A 13 Week World Class Course
Inviolable Universal Values That Accelerate Your Success
Transcends Other Sales Training
The Authentic Salesperson™ Course goes far beyond any other training today, combining all the following elements.
- Client-focused sales skills
- Personal growth and emotional control
- Increased inner belief boundaries
- Successful self-coaching
- Goal achievement
- Communication skills
- Activity management
- Motivational Intelligence
- Increases quality of life issues, and
- Re-defines selling success and failure
The profound nature of the course helps build the whole person—intellectually and emotionally.
A Powerful Support System Emerges
Facilitators are trained to conduct the course in a totally positive, non-critical environment, modeling unconditional acceptance of the course participants. By the third week a dynamic synergistic new energy coalesces within the group. A common power develops that is much greater than the sum of the individual participants’ powers.
Here’s the principal: When two or more people meet together in a spirit of mutual concern for each other, harmoniously committed to the mutual goal of self-improvement, a power evolves that’s greater than the sum of the individual powers. Each individual then partakes in this power to the extent they have positively contributed to the acceptance and reinforcement of the others.
This great power cannot be described logically, as it is a spiritual and emotional phenomenon. Great athletic teams have discovered this power, as have couples, organizations, and people who seek the highest level of growth and achievement.
It is the access to this indescribable power that is a major benefit of the course.
Here are the course contents and benefits.
- PURPOSE—Transforming Yourself to Higher Success. Writing a CLIENT-focused purpose statement, and learning about the course benefits. Understanding about the power of adopting a client-focused sale purpose.
- ABUNDANCE—Achieving Goals for Higher Success. Defining specific objectives for sales, income, and quality of life. Understanding why past goals have either been achieved or failed to happen.
- Step 1: CONNECT—Developing Rapport with People. Causing positive first impressions. Learning why this “first sale” is so important to their success. Being amazed at its power.
- Step 2: LISTEN—Diagnosing Clients’ Current and Desired Situations. Identifying people’s wants, needs, or problems to be solved. Learning to do 80 percent of the listening and 20 percent of the talking.
- Step 3: ILLUSTRATE—Explaining How You Can Help Clients Enjoy Their Desired Benefits. Showing how your solution will satisfy their wants or needs. Talking in terms of the end-result benefits clients want, not just about the products.
- Step 4: EVALUATE—Making Sure Your Solutions are Right for Clients. Taking time to evaluate the efficacy of your solutions for people. Learning a process of understanding what clients are thinking at this point.
- Step 5: NEGOTIATE—Solving Problems That Could Keep Clients from Buying. Understand any client concerns, and seeking a win-win solution. Learning how to openly respond to what may seem like negative responses.
- Step 6: TRANSACT—Exchanging Your Solutions for Clients’ Payment. Completing a transaction that creates mutual value for both you and your clients. Asking for actions that complete sales.
- BOUNDARIES—Expanding Your Current Belief Boundaries. Identifying the need to hold on to old limiting belief boundaries, and moving past them. Learn an emotional releasing process to free salespeople from old controlling emotions.
- MOTIVATIONAL INTELLIGENCE—Learning What Ignites Your Energy and Confidence. Identifying rewards you’ll give yourself when you reach your sales and/or income goals. Using the power of personal rewards to cause new achievement drive and activities.
- EMOTIONAL CONTROL—Handling Your Emotional Ups and Downs. Understanding your emotional responses to different situations, and substituting appropriate ones. How to replace old negative emotions with positive ones that drive successful behaviors.
- LIBERATE—Dissolving Spiritual and Emotional Toxins. Identifying and cleaning out old emotional cancers that unknowingly can block your success. Analyzing common emotional or spiritual blockages that need to be released.
- GRADUATION—Celebrating Your Newly Developed Skills and Abilities. Concluding the course with a celebration of all the new levels of success, personal growth, and looking into new horizons of purpose and achievement.
New Definitions of Success and Failure
We have redefined success and failure. Think about it like this:
- Success is seeing as many people as possible to determine if they have problems, desires, goals, or needs for which we can provide solutions. Should they want or need our help, we feel a commitment to help them. Should they not be open to it, we have still succeeded and fulfilled our responsibility, as our purpose was to help them if they wanted or needed our help.
- Failure is when people want or need our help, but we don’t help them. Or, when we assume they wouldn’t be prospects, so we don’t engage them to see if we can help them. Fears decrease, activities increase.
The adoption of these two definitions can relieve salespeople from the need to “score” and persuade people to buy what they’re selling. It frees them from fear of rejection, and contact anxiety.
Neutralizes Success Killers
Broadly speaking, the greatest killer of sales success is fear. Fear of failure. Fear of rejection. Fear of future problems. Fear of the unknown. Fear of not communicating with buyers.
Yes, even fear of success.
Think about this! Fear goes away when our purpose is to help people, if they want or need our help. Fear increases when our purpose is to convince people to buy what we’re selling for our benefit, whether they want or need it.
Is our intent to do things for people, or to get people to do things for us? One yields emotional freedom. The other triggers emotional fear.
Is our purpose to do things for people or to them?
“There is no fear in love. But perfect love drives out fear, because fear has to do with punishment.” 1 John 4:18.
Let’s draw a parallel and say,
“A client-focus purpose drives out fear, because fear has to do with what we might not get; and vanishes when we focus on what we can give“.