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Your sales summit is a disaster waiting to happen (but there’s still time to fix it)
There are many moving parts leading up to a sales summit and, let’s face it, most of them are other people doing their...
Programs for Sales Teams
Reps and account managers who move beyond the monologue
Engaging programs strong enough for your most skeptical sales reps
From-day-one skills for effective sales conversations through the most intricate account relationships, we help reps and account managers strengthen the relational skills that move the moment forward.
It was wonderful to meet you and participate in your amazing program. Your facilitators are top notch and really adapted to the room. The engagement level was incredible, and the discussion hearty.
PROGRAMS For Sales Teams
Live or Live Online | 90 Minutes | Can be stacked together or extended for a customized sequence
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Negotiation Skills
Explore methods to enter negotiations with greater confidence and empathy, while practicing strategies that optimize “win-win” solutions.
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Consider how we define and approach the negotiation process
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Discuss negotiation best practices, from how to prepare before a negotiation to how to show up at the negotiation table and reach consensus
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Emphasize negotiation tactics that maintain trust, ensure all perspectives are heard, and find common ground to reach win-win outcomes
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Practice putting these strategies on their feet through interactive exercises
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Read the Room and Pivot
The art and science of reading cues, being focused on others’ needs instead of your agenda, and being artfully agile in important conversations so you can build better relationships, create more trust, and more effectively address the needs of the other person/group.
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Create an atmosphere of trust and connection by putting the focus on the other person instead of yourself
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Embrace curiosity as a tool to better understand our audience
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Ditch the script and be ready to pivot in conversations
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Recognize the opportunity to build a deeper relationship by shifting with disruptions, questions and moments of ambiguity
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Recognize and respond to signs of interest, disinterest, excitement, and everything in between
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Storytelling for Sales
Learn how to turn stale sales pitches into compelling, productive conversations using the power of story.
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Learn how to isolate and elevate key data points for maximum impact
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Get more confident in letting go of the fluff and rough stuff (and recognizing the fluff when you see it!)
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Learn how to translate those boring numbers into evocative sales elements using the power of metaphor and analogy
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Better understand the story you need to tell and what data enhances this, and what detracts
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Break out of the fear-based mindset that you have to include everything, and embrace an audience-focused mindset that allows you to truly connect
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Building Client Relationships Through Better Insights
Harness the power of great insights to engage your clients, show understanding and build trust through a great consultative relationship.
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Shift your mindset from ‘inform’ to ‘uncovering insights’ in your client conversations.
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Develop strong questions to build rapport and elicit comprehensive information
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Leverage strong listening skills to improve their understanding of unique client needs
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Extend personal presence by speaking less while deepening credibility
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Demonstrate agility by going beyond pre-call planning to read the room and adapt accordingly
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Act upon insight to reframe key information in a way that’s relevant and meaningful to the person in front of you
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Powerful Presentations
Learn to craft and deliver an engaging presentation that gets even the busiest multi-tasker to put down their phone and take notice.
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Describe how audience attention span and “gisting” influence presentation styles and outcomes
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Demonstrate tactics for organizing presentation content to improve retention
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Explain the use case for at least 5 specific tactics to improve presentations
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Practice adjusting their physicality to impact audience engagement
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Storytelling with Data
Data is only as powerful as the way you frame it. Learn how to see the story beyond the numbers and turn your everything-but-the-kitchen-sink presentations into enrapturing, exciting stories.
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Learn how to isolate and elevate key data points for maximum impact
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Get more confident it letting go of the fluff and rough stuff (and recognizing the fluff when you see it!)
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Learn how to translate numbers into kickass visuals and bring dry bullet points alive with the power of metaphor and analogy
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Better understand the story you need to tell and what data enhances this, and what detracts
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Break out of the fear-based mindset that you have to include everything, and embrace an audience-focused mindset that allows you to truly connect
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Three ways to customize your program:
- Stack programs together in a customized sequence
- Extend any session with custom content for your particular learning journey
- Craft a new program with the Fairplay creative team.
🛠️ Learn more about our custom design process.
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