Facilitator Masterclass Training 5
"Try not to become a person of success, but try to become a person of value. "
— Albert Einstein.
How to Master 1:on:1 Sales Conversations
Description: In this masterclass, you will learn the basic structure of a successful 1:1 sales conversation. You’ll get a paint-by-numbers approach to selling that lets your customers do most of the talking, basically “selling themselves” on the benefits of work with you. We’ll teach you the 5 emotional phases of the sales process along with a series of benchmark questions that will let you know whether your potential customer is with you every step of the way. We’ll also give you access to our Sales Mastery Bonus which is an entire program devoted to teaching you how to master the art of sales.
The key to getting value from any endeavor resides in your willingness to integrate what you are learning and implement it in your life. All new thought and new ideas are useless unless we act upon them. The same is true in this course.
If your goal is to be the kind of person that catalyzes change for others it will require you to step just outside of what’s known and what’s comfortable to act as you breathe and accept the challenges that lie before you.
“You can’t cross a sea by merely staring into the water.” — Rabindranath Tagore
As you begin to create your content for a group facilitated experience, you’ll need to begin with determining which clear story you plan on presenting and then adding engaging and transformational elements to that clear story. Complete the exercises below to create your content for a group facilitation. If you are using RECODE content to become a RECODE FACILITATOR then much of this work is done for you and it’s a matter of learning and practicing it. You’ll find that information in the RECODE WORKBOOK.
Please note as a professional if you end up using our RECODE content in your non RECODE events please attribute us and this program. Do not replicate our material without attribution.
1) The Curiosity Meter. Find yourself in a group of 2-3 people to practice Phase I Curiosity of the sales process. Choose these 3 roles: Seller, Customer, and Observer. The Seller’s job is to create curiosity. The Customer’s job is to give feedback to the seller about how curious they are by holding your hand out with your thumb directly to the side (this is neutral). Point your thumb upwards to indicate your curiosity in degrees if it is raising, point your thumb downwards as your curiosity is decreasing. The Observer’s job is to make note of the kinds of things that generated curiosity and the kinds of things that didn’t. Switch roles and repeat. U-Turn Immediately if what you are doing isn’t working.
2) Value Calibration Exercise:Use the following questions to calibrate and build value as much as possible in PHASE III of The Sales Process. Find yourself in a group of 3 (perhaps with your board). Choose the following roles: a Seller, a Customer, and an Observer. Your goal as the Seller in this exercise is to practice building as much value as possible. The Observer watches the Customer and says “NOW” when they calibrate that the Customer is peaking in their experience of the value – the point where the value is sufficient to justify nearly any invest :
– “What do you want?”
– “What’s important to you about that?”
– “How will you know when you have it?”
3) Sales Process Scorecard. Have at least 5 sales conversations this week. Using the scorecard (handout below) mark ‘I’ each time in a sales conversation you successfully phase each phase and have a clear indication that you created the desired emotion from that phase and asked the appropriate benchmark question. Notice which phases you skipped, which phases were easy, which phases tended to get you stuck. These are the phases to work on.
Reflections exercises are one or more questions that we’d like you to be in deep consideration of for the entire week. These are meant to be shared with your family, friends, and community so that they can offer you a more complete 360 view of yourself, your identity, and your reality.
Everyone has blind spots. These are areas where we are less developed that are outside our view. Getting reflections will point out things that you might not ever know yourself.
In addition, the more you consider these reflection questions the more likely you’ll be able to break through your current level of thinking and use the exercises to leap frog into a new level of consciousness.
Here is this weeks self reflection question.
1) Which of the 6 emotions are you least confident that you generate in the customer during a sales conversation?
1 – Curiosity
2 – Empowerment
3 – Possibility and Trust
4 – Urgency
5 – No Brainer
6 – Having Begun
2) Over the next week or two, notice all the times that you have that specific emotion. What caused it? Where do you feel it in your body? How long does it last in your system? What other people are good at eliciting that emotion? How doe they do it? Start to “get to know” that emotion and get familiar with its common triggers.
Copyright 2015 - All Rights Reserved