Sales Process & Skills

The program which is a hybrid of training and targeted coaching is built around the concept of bringing “fresh thinking” to your pervasive sales challenges. We apply these seven critical mind shifts to enable you to develop strategies, and take actions, that will break through this ceiling.

The salesSHIFT program complements other sales process training you may have taken and, in fact multiplies, the impact.

As a result of participating in this program you will…

• Rethink your definition of customer focus and customer alignment and learn why you might be missing the mark with some customers
• Gain fresh thinking about how to effectively differentiate you from your competition in the eyes of your customers and prospects
• Understand why it feels like you never have enough time and learn how to free up your time so you accomplish more with less effort.
• Overcome some of your biggest sales frustrations by adopting a different perspective and taking new action
• View the price and commoditization issues differently so that so that you can use them to your advantage.

The Counselor Salesperson is a simple, but extraordinarily effective sales approach, that is aligned with how and why customers buy and, equally important, why they don’t. It is research based, continuously upgraded to reflect current market conditions, and it has never been more relevant than as in today’s turbulent economy.

The program provides your sales team with an effective and consistent sales process that assures buyer/ seller alignment while delivering the key interpersonal sales skills required to differentiate you and your company in a crowded market-place.

As a result of participating in this program you will…

• Move through the sales cycle more efficiently
• Focus your time on business that is both winnable and desirable
• Be better able to predict sales results
• Assure your proposals and solutions hit the “bulls-eye”
• Achieve higher close ratios
• Create customers who are advocates and a willing source of business expansion and referrals
• Have a sales process that is more comfortable for both the seller and the buyer so the customer is more willing to engage.

We also offer a unique option, the “You in Action” DVD – the most powerful way to eliminate your sales blind spots.

We’ll shift your thinking about the “numbers game.” Unless you are selling a one-time low-value transaction, forget the “numbers game.” It’s a ridiculously expensive, uncomfortable and frustrating approach for both the seller and the buyer. Which is why many sellers are reluctant to prospect, and why most buyers don’t respond. Successful and efficient new business development today depends on two things – focus and leverage.

Take a smart approach and grow your business faster and more profitably.

As a result of participating in this program you will…

• Prioritize your prospecting activity so that you see faster results with less time and effort
• Develop messages that get you noticed and in the door
• Learn how to stay top of mind and be in advantageous position when the time is right
• Masterfully turn a “no” into business intelligence that moves the sale forward
• Shift your thinking and actions so that you are motivated to be disciplined and consistent in your business development efforts
• Understand how to use the power of leverage to see bigger results faster

Our work with thousands of sales pros indicates that weak discovery is one of the most common blind spots. It is also the number one reason why we see so many talented reps leave “big” opportunity on the table. And in the current market when the pressure is on to “get out there and close deals” this problem is exacerbated.


If you want to close more, bigger and profitable deals, then hone your discovery skills.

As a result of participating in this program you will…

• Shift your thinking about the sales process
• Learn that there are two important levels of discovery if you want to change the rules of the game
• Be able to prepare and plan for powerful discovery sessions that assure you do not leave business opportunity on the table.
• Understand how to avoid the deal killer – the blind spot that costs you the win before you even present your solution.
• Learn to leverage the ultimate differentiator – two sided discovery.
• Ask the tough question that must be asked and yet most reps avoid.
• How to prioritize and leverage the information you gather to outsell your competition.

• Build immediate credibility with both external and internal customers and be perceived as a high value resource
• Develop “business curiosity” and become masterful at asking questions and engaging customers in dialogues that deepen understanding and point to bigger / new opportunities
• Become powerful “dot connectors,” proactively connecting your company’s capabilities to what is important to your customers
• Gauge priorities from the customers point of view so that you provide high value input that differentiates your company in the customer’s eyes
• Know what and when to share valuable information with your sales and leadership resources to build the growth of your company around critical customer priorities