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Overview Of The Sales Training
This is a 1-day sales training intensive consisting of six high-powered training modules.
Each module is focused on a CSF or ‘critical success factor’ that significantly affects sales performance. The modules are devoted to helping participants take each of these six ‘sales drivers’ to a higher level.
Most of the techniques in this training have been behaviorally modeled from sales champions earning over a $600,000 a year in commission.
"The Quantum Leap Sales Training was very informative. The communication segment was "Wow"!
The communication patterning will help me become a better sales person and manager. These patterns will help me economize the interaction between our people and clients.
I will use all the information. My USP will become effective immediately!"
Pat Miller, Sinclair Broadcasting
The CW Las Vegas & My LV TV
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Curriculum & Time Line
I. Prospecting and lead generation
10:00am - 11:00am
This module is devoted to increasing the death and breadth of the sources of leads you have. You'll learn how to multiply your sources of lead generating 'front end' prospect creating methods.
You'll learn
 The lead generating model
5-5-5 The master sales technique
USP - Your Unique Sales Proposition & how to use it
How to generate a steam of referrals, the language and process
What are joint ventures and host beneficiary relationships
Pacing and leading at the unconscious level
LIst construction - how to have a LOT more leads
Exercise in pairs: USP, Lead Generation Methods Increased
Hand Out: Prospecting and Lead Generation,
"This has been very beneficial for both my personal and professional life. I look forward to staying in touch with you for future ideas on my growth. Thank you."
Sonia Maxwell, Sinclair Broadcasting
The CW Las Vegas & My LV TV
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II. Qualifying
11:15am – 12:15am
This module will give you an entire process for elegantly qualifying any prospect over the phone or in person. It's essential pattern will show you how to segway from your USP (Unique Sales Proposition) to qualifying.
Write your own essential qualifying questions
How to go from your opening language into qualifying
segway language from your USP to qualifying
How to get a prospect to gladly give you permission to qualify them
Language for elegantly qualifying any prospect
How to elegantly transition to exiting when they don't qualify
Hand Out: Qualifying
Exercise in pairs: Your Qualifying process & language
III. Communication
12:30am – 1:30pm
This module will help create a more positive interaction between sales managers and sales people, so that sales people can sell more and enjoy the sales process more, and sales managers can more easily empower their sales people.
A new set of communication patterns is introduced in this module and includes language for sales people along with new patterns of communication and specific language for sales managers to use to get different and better responses from sales personnel.
You'll learn
Patterns of world class communicators
Motivation strategies
How to identify another person's motivation strategy
How to use another person's motivation strategy to influence them
Optimum roles for sales managers and sales people
How to make others a better resource
How to be a better resource for everyone around you
"Great Seminar!! Alexander, you really understand human behavior and how we as sales people need to adapt to the different personalities of people in business. Thanks!"
Rocky Gordon, Sinclair Broadcasting
The CW Las Vegas & My LV TV
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Hand out: Communication
Exercise in pairs & rotating: Eliciting and using other's maps and motivation patterns
Lunch
1:30pm – 2:30pm
IV. Open Frame:
2:30pm – 3:30pm
This open frame consists of an exchange between the trainer and the seminar participants. Issues are put on a white board and solutions are generated.
The result is a format that provides an opportunity for specific issues and problems to be brought up and resolved on the spot.
V. Time management and productivity
3:45pm – 4:00pm
This is a special module on time management as it applies to sales people. The session emphasizes the specific issues that participants have regarding their use of time - and provides solutions to those particular issues. It covers the most essential habits necessary for managing your time well.
This module also includes special insights for managing time that are especially important for sales people. Two examples are
* The importance of rejuvenation and how to do it
* Managing "prospecting and selling time
Your time management issues and the solutions
The #1 most valuable time management habit
The vital aspect of rejuvenation for sales personnel
How to rejuvenate yourself more effectively during the day
Time management for sales people
How to spend more time prospecting and selling
Exercise in pairs: Fix your #1 time management issue
Hand Out: Time management and productivity for sales people
VI. Mental edge for recession busting & recession selling
4:00pm – 4:45pm
What are your biggest challenges when it comes to selling during a recession? This module will address them!
It will also give you some extraordinary methods for staying resilient and and positive while others are preaching doom. This is important, since maintaining a positive mental attitude is essential for selling effectively.
You'll learn
How to stop being influenced by the negativity of the media
The core habits for maintaining positive mental resilience
How to sleep better
Positive mental conditioning techniques for remaining motivated
Implementation
Handout: Mental edge for recession busting
Exercise: Implementation
Implementation
Our final section of the training is a set of implementation techniques to help you follow through.
It will help you identify those insights from the days training that will make the biggest difference for you, and then show you how to make those insights and improvements permanent and lasting habits.
Hand out: Implementation
Exercise: Implementation
Special Follow Up
An opt-in email list will be offered to all participants. Follow up emails will be sent to all those who have opted in. Questions may be asked and the trainer will address specific issues and concerns as well as help with implementation of the techniques covered in this training.
"The seminar was great. We are instituting the 555 and getting them out of their current prospect mode and into what they learned. "
Rob Weisbord
Regional Group Manager & Director Digital Interactive
Sinclair Broadcasting
The CW Las Vegas & My LV TV
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Your Trainer
 Alexander Van Buren is the trainer of this program. He has over 22 years experience as a trainer, behavioral modeler and executive coach.
In 2001, students of his NLP courses began rising to the top of regional and national sales forces. He began offering customized trainings just for sales professionals.
In 2002 he was hired by the Bluegreen Land and Golf Corporation to behaviorally model their best sales people and referral getters.
Bluegreen is a publicly traded corporation with annual sales of over 200 million dollars. Several of their top sales people are nothing short of a world class sales elite. Several of their sales people now earn over 1 million dollars in personal income.
During the project, Alexander also modeled Mortgage Originator Magazine's top sales producers; those producing over 100 million dollars a year in gross loan volume.
Several of Van Buren's students have risen to the top of regional and national sales forces and some credit his work for helping them earn over 1 million dollars a year in commission for the first time in their lives.
Van Buren has presented for the Stanford Executive Program at Stanford University. His clients include Pulte-Del Web, Nevada Corporate Planners, The Bluegreen Corporation, The Army Corps of Engineers, Sinclair Broadcasting KVCW/KVMY - TV, The Nevada Regional Transportation Commission, and many more. Learn more about your trainer.
When, Where and How Much
When
Where
Las Vegas Nevada - Our workshop facility.
Group trainings are available at your facility.
How Much
call for quote - groups only
To Enroll
To enroll by phone call 702-898-7247.
Outside of Las Vegas, call us toll free at 1-800-884-6150.
To enroll online, click on the corresponding shopping cart button.
Pay Pal is a payment option.
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