Strategies and Secrets of Sales Achievers [BASIC]

Superior Selling Science and Mechanics [BASIC]

SALES

Story Selling Strategies and Secrets
[ADVANCED]

By: Rowen Paul A. Untivero

By aligning customer emotional journey and sell-logic, customer buy-in becomes more holistic, and thereby more probable.

The course first anchors participants onto frameworks and principles. Then it takes the participants through two major phases: tool and strategy-guided story-crafting and story selling execution. Thereafter, participants get to use the tool to analyze real situations, determine strategies and select the appropriate style to craft and execute story selling.


KEY BENEFITS TO PARTICIPANTS

  • At the end of the seminar, participants should be able to:

  • Effectively sell using combined sell-logic and emotional journey management

  • Gain knowledge of frameworks and principles in story selling

  • Acquire valuable tools to craft selling stories, using story styles anchored on situation-appropriate strategies

  • Secure skill seeds in executing story selling

  • Earned additional confidence points


KEY BENEFITS FOR COMPANIES

  • Companies of seminar participants will:

  • Gain revenues from improved story selling skills

  • Secure not only logical buy-in points from customers but emotional appeal and stickiness

  • Reinforce customers’ appeal and loyalty to company brand/s

  • Manage customer issues more effectively


WHO SHOULD ATTEND

  • sales person, young or old, inexperienced or a veteran,

  • sales supervisors, sales managers, and sales directors

  • brand and marketing supervisors, officers and managers

  • customer service officers, supervisors, managers

  • top management executives

  • professional buying/procurement personnel

  • entrepreneurs

PROGRAM OVERVIEW
Pre-cursor Activity

Part 1: Frameworks and Principles

  • SSS Mother Framework

  • SPACE Analysis

  • 8 Emotional Journeys

  • 1 Pre-buy-in and 3 Buy-in Phases


Part 2A: Story-selling Strategy-Anchored Crafting Template

  • What are the Template Segments

  • How to Lay down the Situation Using the Template

  • How to Analyze the Template to Determine Strategies and Styles


Part 2B: Story-Selling Template-Guided Strategy Determination Workshop

  • Exercise on Filling up the Template Using Participants’ Real Situations

  • Exercise on Analysis to Determine Story Selling Strategy


Part 2C: Story-Selling Style Selection Workshop

  • Progressive Exercise on Filling up the Template Using Participants’ Real Situations

  • Progressive Exercise on Determining Strategy-aligned Story Selling Styles


Part 2D: Story-Selling Crafting Exercise

  • Template-guided Exercise  in Crafting a Sell Story

  • Pre-testing a Crafted Sell Story


Part 3A: Story Selling Execution Skills Input

  •  Audience Captivation

  • Emotional Journey Management

  • Buy-in Phases Management

  • Aligning Action


Part 3B: Story Selling Execution Skills Workshop

  • Reality-Simulated Presentations of Output

  • Critiquing and Reinforcement of Story Selling Presentations

Learning Summary and Skill Development Tips


METHODOLOGY  

  • Interactive Lectures

  • Real Stories (Cited Cases)

  • Tool Laboratory

  • Skill Exercises

  • Class Presentations with Reinforcement and Critiquing

  • Class Discussions


Case examples from the following products / industries may be cited:

  • 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

Case examples of the following scenarios shall be discussed:

  • SSS Mother Framework

  • Analyzing S.P.A.C.E.

  • Each of the Buy-in Emotional Journeys

  • Each of the Buy-in Phases

  • Story Crafting Tool Usage

  • Story Selling Execution 







ABOUT THE INDUSTRY EXPERT

ROWEN UNTIVERO   
Partner and Chief Sales Strategist 

  • A veteran of Training, Coaching and Consulting 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.