The Same Page Selling (free) Introductory course and the (paid) Masterclass have similar content.
The Masterclass goes into greater depth and includes live group coaching, facilitated practice and additional support.
The Accelerated Masterclass includes personalized 1-on-1 coaching
In the Masterclass you will learn:
Engage
How to engage with Prospects to grow trust and credibility from the get-go. And avoid the self-interest that loses trust (the real challenge for Sellers).
Have value conversations that Prospects enjoy (vs. needs interrogations).
How to listen to really understand and the simple technique to be of value to Prospects in every interaction.
Collaborate
Quickly create collaborative partnerships with Prospects.
Discover what Prospect’s Value (value not need, governs what they buy). And have them wanting to have you collaborate with them.
Ask the right questions, include the tough/searching ones, without causing offense.
Eliminate Objections (they're a sign of poor technique).
Influence
Stand out from competitors as a person of value from very first contact.
Understand the psychology of interaction and decision-making and tap into Buyer instincts to seek what they value.
Start meetings, phone calls and emails that immediately grab Prospect attention.
Differentiate, even if your products and services are commodities.
Be of Value
Learn how value not need dictates what Prospects buy.
Discover how each Buyer perceives value (we’re all different) and how to become the source of that value.
Qualify opportunities early to recognize those where you can be of value and should win and those where you cannot and should exit.
Transition conversations from Price to Value and quantify value even when it seems intangible.
Never lose on price.
Create Solutions
Collaborate with Prospects to co-invent solutions that they then buy with little or no negotiation.
Avoid Prospect pressure to propose (quote) an offering until you’re ready.
Only do product demonstrations that win sales.
Create offers that you know Prospects will accept without negotiation and without high-pressure closes.
Follow the Steps
The 6-step D-E-C-I-D-E sequence to win a sale sets Sales Naturals apart from ‘typical’ Sellers.
It is a series of non-salesy steps that you do with Prospects not to them that has them trusting you to guide them on their Buying journey.
Know where you are at any point in their journey and what to do next.
Results...
Matthew Callow
Head of Customer Engagement
I was thrust from a technical expert role into a Head of Sales position. I needed to build a sales strategy, establish a structure, source and deploy technologies to enable success (CRM and Pipeline), recruit various roles, AND begin producing immediate wins.
From the first meeting Patrick disarmed my concerns. He connected with my values, and crafted a personal coaching strategy to ensure success. Within weeks I had my strategy built and had had my core functions established and operating in a month. Within a year we were winning 83% of our opportunities! I can't recommend Patrick enough if you’re looking for an incredibly experienced, strategic minded and empowering coach who can provide you a sureness of success without any of the BS!
Virgo Martin
Sales Director