Sales Workshop

I’ll be sharing everything I know on converting prospects to customers: prospects are the life blood and oxygen to business. Without prospects, there are no customers. Without customers there is not revenue. And without revenue there is not business. But there is no revenue without sales. There is no point generating leads, if the brand cannot sell.

This workshop will explore everything you need to know and more about selling! It is in hackathon format. A hackathon is an event in which participants work on their business intensively for a short period of time. Hack or hacking from the word hackathon, shouldn’t be confused with gain unauthorized access to systems or writing software. In this context, it refers to creating shortcuts that increase output and outcomes. Hackathons are short events that are low-risk, yet high-yield. A hackathon forces participants determine where they are at, what marketing problems they need solve and then solve them in real time. There is hustle, urgency, sense of purpose, resourcefulness, creativity, agility and speed to market, all without “betting the farm.”

This is NOT a lecture (me delivering information) a NOR seminar (me delivering information plus discussion.) It has a small amount of information delivered, including theory, case studies and role-plays – enough for you (with me helping and answering any questions) to take that and create a step-by-step plan of attack in the workshop that you can implement after.

On completion of this hackathon students will be able to:

  • Create a customized sales methodology for their brand;
  • Apply that sales methodology to their brand;
  • Create customised sales communication for their brand;
  • Apply that sales communication to their brand;
  • Apply a sales qualification methodology to their prospects;
  • Create irresistible offers for their prospects;
  • Collect testimonials from prospects and customers;
  • Negotiate concerns with prospects and customers;
  • Overcome the feeling of sales rejection; and
  • Create customer loyalty.

>>>WHAT YOU’LL LEARN<<<

MODULE 1: Sales Team Building

The purpose of this module is to introduce students to high functioning teams. At the end of this session students will know:

  1. The Importance Of Professional Team Work;
  2. What The Five Dysfunctions Of A Team Are; and
  3. How To Trouble Shoot An Under Preforming Sales Team.

MODULE 2: Sales 101

The purpose of this module is to introduce students to sales fundamentals. At the end of this session students will know:

  1. The Marketing & Sales Processes;
  2. Why Marketing And Sales Is Complex And Complicated;
  3. The Marketing & Sales Strategy and Implementation Process;
  4. The 4 (Or 7) Ps (Or Cs) Of Marketing;
  5. The 3 Ways To Make More Money;
  6. How To Get More Customer To Buy More Often;
  7. Why Marketing And Sales Need To Work Together;
  8. The Essence Of Marketing and Sales;
  9. Why Marketing And Sales Is About Being Relevant;
  10. The Human Purchasing Process;
  11. The Difference Between Messes, Pains, Problems, Needs, Wants And Demands;
  12. What Value Is;
  13. The Two Sides To Marketing And Sales;
  14. Why People Buy From Those They Know, Like & Trust;
  15. How To Build Trust;
  16. How To Sell In Low Trust Environments;
  17. The Psychology of Persuasion;
  18. Why Expectations Go Up When Customers Pay;
  19. Don’t Propose Marriage On The First Date;
  20. Why You Should Give Value Away For Free;
  21. How To Sell;
  22. How To Use The Never Ending Mouthpiece;
  23. How To Use Trial Closes;
  24. How To Use Commitment & Consistency To Sell More;
  25. How To Make It Easy To Purchase;
  26. How To Get Out Of the Selling Frame;
  27. How To Dumb Down Your Pitch;
  28. How To Start Selling To Friends;
  29. How To Solve The Big Picture First; and
  30. How To Market and Sell Commodity Products, Services and Solutions.

MODULE 3: Marketing & Sales Pipelines & Funnels

  1. The Marketing & Sales Pipeline Process;
  2. The Difference Between A Marketing & Sales Funnel And A Pipeline;
  3. The Customer Journey: How Customers Go From Unknown To Known;
  4. Why You Shouldn’t Skip Steps In The Customer Journey;
  5. When To Ask For Leads And Sales;
  6. Sales Preparation Always Comes Before Marketing;
  7. If You Think You Have 1 Product, Service Or Solution, You Actually Have Multiple;
  8. The 7 Marketing And Sales Funnels And Pipelines All Brands Need; and
  9. How To Stack Funnels And Pipelines To Make A Mega Funnel And Pipeline.

