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Stand-Up Selling 101
Stand-Up Selling is like no other selling program you have
ever seen before because it's not on the old model of selling, it's
communication-based. It's about helping people buy... it's about learning
how to be powerful without being pushy... it's about getting your arms
around people (prospects, customers and clients) and taking care of them.
This is not about the old "bonding and rapport" routine where your job is to
make people think you care about them... this is authentically caring about
them. When you learn how to communicate powerfully, people will know how
much you care... you will never have to tell them how much you care.
When you communicate powerfully, who you are will radiate from you. We have
all met people like this and wondered what it was about them that caused
people to look for ways to do business with them. That kind of person builds
an understanding of the precepts and concepts that make up the programs and
then goes back out in the world and applies what they've learned.
This is not a training where you take the binder full of BS, close it
tightly and deposit it on the bookshelf with last year's training crap and
then go back out into your territory, region, whatever and do it the same
way you've been doing it for the last 5, 10, 15, or 20 years! I know people
who collect sales training courses like others collect stamps. There's a
difference here... if you apply the stamps they lose value.. if you apply
Stand-Up Selling it will bring you many times what you paid for it.
Unapplied, it will dry up and become useless.
Since application is important, we offer on-line support twice a month where
you can ask questions about any problems you are having with application.
Tommy Hopkins says "Selling is not a serious business... it's merely
hysterical activity on the way to the grave. While I completely agree that
this is the right attitude, we take your ability to communicate seriously...
we know it will make a difference in your life.
Not only with your prospects, customers and clients but with your friends
and family, with the people you work with, with the people you attend church
with and/or the people you go to the races or golf with... it makes a
difference in your relationships with your wife, your husband or significant
other, it will make a difference with your kids. It will even make a
difference (positively impact) with how your kids communicate with their
friends and teachers... this is good stuff!
Earlier this year, I helped a company advertise for and then hire eight new
sales people. I was given a free hand with the training and gave them the
communication tools that they needed to be extraordinary sales people. Eight
weeks into the training, there was a company party where I had a chance to
meet many of the wives and most of them commented about the positive impact
the training had made on their husbands in the way they dealt with
situations at home... needless to say, I was very pleased.
If you have questions of feel that there is room for improvement in your
sales ability or the sales skills of your sales team...
... Let's Talk
Bill Knoche
PS - There are only two groups of people that will pay to have better
communication skills.... sales people and people whose marriages are in
trouble. With this training, you will probably discover that you get both
for the price of one. |
..."A coach is someone who tells
you what you don't want to hear so you can see what you don't want to see
so you can be what you always wanted to be." - Tom Landry,
Legendary Coach of the NFL Dallas Cowboys
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The Stand-Up Sales Coach helps you get from where you are to where you want
to be. Stand-Up Sales Coaching gives you the tools to reach out of your
comfort zone into the unknown... getting comfortable with being
uncomfortable eventually leads to new habits and a victory over the past.
Stand-Up Sales Coaching requires more than basic coaching skills... it
requires better eyes, better ears, and better communication skills. A
Stand-Up Sales Coach has to be able to deal with your ego, he has to be able
to hear what's not being said... what you might to be covering up... he has
to be able to listen between the lines... and then he has to be able to
confront the situation with you.
He has to be able to help you hear what's not being said, so you can address
it. He has to be able to help you hone your ability to ask probing questions
without offending anyone. He has to be able to help you talk with the
prospect about the difficult topics that many salespeople would rather sweep
under the rug. Being able to do this is what separates high-performing
salespeople from average salespeople.
He has to have better than average intuition and communication skills as
well as more training than the average coach... and he has to be able to
help you to get in tune with your intuition.
Whether you need to be pushed, prodded, challenged or cajoled; he has to
help you move forward... toward your goals. Simply stated, a Stand-Up Sales
Coach helps you uncover your blind spots... helps you listen better and
address what you are hearing. He helps you learn how to look for and uncover
the needle of truth in the haystack of less than truths that often show up
in conversations before prospects develop trust in a salesperson.
A good sales coach helps you face down your fears, helps you notice your
resistance, helps you past your past and helps you move forward to a new
level of communication with prospects, customers and clients. (It's not
always a pleasure getting there because at your request, he or she has
accepted the job of your personal accountability holder... that means you
hired him or her to kick you in the seat when you are getting lazy, crazy or
off track and blowing your game plan!)
How? First, by helping you decide what it is you want as well as why?
Second: Help you create and build a plan for reaching your goals. And third:
Hold you accountable to your goals and to your plan. In life, we all get off
track at times. Your key to success in business is knowing when you are off
track, correcting your course quickly and effectively. A coach helps you see
when you're off course, and can provide feedback that reduces drifting and
helps you get back on course quickly.
A coach is someone who can keep your vision, your goal, front and center at
all times. A coach is someone who can see in you what you don't see in
yourself. Ultimately, a great coach is someone who is a constant force in
your life, who reminds you over and over when those voices in your head are
reminding you that you can't make the grade so why not quit... the coach
steps in and reminds you of your goals and dreams. |
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