The Sales Tranformation Suite
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The Sales Transformation Suite is a patent pending software program that guides sales professionals through customer interactions using specific words. It teaches words to use at different stages, as part of the Black Belt Selling Process. The document provides examples of wrong words and the right words to use with different buyer types, such as using "agreement" instead of "convinced" with assertive CEO-type buyers. It also profiles the emotions and needs of ambitious buyers. The suite aims to help salespeople understand customers and close deals through addressing their feelings or logic. More information can be found through David Snyder, the program's CEO and author of books on understanding customers.
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The Sales Tranformation Suite
- 1. The油Sales油Transformation油 Suite: Words@Work By油David油Snyder,油CEO,油Snyder,油Inc. author,油How油to油Mind油Read油Your油Customers And油Ron油McCulloch,油MBA All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 2. Black油Belt油Selling and油Beyond The油Sales油Transformation油Suite is油a油patent油pending油software油program油that油 guides油sales油professionals油through油every油step油of油the油communication油journey油 with油prospects油and油clients.油Unlike油other油programs油the油Sales油Transformation油 Suite油 teaches油the油exact油and油specific油words油that油must油be油used油in油numerous油 stages油of油the油customer油or油client油interaction油process.油油This油level油of油wordspecific油 exactness油is油part油of油the油Black油Belt油Selling油Process. On油the油following油slides油we油 will油give油a油few油examples油of油wrong油word油choices油that油often油kill油deals油followed油by油 the油right油words. All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 3. Common油Blunders When selling to the highly aggressive or assertive CEO type most sales people forget to choose the one perfect word that must be used. That word is agreement. The CEO-type buyer cannot be sold or convinced. The key word is Decision! If the CEO-type buyer tries to get you off the phone, counter with: It is critical that we analyze the right decision, and I want to make sure we have done that. Do you have a few more seconds? When you think you are in alignment, ask: Have we reached a place of agreement? If the response is no follow with; Well what is lacking? or What would it take to get us to a place of agreement? Remember to not fill the silence! To move them to agreement, you must be comfortable with asking blunt questions and waiting for the answer. Search and wait for agreement. All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 4. Get personal with an I Do we feel good about this? If yes than, We are in an agreement? Dont concern the S Have we adequately clarified everything that we needed too? Dont use the word concern or you will make them think there is a concern. Confirm with a C Have we confirmed all of the facts and data that are relevant here? (The tips above are for those who have read David Snyders book, How to Mind Read Your Customers, available on Amazon.com. It is critical to read this book to understand feeling vs. logic in closing. Ds and Is close with emotional triggers, Ss and Cs close with logical triggers.) See www.mindread.net All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 5. Following油is油a油brief油example油of油how油the油Sales油Transformation油 Suite油applies油to油CEOtype油buyers. All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 6. Building油Blocks油of油AmbitionDrive Primary油Emotion: The油primary油emotion油of油ambition油is油the油fear油of油being油viewed油as油 unimportant油or油being油taken油advantage油of. Environmental The油primary油need油for油the油ambitious油person油is油to油win.油油Winning油 and油the油recognition油that油goes油with油it油is油everything油to油the油 Needs: ambitious油person.油油 Observable油Actions油when油 Extremely油clear油on油needs,油wants油and油expectations Ambition油is油Satisfied: Incredibly油inventive Develop油quick,油effective油solutions Competitive Upbeat油and油energetic,油optimistic Consequences油When油 Suspicious,油questions油every油motive油and油action Ambition油is油Not油Satisfied油 Bogged油down and油Ambitious油Person油is油 Combative Frustrated Anger Short油Fuse All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 7. Dsnyder@mindread.net;油www.mindread.net For油more油information油on油how油the油Sales油Transformation油Suite or油the油intensive油 course油in油Black油Belling油Selling油Skills油can油work油for油your油company油email油 David油Snyder油at油the油address油above. DAVID油P.油SNYDER, CEO,油Snyder油Inc.,油and油author How油To油Mind油Read油Your油Customers油(AMACOM);油How油to油Hire油a油Champion (Career油Press) 919.510.5443;油Cell:油919.920.0551 New油book油in油Progress,油How油to油Be油a油Workplace油Champion: How油to油Be油a油Workplace油Champion All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..
- 8. David油Snyder油Biography Author油of油the油critically油acclaimed油book,油How油To油Mind油Read油Your油Customers,油 David油Snyder油works油with油clients油nationwide油in油the油implementation of油 employee油assessment,油development油and油selection油models油across油many油 industries.油His油specialty油is油competencybased油management油assessment油and油 organizational油alignment.油油He油is油considered油a油national油thought油leader油in油 using油a油competencybased油approach油to油building油and油developing油stronger油 teams. How油to油Mind油Read油Your油Customers, Mr.油Snyders油first油book,油was油listed油 among油the油best油books油of油the油year油by油Sales油and油Marketing油Management油 Magazine in油the油year油of油its油publication油(2001)油and油has油now油been油translated油 internationally.油His油new油book,油How油to油Hire油a油Champion油(Career油Press,油 December油2007)油outlines油the油character油traits油of油high油performing油individuals,油 and油shows油how油corporations油can油use油best油practices油in油selection油and油 development油to油find油top油performers油and油keep油them.油 All Material Copyright 2010-2011息 David Snyder and Ron McCulloch..