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PEOPLE DON’T LIKE TO SOLD, Most people usually don’t want to admit that they are in sales because they have usually had a bad experience with a sales person in the past. They usually have had something done to them instead of for them. “MR POS” believes that the buying and selling experience can be very POSitive when it is done with the customer in mind, instead of the sales person in mind. In others words, effective selling puts the buyer first and the sales person’s needs second. When the sales process is done right, it is not about doing something to someone, it is doing something for someone that is needs-driven, values-focused, has integrity and most of all is mutually-beneficial. If you like what you have just read, then you and your sales team are candidates for my sales training program entitled, “PEOPLE DON’T LIKE TO BE SOLD, BUT THEY SURE LOVE TO BUY.” I utilize a saying in my program that says, “If you can see John Brown through John Brown’s eyes, you can sell John Brown what John Brown buys.” This means that we have to better understand what the customer needs, and more importantly what they want, or as I say, THEY VALUE. When we do, we can give the customer value, which sets up the potential for a long-term selling relationship that creates value for both the buyer and the seller. This powerful process begins with understanding buyer attitudes, buyer/seller styles, the power of asking non-threatening questions and asking for a commitment that is mutually-beneficial. My program can be delivered in a two day session, or four one half day sessions and utilizes a combination of presentation and assessment instruments to determine selling styles and values-based behaviors for both buyers and sellers. Your investment in the sales program is $8000 for the two day program and $16000 for the four one half day program. This includes all of my expenses to your city and all course materials. I keep it simple and effective which means that you only have to write one check. SESSION I (1/2 DAY)
UNDERSTANDING BUYER & SELLER ATTITUDES
In this very important session we will be introduced to my model on ATTITUDE to better understand how buyer and seller beliefs and values impact the sales process. We also look at the relationship between beliefs and needs verses values and wants. Most sales people have not been taught this important difference which results in the prospective buyers developing the attitude that they are being sold which does not set the stage for a long-term selling relationship that is mutually beneficial. Also in the session the participants will be given eight principles they can practice on a daily basis that promotes confidence in themselves and their skills. SESSION II (1/2 DAY) Most sales people that I have encountered in my 18 years in the training business don’t understand their most powerful asset; their selling style. They generally are trying to sell to everyone the way they like to be sold. As a result they are going to not only miss a lot of sales, they will never get in front of some customers again because they didn’t understand how the customer likes to be sold. In the session we utilize a powerful assessment tool to determine the participants selling style which consists of an on-line questionnaire and results in a 22 page report given to each participant. The additional benefit to the participant is that it helps them understand how different people like to buy which POSitively impacts their sales success. To see a sample report click here.
UNDERSTANDING WHAT The typical sales person is usually trying to sell the buyer on what the sales person values. Instead, the sales person needs to better understand why the buyer values what they do. There are six specific values (reasons why) that drive human behavior in general. To effectively understand these values another on-line assessment instrument is administered prior to the session and the results are given the to the participant in this session. Each participant begins to specifically understand why customers buy what they do. As a result, the sales relationship deepens, trust is elevated and the buyer feels very comfortable with sharing with the sales person their wants and needs. It puts the buyer in a position where they feel comfortable buying, and it puts the sales person in a position of trust with the customer. If you have your customer’s trust, then you have everything!
Upon completing this session participants will learn how to ask a combination of non-threatening questions to determine needs and wants. They will then learn how to make a presentation that is in line with what the customer needs or wants, and finally they will learn how to more comfortably ask the customer for a commitment. “MR POS” believes that customers don’t come to closure for only one of two reasons. Either the customer doesn’t have a need at the time, or the salesperson has not created enough VALUE for the customer to say “yes”. Keep it simple, keep it effective, keep it focused on the customer and it will not only yield results but will be a lot of fun in the process. You may be asking yourself what qualifies RICH “MR POS” WILKINS to be an expert in the sales field. He has been in sales all of his life starting with pharmaceutical sales, then moving into medical equipment sales where he became a regional sales director. He was then promoted into a corporate sales training position with his company where he trained several hundred sales people. In 1988 he started his own company as a professional speaker/sales trainer and became the Director of the Louisville Sales School at the University of Louisville, in Louisville, Kentucky. Now in 2006 his training business continues to grow and he has worked with clients worldwide as a professional speaker, attitude coach and sales trainer. Should you want to talk to some of his raving fans please feel free to contact a few of his clients below. Also if you would like to talk to “MR POS” personally call 858-204-9838 or email rich@mrpos.com. He customizes your sales training program to meet your specific training objectives.
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"MR POS" & his Products
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