Multi-touch Performance™

Sales Development

Intro – Multiple Touches…The Follow-Up Factor!

Foundations
·    Changing the Game…Again
·    Hi-Tech / No-Touch: Engineering People Out of the Equation
·    Bottom-Line / Top-Line: Running Out of Options
·    Sales-Time Management: Charting Your Book of Business

Approach
·    Relationship-Centered: The People Involved
·    Steps to the Sale: A Normative Process
·    Transaction-Centered: What Brings Us Together
·    Strategic Selling: “Partners” in Business
·    Diagnostic-Centered: Pace & Lead / Match & Move

Obstacles
·    Fear of Failure: In Our Own Way   
·    Managing Tension: Comfort with the Uncomfortable
·    Empathy: A Mile in Their Shoes
·    Silence: Seven Seconds is All it Takes
·    Being Present: Living and Selling in the Now

Communication
·    Purpose: Four Types of Communication
·    NLP: How We Map Our Worlds
·    Rapport: The Effect We Have on Others
·    Listening: Three Levels of Impact
·    Questioning: Targeting Information

Personal Change
·    Strongest Felt-Need: What Do You Want to Improve?
·    Personal Goal Setting: Simple, but Not Easy
·    Peer Pressure: Partners in Change
·    FeedForward: Suggestions for Success
·    Express Lane to Change: What to Stop Doing!