Are your sales people too stressed, running on adrenalin, perhaps driving
towards burnout, struggling to reach targets? Wouldn't you rather they delivered
consistently good performance, sustainable over longer periods of time, with
less stress (for both them and you)? This uniquely empowering workshop will help
your team develop naturally high levels of focus, energy and motivation. They
will attain a sense of grounded euphoria, giving them a very distinct and
ethical edge in selling.
A one-day programme, it gives salespeople an introduction to the 'Natural
Superheroes' concepts and resources, tools and techniques, to help them improve
their sales performance - realising greater sales potential, developing deeper
and more profitable client relationships, winning more business.
Through this experience, sales teams gain:
* Information about profiling clients to instantly understand more about their
deepest drives and true needs so they can be genuinely met and, where
possible, exceeded
* Insights into deep, honest and very 'real' reasons for sales procrastination
- participants are given specific workable strategies they can easily apply
to overcome sales resistance, by tapping their natural motivational styles
* An understanding of communicating at the very highest levels with different
people so they truly understand your sales message and have a significantly
more positive sales experience
* A realisation of their very specific natural sales talents as individuals and
as a team
* A deeper level of experience and understanding of what specifically drives
their own behaviour and the behaviour of their clients - these unique
insights explain not only how but exactly why people behave the way they do
* An experience of what it takes to be unshakeable under pressure and manage
the sales processes and relationships to a positive outcome for all
* Brand-new insights into working with and handling difficult people across all
levels of authority
* An understanding of the pitfalls and the psychological traps we set ourselves
which cause unnecessary stress, anxiety and frustration on a daily basis and,
in turn, limit our sales performance
* Access to very simple and practical tools that massively increase
self-awareness, engender accountability and responsibility and develop
emotional sales mastery
1 INTRODUCING 'NATURAL SUPERHEROES' FOR SALES
* What is a 'Natural Superhero'?
* Defining emotional intelligence in the context of sales and why it is so
important
* Knowing yourself - why most people don't know themselves at all and how we
can understand exactly what drives our behaviour for the purpose of improving
sales performance specifically
* Knowing exactly why others, and specifically clients and team members, behave
the way they do - understanding the real motives behind people's good and bad
behaviour in a sales meeting
* Simple steps to freeing yourself of any anxiety, pressure and false sense of
limitation when selling
* Being yourself in sales - why this is not as easy as it sounds but how you
can make it effortless
* How to take control of achieving the sales performance you really need and
want for yourself and others
* Strategies that raise your self-awareness, increase an authentic and
sustainable sense of self-confidence, in difficult situations and in moments
of crisis
2 UNDERSTANDING YOURSELF, YOUR TEAM MEMBERS AND YOUR CUSTOMERS - USING THE
ENNEAGRAM
* Introducing the Enneagram and why it is so valuable to sales people and their
clients
* Exploring the 9 types of motivational drives and why people have different
reasons for buying from you
* Core types and wings - understanding the influence of other motivations
either side of the core Enneagram type
* How to confirm the profile of your client - using celebrities from the world
of politics, cinema, sports - we explore how to identify each type - what are
their core drives, why have they arisen and how can we use these insights to
help you in improving your sales performance
* The 3 levels of behaviour within your personal profile and that of your
clients
* Lookalike Enneagram types - mistaken identities - how to avoid these traps
when profiling your clients and your team
* How to communicate effectively in a sales environment with each of the
different Enneagram types - communication strategies for positive impact on
morale, performance and, ultimately, sales results
* How to interpret and make use of the results of your online personal profile
- participants complete an online profile before the event and have the
opportunity to analyse their results with a view to improving their sales
performance
* How sales teams sabotage their own performance and that of other people
within the team - and how to stop it
* Uncovering your particular edge in a sales role - what unconsciously trips
you up as a sales person?
* How the Enneagram helps us in sustaining a truly great sales performance over
time
3 WHY POSITIVE THINKING ALONE DOESN'T WORK IN SALES
* Why 'PMA' does not stand for positive mental attitude when selling - learn
its alternative meaning that can serve you even more effectively in a sales
role
* 3 steps and exercises that naturally increase PMA
* The value of making unconscious thinking conscious and how to do this without
any pain or discomfort in a sales meeting
* Why each Enneagram type has a different experience of PMA in terms of their
outward behaviour and how to know when you are maximising your sales
performance
4 MEASURING SUCCESS
* How to measure the development of your individual profile as a sales person
* Development planning and review
* Into the future - how to continue your Natural Superhero development