Sales Programs
Performance Systems provides hands-on, skills-based training on a variety of sales and sales management topics. Our interactive workshops go beyond theory by providing professionals with the skills, strategies and tools they need to create and sustain long term success.
Our programs are modular in design and integrate modules for strategic, behavioral and consultative selling. Our Developing Strategic Partnership program integrates all three and was developed for winning large complex accounts where the decision process typically involves multiple people in the decision nucleus and decision.
Each sales program integrates the latest understanding of neuroscience and buyer psychology so you can better understand your buyers. You learn how to “personalize” your approach and adapt your approach and language to the communications and decision style of each member of the decision nucleus, thereby improving their receptivity and the probability of success.
The Client Focused Sales Program
The Client Focused Sales program was designed to help sales professionals increase credibility, trust , sales results and referrals. The CFS program integrates the latest understanding on buyer behaviors and neuroscience to help you improve client receptivity and accelerate the trust building process. In the program you will learn specific steps to build trust and instant credibility.
The program integrates the latest understanding of neuroscience and buyer psychology and demonstrates the importance of “personalizing” your approach to maximize your effectiveness with each prospect or any member of the decision nucleus (influencers) in a more complex sale.
According to the most recent research a buyer’s decision process is directly influenced by the emotion that you trigger by your approach which triggers the FLIGHT, FIGHT or FREEZE response, the main switch in determining what sensory input will go the new brain (logical) and what decisions will be accepted.” What this tells us is that emotion rules over logic!
In the Client Focused Sales program you will learn:
The right brain language that you need to create a positive 1st impression/perception.
How to accelerate the sales process and improve the predictability of sales results.
How to quickly discern a prospects values, decision style and preferences.
How to read a prospect in 30 seconds or less and know how to adapt to their style and decision making preferences.
Choreograph your marketing and sales approach to each target market to increase buyer interest and receptivity.
How to systematically build trust & credibility to accelerate the sales process.
How to double activity by utilizing the latest understanding of neuroscience and buyer psychology.
The importance of informal and formal research to gain instant rapport to double your sales effectiveness.
How to build and implement a Center of Influence/Strategic Alliance strategy for consistent referrals.
Tailor your presentations to meet the needs of the TOP four buyer profiles and their “unique” mental filters.
Each Participant will receive a 27 page personal assessment, a pocket sized laminated reminder card to use daily and a copy of the best selling book Chameleon Selling, for addition ideas, insights and reinforcement. To download a brochure– cfa-chameleon-selling.pdf
Chameleon Selling
The Chameleon Selling program empowers and enables individuals to:
Develop greater self-awareness of one’s own selling style and its impact on sales success.
Recognize style characteristics of potential customers.
Identify predictable behaviors throughout each stage of the selling process based on the four styles.
Utilize the ADAPT model to improve effectiveness with all types of customers throughout the process.
Present to groups containing multiple personality styles.
Work together more effectively with fellow team members to maximize sales.
Increase sales revenue by incorporating style into their sales skills and strategies.
Chameleon Selling empowers and enables individuals to:
Develop greater self-awareness of one’s own selling style and its impact on sales success.
Recognize style characteristics of potential customers.
Identify predictable behaviors throughout each stage of the selling process based on the four styles.
Utilize the ADAPT model to improve effectiveness with all types of customers throughout the process.
Present to groups containing multiple personality styles.
Work together more effectively with fellow team members to maximize sales.
Increase sales revenue by incorporating style into their sales skills and strategies.
To download a brochure cfa-chameleon-selling.pdf Magnetic Referral
The Magnetic Referral program
The Magnetic Referral program is a complete system for building a Referral based business or practice. It comes from more than 30 years of practical experience and the commitment to staying current in buyer trends, buyer psychology and the newest information from neuroscience. The Magnetic Referral program will help you build both consistency and volume in attracting and receiving referrals. The Magnetic Referral program is a stand-alone program.
Our experience in sales, behavioral science and technology make this a program unique. It’s design will take your business to the next level, year after year and includes:
Step by Step Roadmap for Implementation
All the tools including letters, surveys and communication templates you can customize and use immediately.
The Language and Training to optimize each client experience based on latest Client Psychology, Neuroscience and Market Trends.
The consulting and technology guidance for implementing and managing your system
Target Marketing Development including Centers of Influence.
