Superior Selling Science and Mechanics

By Rowen Untivero

From Php 12,000.00 to Php 14,000.00
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Early Bird Rate
Sales end on 07/25/2022
Php 12,000.00 12000.0 PHP
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Sales start on 07/26/2022
Php 13,000.00 13000.0 PHP
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Sales start on 08/10/2022
Php 14,000.00 14000.0 PHP
Superior Selling Science and Mechanics by Rowen Untivero

Equip your sales people with the corrected methods anchored on buyer psychology! Make them SUPERIOR SELLERS. Acquire the skill seed implants in the 3 most critical selling skills:

  1. Sales Encounter (Conversation) Control

  2. Surgically-precise Discovery

  3. Argument-less Persuasion

PROGRAM CONCEPT

 SELLING PROCESSES MUST BE MATCHED TO THE BUYING PHASES.

The seminar will help participants challenge obsolete methods and replace them. Selling science will be made to replace non-replicable art. The updated selling framework will be introduced and anchored upon. Then each of the 3 skills will be discussed followed by immediate skill drills to allow familiarity and to begin replacing the old methods.  

PROGRAM OVERVIEW

Preliminary Part: Anchoring on Solid Foundation- Buying and Selling Frameworks & Processes

Key Topics
  • How Traditional Selling Makes You Lose Sales

    • Brief Autopsy of Obsolete Selling Practices you are likely still a victim of (such as Traditional Presenting, Handling Objections and Closing; Closing Techniques, etc.)

    • Avoiding the Emo-logical Roller Coaster

    • How to Recover the Selling side’s Lost Power

  • 4 buy-in windows

  • The black hole of selling-where 70% of lost sales are found

  • 3 main critical components of a buy-in and subcomponents to calibrate towards closing more effectively

  • 4 Selling Scenario Clusters

  • Universally natural buy-in phases (in the context of both business organizations and individuals)

  • Matching the buy-in phases with a client-centric selling process that is also seller-profitable

  • Why use sales encounter control?

  • Sales encounter control framework and 3 simple steps

  • Using Spirals to Control Conversations

  • Why Discovery is the Most Critical Selling Skill

  • Interactive discovery framework

  • Quick check if participants know the basics: open and close-ended questions

  • More advanced question design: straightforward, leading, conditional, phraseological compounding, etc.

  • Surgically precise questions to unearth various problems and opportunities as well as mission-critical information and feelings

  • Why Feature-Advantage-Benefit selling is also a failure?

  • Persuasion framework

  • Buyer-friendly, argument-less steps and communication structures to high probability persuasion

  • Overlaying the natural conversational skin over the logic-emotion backbone

  • Advertising

  • Automotive

  • Agriculture

  • Banking

  • Construction

  • Consumer Durables

  • Direct Selling

  • Distribution

  • Energy

  • Events Marketing

  • Fast Moving Consumer Goods (Food & Beverage, Personal Care, Cosmetics)

  • Forwarding

  • Insurance

  • Media

  • Network Marketing

  • Pharmaceuticals

  • Professional Services

  • Technology

  • Telecom
  • Debunking the process: present, handle objections and close

  • Reengineering FAB

  • Replacing hard closing techniques with a superior process

  • Prioritizing entry through the 4 buy-in windows

  • How the buyer’s mind and heart works

  • Adjusting buy-in component calibration while selling

  • Controlling sales encounters given the degrees of buyer assertiveness

  • Formulating and using surgically precise questions

  • Using a phraseological compound to determine need

  • Listening effectively

  • Argument-less, conversational persuasion in 1 minutes or less

                                                            Key Benefits for Participants


                                                            Each participant will: 

                                                            • gain knowledge of updated selling frameworks and processes

                                                            • understand the buy-in thought process

                                                            • acquire skill seed implants on:

                                                            Sales Encounter Control

                                                            • ability to suavely manage the flow and substance of client meetings

                                                            • without the client being conscious (or resistant) given that they have handed over control to the salesperson

                                                            Surgically-Precise Discovery Skills

                                                            • ability to execute time-efficient surgical probing and listening skills,

                                                            • using the appropriate architectures of conversational communication, 
                                                            • that maximizes critical information gathering very much precise than the extremely basic open and close-ended questions, 
                                                            • to draw out problem and opportunities with the least amount of questions and  time

                                                            Argument-less Persuasion

                                                            • ability to use an argument-less method of convincing customers,

                                                            • utilizing customer-centric sequencing and phrasing
                                                            • that sounds and feels like just a normal human conversation,
                                                            • and takes only seconds to a minute to execute,
                                                            • securing both a customer-satisfying and seller -positive result
                                                            • be able to immediately apply framework, process and skill implants in skill drills
                                                            • earn confidence points that multiplies individual effectiveness 

                                                            Key Benefits from Companies


                                                            The company will gain:        


                                                            • Significant increase in sales transaction closing ratio

                                                            • faster deal cycles

                                                            • more productive sales personnel (less sales calls to complete deal closure and then more customers called upon / sales coverage per salesperson / more time for establishing a stronghold with key customers)

                                                            • better customer satisfaction and loyalty at a profit

                                                            • Financial advantages from a more effective and efficient sales handling of customers when the other non-sales team members also 

                                                            Schedule


                                                            Who Should Attend
                                                            • Veteran sales people who have not taken this Mansmith-exclusive program (regardless of how many sales training programs they may have taken)

                                                            • New sales people (to immediately set them on the right path or to dismantle early the obsolete methods passed on to them)

                                                            • Superiors handling sales people or sales organizations

                                                            • Entrepreneurs

                                                            Methodology
                                                            • Interactive Inputs

                                                            • Real Stories (Sales Cases)

                                                            • Buddy drills

                                                            • Class-observed and critiqued Role Plays

                                                            • Class Discussions


                                                            Speaker

                                                            Rowen Untivero

                                                            Partner and Chief Sales Strategist
                                                            • A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.

                                                            • He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.

                                                            • He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

                                                            • He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.

                                                            • He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.


                                                            Date & Time
                                                            Wednesday
                                                            August 3, 2022
                                                            Start - 9:00 AM
                                                            Friday
                                                            August 12, 2022
                                                            End - 12:00 PM Asia/Manila
                                                            PLATFORM

                                                            Live via Zoom

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                                                            SPEAKER

                                                            Mansmith and Fielders, Inc.

                                                            0918-811-6888 • 0917-627-1888
                                                            info@mansmith.net
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