“Stop Selling & Start Relating”
In This Zero Adversity™ Sales Keynote/Presentation, Michael J. Russ Shares Relational Elements Essential for Cultivating Authentic Relational Connections Which Can Translate into Higher Levels of Success.
Although features, advantages, and benefits often dominate the sales process, their appeal is greatly diminished when you have failed to connected on a personal level with the person you are sharing them with.
Unfortunately, many salespeople put the cart before the horse by explaining the intricate details of a product or service before doing two things: establishing an authentic relationship and determining a real need for what they have to offer.
What we already know is people mainly buy from people they like and respect. The fastest way to garner this appeal and respect is by establishing and nurturing an authentic relational connection.
An Authentic Relational Connection does not involve games, gimmicks, tricks, or half-truths. This connection is rooted in honesty, sincerity, empathy, kindness, and integrity.
People and businesses have real problems and want the best products and services to solve them. As an ambassador for your company, you want them to choose YOUR products and services to accomplish their objectives.
In our view, a successful sale occurs when a prospective client feels comfortable enough to reveal their problem(s) and then tell you what it would feel like to have their problem solved.
Your obligation is to process this information and convey how your product or service will solve their problem and improve their life or business. An authentic relational connection is the foundation of this process.
If you work in a retail environment (inside sales), where prospective buyers enter your premises without notice, you have a few precious moments to establish an authentic relational connection. This training shares techniques you can apply to make this connection.
If you call on clients (outside sales) or sell over the phone (phone sales), you can prepare in advance for making a relational connection. This training covers what you need to do to prepare for successful “contact.”
If you sell over the phone or perform phone customer service, you have a split second to make a real connection with the person on the other end of the line. Michael shares specific ideas you can apply to do this the majority of the time.
“As someone who has been in the sales field for over 45 years and conveyed over $150 million in products and services over the phone during the past 30+ years, I share elements participants can apply to cultivate and strengthen authentic relational connections, both over the phone and in person.”
The concepts and methods presented in this practical keynote /presentation can be curated to fit any selling scenario because relational principles are universal.
Each Zero Adversity™ Sales Training is curated to fit your specific audience, timeframe, objectives, and challenges, which ensures an inspiringly relevant presentation that elevates awareness and creates an immediate impact.
You are a master in the art of marrying powerful, comprehensive content with the practicality of application. C. Goggins
Your talk was amazing and the training video you made for us was awesome!!! It has had a super positive impact on our staff. We have had positive responses from our staff at each location. Several people have asked for the link to your video to see it again. You did a great job on both the video and your presentation. ~Fred B., CEO, American Wallzone Supply, June, 2017.
There is no greater feeling than when you think and act from owning your power.
This training reveals:
- The 4 main elements for making Authentic Relational Connections.
- How to control your Operating Frequency (OF).
- 9 must do’s before engaging with any prospect or client.
- 8 tips for establishing a great connection.
- 5 tips for making the perfect approach.
- How to make your competition obsolete!
- What you must do before meeting or calling a prospect or client.
The farther you are from the center, the greater your benefit.
For newer sales professionals, this training will be an eye opening event that presents them with a host of different ways to cultivate various levels of relationships.
For more experienced professionals, who might be suffering from the Curse of Knowledge and need a refresher, this training will challenge what they think they know and re-ignite their passion and enable them to take existing client relationships to a higher level.
When sales professionals own their power to relate to others, they become empowered to do great things.
Go Beyond Motivation to Instant Application
When your legs get stuck in quicksand, you don’t need motivation; you need a rope!
Although this training is inspirationally driven, it’s main mission is to enable all salespeople to achieve their grandest vision and perform as company ambassadors with authenticity and purpose.
Michael’s view is people are more likely to take action when concepts are practical and easy to use.
In part one of his training, Michael walks participants through the nuances of developing relational connections under a variety of different circumstances, using inspiring personal anecdotes, visuals, and first hand experiences.
In part two, he pivots to demonstrating how attendees can apply what he has shared to their real world circumstances to make their sales process more productive and fulfilling.
Expose your sales team to something they would never expect—an uplifting interactive dialogue that conveys practical, relevant, and expedient methods they can immediately apply to be more productive and procure greater success.
This sales training occur as an in-person live event, live webinar, or Zoom conference anywhere in the world.
If you wish to address a specific issue with your sales or customer service team, Michael would be happy to arrange a training tailored which targets your individual needs. objectives, and time constraints.
To inquire about having a customized relational sales training designed for you, please call 850-866-6965 (USA) or email, email@example.com.