Outcome: Continually winning over and keeping clients sold for the long haul.

Skills Taught: This client management and leadership sales approach follows the natural progression of the sales cycle.

It differs from consultative selling which relies on a long tail close, impractical in today’s business climate of time compressed and sensitive digital and social marketing platform projects.

• Sales Leadership - the essentials needed to facilitate a solicitation where the seller earns sufficient stature and respect with the buyer to ensure a receptive buyer.

• Proactively influence and manage - to one’s advantage, the natural sales cycle, thus improving the odds in one’s favor.

• Skill sets and techniques - specific to each of the 8-step (rungs) in the sales cycle (referred to as the Sales Ladder™ - see illustration) that when applied at that precise point, expedite the buyer/seller sales engagement, forwarding the buyer’s ultimate goal – purchasing the solution(s) that achieve(S) their business goals.

• Observation and Adjustment - continually monitoring the sales progress and adapting to buyer changes and directions.

• Meeting/Presentation – the section of the sales cycle where the seller makes a case for why their product or service fulfills the requirements of the buyer which goes well beyond just “pitching”. This includes:

  • Story Telling - how to bring life and the magic of drama and suspense into a business meeting or presentation.

  • Buyer Evaluation - unique tool that allows one to assess exactly how the audience wants to be sold, based on psychological profiling of their preferred listening and communications style.

  • Presentation Templates - specific to convincing C-Suite, Project Management and Detailed driven audiences.