Selling For Non-Sales People
A Half Day Seminar by Alexander Van Buren
This half day seminar is especially designed for people in your organization who need to do more selling, but are not full-time sales people.
It is a highly interactive 3 to 4 hour workshop with exercises, roll playing handouts and demonstrations.
Specific language patterns and scripts, custom designed for your team - are also included.
Alexander Van Buren is president of Denver Seminars.com, a training and development company devoted to imparting world class strategies for achieving personal and professional quantum leaps.
Van Buren is an expert at behavioral modeling, and has devoted the past 19 years to modeling world class sales champions, marketing experts, executives and athletes.
Behavioral modeling is the art of eliciting the structure of behavioral excellence in detail so that it can be duplicated with precision.
After spending 3 years learning how to ‘model something’ he conducted his first behavioral modeling project in 1997.
Determined to elicit the structure of creativity in detail, he read Leonardo da Vinci’s notebooks every single day for two years while eliciting Walt Disney’s actual creative process and studying Peter Drucker’s concepts on innovation.
The project loosed a flood of creative ideas. He has conducted formal ongoing behavioral modeling projects ever since. Over the next 19 years he elicited and created over 200 original patterns of excellence and models.
Modeling World Class Sales Champions
In 2002 he was hired by the Bluegreen Land & Golf Corporation to behaviorally model their top sales people and referral getters.
After training their entire sales team, several of their sales people went on to earn over a million dollars a year in commission.
The project involved eliciting the specific patterns, beliefs, actions etc. used by champion level sales people at Bluegreen's land sales offices nation wide. Mortgage Origination and Real Estate Sales champions were also modeled as part of this project.
To qualify as a model, a sales champion had to earn over $600,000 a year in sales commission.
Alexander has been a featured presenter for the Stanford Executive Program Graduate School of Business at Stanford University.
His corporate client list includes Toshiba, Nevada Corporate Planners, Pulte Del Web, Blue Green Land and Golf Corporation, The Army Corps of Engineers, Paramount Home Entertainment, Moretrench, The Nevada Regional Transportation Commission, Sinclair Broadcasting - CWTV, Circuit City, the US Army Iowa National Guard and hundreds more.
His executive coaching and consulting clients include the past general manager and senior executives of Pulte (Del Web), senior executives of The Blue Green Corporation, the senior executives of Paramount Home Entertainment, the director of catering for the Marriott Grand Chateau, an Olympic high jumper, and famous singers and performers including the concert master and lead violinist of the Las Vegas Philharmonic
Also included in this seminar is up to 1 hour of phone consulting with your trainer so he can learn from you how to customize the modules of this training especially for your team.
You will receive a complete outline of modules and scripts prior to the training. All scripts are subject to your approval.
All participants will receive a custom made workbook packed with scripts and language patterns that have been written especially for your team.
Plus exercises and role playing.
Who Should Attend
This training is ideal for small company groups of up to 65 people and can be delivered on site at your location in the greater Colorado area.
Outside Colorado add travel expenses for one person.
People at all levels in your organization who are NOT actually on the sales team will benefit tremendously from this seminar.
What Clients Say
"I made $40,000 in the first month from one of the up-sell techniques you taught me. And I've added a quarter of a million dollars to my yearly income.
And I took my wife to France and we hung out with the Tour-De-France cyclists, so I guess that qualifies as the lifestyle piece.
That's why I've come back for more coaching with you!
Dr. Chris Pellow
Pellow Family Chiropractic
"There is always apprehension when you bring in a facilitator you have not personally worked with before. This apprehension disappeared within the first 30 seconds of your presentation.
Alex, you not only energized the group with your insights on the creative process and approaching problem areas, you changed our whole way of viewing our business.
Your practical approach to problem solving from the general to the specific will serve us all for many years to come."
David P. Verani
Bluegreen Land And Golf Corporation
"Alexander, I spoke to a group of over 200 people and I truly believe your help with my introduction and closing language was a big part in my being able to bring in over $50,000 in my 45 minute presentation!"
Scott Letourneau, CEO
Nevada Corporate Planners
This half day seminar consists of three dynamic interactive modules.
Module #1: Sales Motivation
When it comes to selling, the most important thing for non-sales people to do FIRST, is to find their own reasons and motivation for selling.
Many people have an aversion to selling, to being a sales person, and to 'being sold'.
Without the personal motivation to sell, most people simply won't do it.
This module helps all attendees to completely re-frame the entire idea of selling so they don't feel like they're 'selling' anything.
Your team will:
Re-frame selling and 'sales' completely.
Feel much more natural when talking about your services.
Find their own individual motivation for selling.
Identify and use their own unique motivation strategy to sell.
Hand outs: Re-framing Selling, Your Motivation Strategy
Module #2: Clarity
This module will help your team to be clear about how your products, services or membership helps other people.
Clarity about the benefits and advantages of your products and services is crucial.
Participants will become clear AND be able to articulate:
What specific problems your service solves?
Why your services are better than any other choice.
What the most important benefits of your services really are.
How your service solves the prospects biggest problem.
One reason people don't sell more, and sell more often, is because they simply don't know what to say.
This module includes specific scripts and language patterns, written for your team, so that each participant can more easily communicate their CERTAINTY to others about the benefits of your products or services.
In any interaction between people . . . the person with the most CERTAINTY has the most influence.
Feel much more certain of the value of your service.
Learn to use specific questions to cause a sale to happen.
Clarify precisely why your services are the best choice.
Discover how to associate PAIN to NOT buying.
Know exactly what problems your services solve.
Be more comfortable articulating why someone should buy.
Role play with scripts to make selling easy and natural
Hand outs : Scripts, Your USP, Benefits & Problems Solved
Module #3: Compelling Action
The final module of this training is all about closing the sale.
Non-Sales-People don't want to 'sell' anything and certainly are reluctant to pressure someone else to buy.
So we won't call it closing. There is a way to compel others to act without feeling like you are pressuring them.
Specific language patterns for compelling some one to act NOW are practiced in this module until everyone feels comfortable with them.
The result is the ability to easily create a sense of urgency in the prospect to buy.
Specific scripts for creating a sense of urgency to buy now
How to make an 'irresistible' offer
Why creating urgency is so important
How to tell the buyer what to do and do it elegantly
Hand outs : Creating Urgency, Irresistible Offers, Compelling Them to Act
What Clients Say
"The participants were really impressed."
Stanford Executive Program Graduate School of Business
"Toshiba is the world's 17th largest corporation...thank you for helping to ensure a highly successful national sales meeting.
The combination of unique intrigue, pure entertainment, and meaningful insights into one another, helped us achieve a level of professional bonding like never before."
Director of Marketing Communications
"Alexander has been a huge help in getting me started the right way.HIs techniques have already got me significant bookings that have far exceeded my goals.
His attention to detail in all aspects:from intricate speech writing to advanced marketing, these are exactly the insights for which I was looking..With so much more to learn, I know I'm in the right place"
Steve Sax, Motivational Speaker, World Champion Baseball Player
Interested In This Seminar?
To inquire about bringing this seminar to your organization please Contact Us.
Or call Cell: 972-689-3749 or Office 972-689-3749