MODULE 4: Sales Communication

The purpose of this module is to introduce students to sales communication. At the end of this session students will know:

  1. How To Communicate With Prospects And Customers At The Various Steps Of A Marketing And Sales Pipeline;
  2. How To Effectively, Predictably And Consistently Communicate With Customers To Increase The Value, Number And Frequency Of Purchases To Grow Your Business;
  3. What The Dual Consumption Path Is;
  4. Why Fonts Matter With Readability;
  5. The User-Customer Triangle;
  6. There Is Communication And What Is Added A Communication And Both Are Very Different;
  7. A Confused Prospect Never Buys;
  8. How To Use Alternative Modalities to Increase Sales; and
  9. How Language Matters In Persuasion.

MODULE 5: Qualification

The purpose of this module is to introduce students to sales qualification. At the end of this session students will know:

  1. The Archimedes Lever Of Marketing And Sales; and
  2. Look For Those Who Are Looking For You.

MODULE 6: Offer Creation

The purpose of this module is to introduce students to offer creation. At the end of this session students will know:

  1. How To Create An Irresistible Offer;
  2. What Analgesics, Vegetables, Vitamins and Lollies Are;
  3. Hot To Create Unique Marketing Angles To Sell More;
  4. How To Create An Effective Trip Wire;
  5. How To Get More Sales Through Exclusivity; and
  6. How To Create New Content And Sales Scripts And Offers In The Innovative Zone.

MODULE 7: Sales Scripts

The purpose of this module is to introduce students to creating sales scripts. At the end of this session students will know:

  1. How To Write Irresistible Sales Communication To Sell Your Products, Services And Solutions;
  2. How To Use Instant Demos;
  3. How To Sell By Providing Experiences; and
  4. How To Customize Sales Scripts To Your Product, Service Or Solution.

MODULE 8: Testimonials

The purpose of this module is to introduce students to capturing testimonials. At the end of this session students will know:

  1. How To Request, Capture & Publish Testimonials; and
  2. The Difference Between A Testimonial, Case Study and Success Story.

MODULE 9: Negotiation Concerns

The purpose of this module is to introduce students to negotiating busying concerns. At the end of this session students will know:

  1. How To Handle Purchaser Concerns;
  2. How To Prevent Buyer’s Remorse;
  3. How To Address Objections Using An Addiction Model;
  4. How To Change People’s Mind;
  5. How To Change The Minds Of Prospects Through Crucible Stories.

MODULE 10: Rejection

The purpose of this module is to introduce students to overcoming the feeling of sales rejection. At the end of this session students will know:

  1. How To Enjoy Marketing And Sales Rejection;
  2. How Not To Give A Fuck About What People Think Of You.

MODULE 11: Sales Follow-up: Upsells, Down sells Cross Sells and Loyalty

The purpose of this module is to introduce students to following-up with prospects. At the end of this session students will know:

  1. The 19 Marketing And Sales Communications Every Brand Needs;
  2. How To Follow Up With Customers;
  3. Which Follow Up Channel To Use;
  4. The Next Sell: Upsells, Down Sells and Cross Sells;
  5. How To Create Down Sells;
  6. Paid, Earned & Owned Media;
  7. The Value Of Owned Media;
  8. How To Increase Loyalty With Commodity Products;
  9. How To Request & Reward Compliance;
  10. How To Not Lose $100,000 Instantly;
  11. How To Not Piss Your Customers Off; and
  12. How To Market And Sell To People On Their Birthdays.

And based on that, you’ll leave with lead conversion plans for the following:

  • Sales pipeline & funnel;
  • Communication sequence;
  • Offers;
  • Sales scripts;
  • Testimonial collection;
  • Negotiation structure;
  • Follow-up sequence;
  • Customer loyalty.

>>>WHAT YOU GET<<<

The in-person hackathon version will be a 3.5-hour group workshop which includes:

  • 11 content Modules; and
  • 11 printed Module Worksheets.

>>>THE VALUE<<<

When I first started working in marketing and sales, one of the most important things I did was model myself and learn from people who had been there, done that and were already having the kinds of success I wanted. It saved me what I estimate to be years of time and effort; if you were to try to figure all this out on your own through trial and error it would probably take more than a year or so. I have been through the learning curve and the tuition cost is nowhere the opportunity cost of spending your time. You will get all that knowledge and experience for a fraction of that cost. Of course I wish I could have bought this knowledge, insight and experience for this price when I started. And I know that you will be glad you made this investment – you are buying money at a heavy discount!