Client Builder Academy™
For self-employed professionals and smaller companies with five or fewer salespeople, our optimum training experience is our Client Builder Academy™ conducted weekly at our training centers in Wexford, PA and Franklin, TN. Each workshop is divided into two halves. The first half covers one of twenty-four specific topics, while the second half is an open forum where participants are given the opportunity to ROAR (Review homework, Openly discuss challenges, Apply concepts and principles to specific selling situations, and Role-play.)
One of the distinct advantages of this program is the shared experience of the participants’ varied perspectives and the peer to peer coaching that naturally comes with it. Many Client Builder Academy participants have also come to realize that our program is one of the best networking groups they have ever joined.
New participants begin their training by attending our half day sales training boot camp which is held monthly. The boot camp covers three topics:
1. Why People Buy What You Are Selling: Understanding the concept of pain and what motivates people to buy your product or service.
2. The Power of a Sales Process: How to save time, replicate your success and improve your odds of closing every deal.
3. Developing Your Personal Prospecting Plan and Putting It Into Action.
After attending the boot camp participants begin attending the weekly training sessions regardless of where they fall in the rotation. In a typical month, there are two sessions dedicated to a selling topic, one session dedicated to a prospecting topic, and one session focused on improving your mental game or a specific sales tactic. In addition, from time to time we invite a guest to speak on a sales or marketing related topic. Here is a list of the workshops that make up our training program.
On Selling:
1. Preparation: Identifying Your Target Market and Preparing Your Opening Strategy.
2. Enhanced Communication: How to build rapport and avoid the hidden traps that sabotage your interactions with prospects and customers.
3. Advance Agreements: The mortar that holds your sale together and helps you stay in control of the sales process.
4. Diagnosis: Uncovering the problems and opportunities that you can help your prospects solve and capture.
5. Investment: When and how to discuss the investment your prospect will have to make to buy your products or services.
6. Decision Process: Uncovering the who, how, when, why and what of your prospect’s decision-making process.
7. Closing the Deal: Establishing the commitment, presenting your proposal and finalizing the deal.
8. Confirmation: How to safeguard your deals, manage expectations and build lasting client relationships.
9. The Psychology Behind the Sale: Why people do what they do when it comes to making buying decisions.
1o. Advanced Listening and Questioning Tactics: How to use questions to uncover pain, create a sense of urgency and accelerate the sales process.
11. Overcoming Resistance: How to change your prospects’ mindsets without making them defensive.
12. Priming the Pain Pump: How to get meaningful conversations started about the problems you can help solve.
13. Drilling for Pain: How to tap into the emotions that motivate people to buy from you.
14. Complex Selling Situations: How to sell to groups and committees and control a longer sales cycle.
On Prospecting:
15. Proactive Prospecting: Developing your personal prospecting plan and putting it into action.
16. Power Networking: Quit eating the appetizers and talking to people you already know.
17. Creating a Referral Generation Machine: How to design and implement a process for consistently generating quality referrals.
18. Cold Calling Made Easier – Part 1: Overcoming call reluctance, gathering intelligence and making the calls.
19. Cold Calling Made Easier – Part 2: Getting through to decision makers in spite of voice mail and gatekeepers.
20. Podium Prospect Strategies: Building Your Business Through Educational Seminars and Public Speaking
On Improving Your Mental Game:
21. Improving Your Mental Game: How to generate greater self confidence.
22. Overcoming the Enemy Within: How changing your beliefs will change your results.
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