Posts Tagged ‘Corporate Sales Programs’

Webinar – Influence: Getting Executives To Listen!

Monday, March 11th, 2013

Presentation Skills

So what makes an executive listen to your ideas? What makes them dismiss what you say?

In this session you will learn the four things that executives look for in order to be able to listen to what you say, to seek out your opinion and to take action on what you say.

You will learn what many people do that STOPS executives from listening, how to be controversial without being seen as radical and how to open the listening doors.You won’t want to miss this fourth webinar in our Influence series. Join us to see how to make this year your best year ever effortlessly.

Register now for this fun filled session and have your pen ready to take notes!Register-Now-Purple

Take 10 seconds to RSVP for this “NO-COST WEBINAR” on Thursday
March 14, 2013, at 1:00 cst.

PS: Feel free to pass this invitation on to your family, friends for this one-of-a-kind-webinar experience.

Space is limited. Reserve your Webinar seat now!

Can’t make the date?

Still register so you can get Free access to the recording after the event.

For those who don’t register, the recording will be available for purchase.

https://www2.gotomeeting.com/register/856259594

Want to Influence More Sales?

Monday, January 21st, 2013

Sales TrainingImagine 2013 ending with your largest sales year ever.  What would that feel like?  What would it do to your life?

If you want to make 2013 your best year ever, there are a few things you need to do.  In this blog I am going to address the complex sale as most of our clients tend to have a product or service that requires a more lengthy sales process, a shattering of past beliefs, and a desire for the client to see you as a trusted partner, not a vendor.

The more complex your sale is the more the listener’s brain will fight you.  The sale actually confuses them, tests what they know (which makes them feel stupid) and pushes them out of their comfort zone.  Due to all of these reasons they then push back as their brain is trying to find REASONS to stay status quo.

The number one mistake I see sales people make in this area is they try to “fight back” by supplying the customer with more and more facts and reasons on why the product or service their are selling is the holy grail.  For the customer, this then becomes “proof” that you only care about you and not them.

So to combat this, you need to help your customer overcome their desire to stay status quo.  You do this by asking great probing questions that cause them to think, to reveal their thoughts, and to let them sell themselves.  No one likes to be sold but people do like to buy.  Allow them to do the buying.

Now once you start using the great probing questions you actually take the customer resistance side.  This will cause them to argue against their own thoughts and solve their own resistance.  It is much more powerful for you to say, “well it sounds like your present system, even though it won’t automatically digitize, works good enough for you.”  As soon as you pull out of selling it frees them up to buy.  You will be surprised to hear them say, “well I don’t think it will be good enough for us because we do need to digitize.”  Hmmm. now that can lead to a great discussion that shows what they fear so you can help them through it.

Don’t let the economy hold you captive for 2013.  Make this year your best year by making it your customer’s best year!

Learn more about sales training programs and sales presentation skills program at Impression Management Professionals in Minneapolis, MM

How can Outcome Thinking® Transform Your Presentation Skills- Video Blog

Friday, October 12th, 2012

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Anne Warfield shares an example of how Outcome Thinking can transform how you think, listen and speak.

Communication without saying” I think” or “I feel”. Move to the offense- the how- rather then the defense – the Why

Learn more about strategic communication at www.impressionmanagement.com and sign up for your free strategic presentation skills video lessons today.

Who is this Person? Video Blog

Friday, September 28th, 2012

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Watch Anne Warfield’s video and see if you can figure out who she is talking about.

Join us for an upcoming no-cost webinar and learn more about using Outcome Thinking to enhance your strategic leadership and presentation skills.

Creating A Results Driven Team – Leadership Skills

Monday, August 20th, 2012

Have you ever had a moment where someone ticked you off and you could feel the negative energy and anger all around you?  Then you gathered some new information and it instantly drained that negative emotion away as you gained a new perspective?

Wasn’t it amazing how quickly that could happen?  Really NOTHING changed about the event, just YOU CHANGED how you INTERPRETED the event.

One of the toughest challenges as a leader is the balancing of different personalities, drives and opinions.  There can be a desire to take care of your team and try to manage the communication between members but there can be serious side effects that which will turn your team from results driven to angry and frustrated.

Here are some ways to avoid that:

1. Realize as a leader you role is not to take on the emotions or concerns of team members but instead to help them positively work through those discussions with others so they learn to create their own link and relationship.

2. Work with those who are comfortable with sharing their voice with HOW to share their voice so you don’t get caught in trying to BE their voice.

Ironically this very thing is what Les McKeown talks indirectly about in his book Predictable Success.  He talks about how the Visionary Leader often grows the business with the sales people and then later on brings in a Processing person to manage operations.  Then because the Processing person is actually trying to put rules, systems and structures to things (which can slow a sales person down) the sales person goes to the Visionary Leader and complains.  At that time, the Visionary Leader usually jumps in to side with the Sales person (after all they have been together for ever) and the Processing person gets chastised.  Thus the result is a cycle of negative action that doesn’t drive the results needed as both sides become frustrated.

So here is your Take Action:

When someone comes with a complaint, challenge or issue work with them on how to directly handle that with you being just the “third” wheel in the process. This will keep your group focused as a team, get things out in the open, allow all people to have a direct voice with no interpretation from you, and will allow you to step back in to a mediator role instead of a translator role.  A much more powerful role for you as a leader!

Learn more about strategic communication at www.impressionmanagement.com and sign up for your free strategic video lessons today.