Course Objective:

• Do you feel you are getting the biggest bang for your marketing dollars?
• Do you feel your salespeople should perform at a higher level?
• Do you struggle to illustrate your value from your competition and earn a premium price?
• Close more sales for more money with higher customer reviews and more referrals!

It is time to evolve and elevate your approach to in-home sales. What you have been doing is no longer serving your customers, company or you at the highest level. We will build on the WHAT (the PROCESS taught in the Sales Execution class) and expand your understanding on the psychology of the HOW, WHY, and WHEN of the PROCESS in order to elevate to the next level.

This requires you to change your objective. It’s no longer about winning sales.

Your objective is NOT TO SELL, but rather TO SERVE by providing the best CUSTOMER EXPERIENCE and GOOD INFORMATION so the customer can make a GOOD DECISION. You are agnostic to the outcome. You will respect a CUSTOMER’S SENSE OF CONTROL and RIGHT TO CHOOSE. It does not matter what the customer does, so long as they do it knowingly.

Your job is TEACH CUSTOMERS HOW TO BUY and FROM WHERE REAL VALUE COMES so they can determine what makes the most sense for them based on their story connected to your story, having problems resolved, life impacts and experiences created, and having their emotional currency satisfied to yield an outcome with which they are happy.

Key Learning Points:

• YOU must BE and DO something different, better, and more to HAVE the equivalent
• Customer Experience = Life Experience (customer’s, yours, co-workers’, and company’s)
• Effective communication skills that open a conversation versus closing a sale
• What and why consumers buy and don’t buy
• COMPEL don’t SELL – People buy and pay more for experiences than the things you sell
• Tool time: Use tools to engage, educate, prove credibility, and get customers buying
• LEVERAGE: Maximize payment plans to increase conversion and customer experience

Learn to execute your process based on a psychology and philosophy that is in alignment with how and why people buy. Your emotion and devotion are to exploration, education, conversation and realization versus the typical assumption, indoctrination and assimilation most salespeople inflict on customers.

Expectations upon Completion:

• Overcome self-limiting beliefs that restrict you from achieving your potential.
• Apply next level communication techniques that help advance the buying process
• Stop being comparison shopped and commoditized by being compelling
• Convert more sales for more money, more profit while yielding happier customers, more referrals, additional personal income (earn what you are worth), job satisfaction, and a better life

Questions:

Contact Jenny Pena

702-763-4882 | jpena@egia.org