Best Practices for building a Referral System
Coaching support and development to build consistency into your referral program
Each participant will receive a comprehensive Personal Behavior Assessment, the Referral Assessment for identifying opportunities and prioritizing Best Practices for accelerating the referral system. Each participant will also receive a lamenated Behavioral Reminder tool that can increase referrals by 25 -50%.
Presentation Magic
Learn how to capture attention, prove your credibility and demonstrate relevance. Learn to organize ideas for impact, use visuals effectively, and implement a dynamic presentation delivery style that will increase rapport and persuasiveness. This is NOT your typical public speaking program.
It includes many advanced psychological tools for connecting with and influencing an audience. You will learn how to gain a psychological advantage in your seminars and sales presentations using psychological skills to make a powerful emotional connection with your prospects and audiences.
From this program you will be able to:
Immediately grab your audience’s attention.
Make your content personal and relevant.
Inspire more people to trust you and set appointments with you.
Conduct face-to-face meetings that inspire and motivate people to take action.
Ignite the interest of people you meet in any situation.
Increase your like-ability and credibility.
Motivate people to remember you!
Boardroom presentations, seminars, and one-to-one presentations are essentially the same thing – exercises in managing the minds of other people. The more you know about how to organize and present your information, the more successful you can become. The problem is most coaches and consultants can teach you the content to deliver. But, content comprises only 10% of a presentation’s value. The remaining 90% is all psychology, and it is an area known only to very few people.
Presentation Magic teaches you the concepts and skills that allow you to benefit from this area of psychology. You’ll get to learn and practice one skill at a time in a safe, fun environment.
Deliverables: You’ll learn techniques that the world’s greatest presenters use: how to map and use “stage anchors,” how to prove that you are relevant from the first word. You’ll learn to manage your audience’s emotions and thoughts. You’ll learn how to stand, gesture, and what body language to use. You’ll learn how to improve your vocal quality. You’ll also learn how to read people in your audience to make your presentation much more relevant to them.
These skills can be easily adapted for all types of presentations: seminars, keynotes; one-on-one, small group meetings and boardroom presentations. The audience may be different, but the psychology is the same. This program is perfect for anyone who has to inspire other people or impart information to them.
Program Resources: Presentation Magic – 100-page workbook showing you the exact steps, including examples of what to say and where to say it. Trust simple psychology to drastically increase your success. This seminar focuses on techniques to help you feel confident and energized before and during presentations. You’ll learn skills to overcome fears and develop a powerful persuasive delivery style. You’ll learn how to stand and what body language to use; how to map the stage and anchor specific emotions. You’ll learn how to improve your vocal quality. You’ll also learn how to read people in your audience to make your presentation much more relevant.
Delivery Options: Many people find that they get the most benefit from working on a specific up-coming presentation. We will travel to your location, coach you in how to connect with the specific people you’re going to meet with. We’ll map out the area, teach you what to say in what locations, and how to address specific people. This intensive program is amazingly effective.
Workshop: Conducted in 1/2 day or full-day programs. We will teach you how to use these skills in the specific situations that are relevant to you.
Target Marketing Program
Today more than ever before the need for a focused marketing program is needed to differentiate yourself and gain entrance to the type of client that you want to attract, cultivate and retain. Many new challenges associated with technology, legislation, compliance, client sophistication, gatekeepers and competition are making it virtually impossible to maintain the same levels of activity in previous years.
The impact of these issues can be profound unless you are more efficient and effective. It means to maintain and growth one’s business we need to be a lot more effective. New research confirms that sales professionals and advisors need to have a much greater understanding of their clients, both personally and professionally, to influence them and compete successfully. This means a need for more focus, better strategies and a better process for communicating and servicing both your clients, Centers of Influence and inside Coach.
It also means that you need to improve each phase of the sales process from prospecting to gaining prospect commitments. The Levelbreaker© Target Marketing program integrates all the elements for the development of a winning marketing strategy from design through successful execution.
The Target Market Program includes:
Target Market Strategy and Ideal Client Profile
Identity Branding and Campaign Development
Tactical Marketing including Script Development utilizing the latest behavior psychology and neuroscience.
Implementation support including campaign execution and management.
The Target Market program is a stand alone module and as an integrated module of the Developing Strategic Partnership program. It includes developing your Ideal Client Profile and the strategies and tactics to accelerate the sales cycle while improving the probability of success.