Simply one of the best sales programs ever!

The Key Outcomes

Mindset to Start
Understanding the Concepts of Mastery
Developing the Mission Statement for salespeople
Recognising the changing environment in business
The difference between the sales master and the sales victim

Connection Phase
Matching Skills – Body Language and Voice Tone
Reading the intensities/personality drivers in clients
Recognising how clients process information
“See” people, “Hear” people, “Do” people, “Feel” people
Reading Eye Patterns
Rapport mastery through the FORD system
Using the tools to unlock the door to get “deep” with clients
Shifting Positions of Perception – 1st/2nd/3rd position

Information Phase
Introduction of Advanced Questioning Techniques
Developing a platform for control
Introduce the concept of Situational Questioning
Introduce the concept of Pain Questioning – “unlocking the doors”
Taking clients to the “end” or “sunset” using timeline therapy techniques
Understanding the power of “Chunking Up” to the big picture
The art of getting clients “chunked up”
Discovering what is truly important to clients
Using the “Affirmation” tool
Transferring the “Talking Stick”

Presentation Phase
Answering the Question – “Why You?”
Mastering the Concept of “Equalise then Separate”
Structuring the Sales Presentation
Mastering the Personal/Company Growth Stories
Equalising with the existing perception of company and industry
Separating out from the existing perception
Understanding the benefit of separation for the client
Using Trial Close Questioning – Taking the temperature

Realisation Phase
Dealing with Anxiety and Negativity
The Power of Information – “How do you mean?”
Mastering the Art of the PACE and Triple PACE
Reading the Client and getting the “hook”
Mastering Language and the art of “moving to the side”
Using Confirmation and Reconfirmation
Answering Objections with Power Language
Playing in the “Negotiation Mine” – Understanding the Game
The Power of Selling on Value vs. Price

Mindset: The Walk of the Non-Anxious Salesperson
Achieving “relief” for clients and ourselves
Achieving “clarity” in the future for clients and ourselves
Achieving “wisdom” in the past for clients and ourselves
Understanding “life guidance philosophies”
Recognising the importance of Sliding Doors with clients and ourselves
Recognising “current reality”
Introducing the concept of “streetsmart”
Running the Race: An exercise in identity, values and beliefs
The 10 “Gets” in business
5 Step Database Calls to get back “in the door”
5 Step vs. 3 Step Referral Calls to get referral clients

Streetsmart in Business and Sales
Understanding the five rules of a streetsmart salesperson
Recognising the streetsmart behaviours
Mastering the concept of “act as if” and the three personal beliefs
Overcoming Anxiety: Achieving Relief through Action
The Power of Self-Communication
Mastering the Change Ladder: Identity and Self-Talk
Knowing the 10 Keys of Coaching Salespeople to Success
Understanding Generational Differences
Using the Ultimate Success Formula to win personally and professionally

Chris is managed by O2 Speakers.
To enquire about booking Chris please contact:

Julie Winterbottom
E:julie@o2speakers.com
P: +61 2 9818 5199
F: +61 2 9818 6977
M: +61 405 028 488
Address: 101 Mort Street
Balmain NSW 2041