementation every step of the way.
Collaborative Negotiating: Creating Win-Win Solutions every time
Until now, negotiating has been one-directional. We've been taught to go into a negotiation knowing what we want and what we're willing to accept. We've not be trained to support a collaborative environment in which both sides not only get all of their needs met, but design creative solutions that far exceed what either side thought they could walk away with. A true win-win process, Sharon Drew will introduce you to the new collaborative decision making process that develops options while maintaining baseline needs for both sides.
For Professionals
So you know how to be a professional. Now how do you get clients?
What is stopping you from getting all of the clients you deserve?
As a professional, you do well at being a dentist, or an accountant, or a
lawyer. But your training did not include running a business or attracting,
closing, or maintaining clients. Sharon Drew will offer the tools to help
you find the clients - and keep them. In her unique, provocative style, she
will move you from being a skilled provider to being a skilled
entrepreneur.
Marketing yourself: creating and maintaining a busy practice
Your business has been growing - but not quick enough. You're good at what
you do, and your clients send referrals. But you would like more business.
How can you market yourself without marketing yourself? How can you drive
business by doing what you're good at, and letting your clients find you?
And what's stopping you from getting all the business you deserve? Hear
Sharon Drew Morgen talk about the ins and outs of developing a marketing
effort based on how your clients decide to choose you, based on her
groundbreaking Decision Facilitation method.
Other Business Topics
Sharon Drew speaks on a variety of topics that are not sales related. All topics, however, have the central theme of helping people make collaborative decisions toward greater creativity, easier change, and team collaboration and acceptance.
Differentiating your brand in the global marketplace.
How are you differentiating yourself on the global playing field when customers compare you against other global brands or local providers? Hear Sharon Drew introduce ideas that will use your existing assets, sales force and marketing initiatives, as your way to win the global competition.
Project Management: leading teams through change
The User Experience: leading users through change without chaos;
The Collaborative Team: helping teams collaborate through the design and
implementation processes
The Efficient Meeting: how to support the decision making process to help collaboration and efficiency
