Hearing is one of our natural senses but listening requires intention, consciousnesses and strategic focus to listen to not only what is being said but especially what is NOT said. With a sharpened ability to listen intently to the answers given by a prospect, sales excellence requires an ability to navigate the conversation based on those responses in such a way the prospect sells themselves. Clients, prospects and customers tell us exactly what they want, what they don’t want and what they’re willing to change their mind about in every sales conversation we conduct. The real question is, are you listening?
You’ve heard it before, “telling is not selling” and it continues to be true. It’s what you HEAR that sells not what you say. The ABC Selling System™ is a framework to help professionals in sales and customer service become the kind of sellers clients want to talk to, feel comfortable talking to and with whom they build trust quickly.
• Keynotes
• Breakout Sessions
• Pre-Conference Workshops
• Webinars
• Sales Teams
• Call Centers
• Small-Mid-Size Businesses
• Sales Managers/Directors
• Inside/Outside Sales Pros
• Mid-Level Managers
• Underperforming Teams
• Entrepreneurs / SME
Infectious energy is the only word that can describe what Theresa brings to any room and stage. Theresa has a unique ability to engage a room, whether that’s 20 people or 2000. Theresa has one of those “strangely familiar” personas which make her feel like an old friend you haven’t seen in a while which helps audiences to trust and engage quickly and more deeply.
Whether it’s in a boardroom or a theater of thousands, Theresa brings her A Game every time. With her real life, “feet in the street – got the T-shirt, experience, Theresa has been creating closers for over 15 years. Her advice, principles and thought leadership is tested and rooted in research and proven methods driven by the latest findings in neuroscience and human behavior.
Impeccable Questions™ get Intentional Answers You Can Use to Build Valuable Solutions.
Many sales methodologies have covered asking great questions but what drives “great questions?” The answer is an insatiable sense of curiosity. Curiosity in sales is often talked about in a “throw-away” manner giving very little instruction or insight into what curiosity actually is, how to actually leverage it in a sales process or how to inspire and arouse curiosity in a sales team. Cognitive scientist Daniel Willingham notes we are often “so eager to get to the answer that we don’t devote sufficient time to developing the question.”
Curiosity drives impeccable questions. Impeccable questions dig deeper into the persona of a prospect before the sale and deeper into the business case during the discovery to better understand the cause and effect relationship between where they are now, where they want to be and how they can get there by saying yes to what you’re selling. Impeccable questions drive intentional answers that give us the clues we need to know what our prospect values most and what about our product or service can deliver that exact value.
In this keynote, Theresa challenges the status quo of sales training by making the case that CURIOSITY is in fact the most important skill salespeople need to develop in order to be successful. Leveraging an insatiable sense of curiosity and a routine of impeccable questioning in research, discovery and even negotiation is the winning component to closing any sale.
You’ll learn why:
Having spent the past 6 years studying curiosity and the neuroscience that drives human behavior as a result of varying degrees of curiosity, Theresa has applied this science to the process of selling in order to help teams command more confidence and close sales more consistently.
This program can be customized for:
All channels of Inside and Outside Sales Professionals
Sales Managers /VP and Directors of Sales
Associations serving sales organizations
Available as a : 60 or 90 min. Keynote or Virtual Training
Arousing your team’s sense of curiosity to close more sales!
We are each born with a unique capacity for curiosity but somewhere along the line we begin to believe “we know what the answers will be before we’ve even asked the questions.” It’s at this moment when we begin to make the kind of assumptions that are the Kryptonite to closing sales. Learning to consistently arouse your rep’s curiosity throughout the sales process from prospecting to sale, enables a deeper understanding of your customers’ business as well as their most expensive, pervasive and urgent needs. In this presentation, you will learn:
This program can be customized for:
Available as a : 60 or 90 min. Keynote, Half-Day or Multi-Day Training or Supplemented Online Learning as a Flipped Classroom Facilitation
Curiosity is King, Context is Queen
In this half or full day live workshop, sales teams will be challenged to master the game of asking impeccable questions and winning sales by solving the sales mystery scenarios presented to them throughout the day.
Live facilitators will act as gatekeepers to the information each team needs to solve the who-done-it of the game. In this competitive but healthy role-play competition, teams will go head to head in live sales scenarios and challenge themselves to diagnose problems, uncover unsaid concerns and objections, win sales as well as lose sales through the quality and depth of their questions and sense of curiosity.
This workshop is a gamified, role-playing, practice session with the focus on asking impeccable pre-qualifying questions, discovery questions, proposal driven clarifications as well as questions that win bigger deals in negotiations.
This program can be customized for:
Available as Half-Day, Full-Day or Multi-Day Training Workshop, Sales Kick-Off or Team Building Event.
Let’s Talk…
You’re just a quick call away from the solutions you seek. Let’s discuss your event or training requirements and see what we can co-create. Simply fill out the form below and I’ll get back to you in a jiffy!
Theresa J. French
Office: (612) 440-6111
theresa@sellmark360.com
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