Sales Science
Unlike most sales training that is based on prescriptive methods and external techniques, the Sales Science program helps people develop internal skills and lasting tools - and it's geared to real-world selling. No theory. No gimmicks. The focus is on experimentation, personalization, and finding exactly what works for you - and how to systematize that success for consistent results. Based on the book Sales Science by David Newman and Shawn Doyle, this program turns most sales training upside-down by openly exploring the fact that there is NO ONE WAY for all people to sell successfully. Sales Science immerses participants in practical and innovative ways to zero in on exactly what works for them throughout the sales process, from initial prospecting all the way through maximizing long-term customer relationships. Program Content: The Nature of Sales Science: Why most sales training doesn't work and how to revolutionize the way you sell Sales Forensics Defining your purpose, passion, situation, challenges, and personal sales strengthsSales Biology Exploring your market, brand, believability, competition, and the role of choice
Sales Geology Prospecting, netweaving, magnetism, and attracting radioactive customers Sales Chemistry The chemistry of first contact, relationships, clarity, smart questions, and sales alchemy Sales Psychology The psychology of face-to-face, linkage, urgency, storyselling, and managing risk Sales Physics Information/relationship value, the physics of presence, and using smart sales leverage
