Sales Programs
Performance Systems provides hands-on, skills-based training on a variety of sales and sales management topics. Our interactive workshops go beyond theory by providing professionals with the skills, strategies and tools they need to create and sustain long term success.
Our programs are modular in design and integrate modules for strategic, behavioral and consultative selling. Our Developing Strategic Partnerships integrates all three and was developed for winning large complex accounts complex where the decision there are multiple people in the decision nucleus and coming in second can be fatal.
Each sales program integrates the latest understanding of neuroscience and buyer psychology so you can understand your buyers. You learn how to “personalize” your approach and adapt your approach and language to the communications and decision style of each member of the decision nucleus, thereby improving receptivity and probability of capture.
Our sales programs include:
Chameleon Selling - Face Values
Chameleon Selling and FACE Values were developed to help sales professionals increase credibility, client receptivity, referrals, and results.
This program is the only work of its kind. It teaches you the very simple steps for reading the person in front of you, be it prospect, client, boss or co-worker. Before you finish shaking hands, you will know the other person’s personality, values, communications style and decision filters.
Match your sales approach to the buyer’s preferred style and “unconscious” decision filters to maximize results.
Ever wonder why you click with some people, but with others you’re like oil and water? People are so different. That extends to how they make decisions. For example: some make decisions only after careful study of all the data, while others ignore the data and rely on testimonials. So we’d be foolish to proceed as if their decision-making style mirrors our own.
Decision-making style is just one of dozens of ways in which your prospects differ. To succeed at a higher level, you need to learn how to tell them apart, and how to appeal to them. That’s where Face Values comes in. It is the most complete program for improving your ability to influence others and shows you the most effective way of “speed reading” people ever developed.
In Addition. You will learn specific steps to create and enhance your ability to build trust and instant credibility. Having researched professional credibility since the early 90’s Performance Systems facilitators have become true experts in teaching a model that can enhance virtually any relationship and is especially applicable to improving sales, team effectiveness and leadership.
Learn a scientific methodology to quickly understand a prospects values, decision process and communications preferences.
Learn how to match your marketing and sales approach to increase buyer receptivity.
Learn how to improve relationships and client receptivity.
Learn language that triggers buyer commitment.
Increase Referrals – learn how to tailor your sales process to dramatically increase the quality and quantity of referrals.
Double your funnel of quality activity by adapting your approach to the buyer’s decision process.
Build more effective Centers of Influence, Strategic Alliances, teams and client relationships.
Accelerate the sales process and improve the predictability of sales results.
Build and tailor your presentations to meet the needs of all (4) Buying styles and their “unique” mental filters.
Each Participant will receive a comprehensive personal behavior assessment & reminder tool for continuous use and personal developmeny.
The Chameleon Selling - FACE Value program supports the latest research by Dr. Daniel Kahnman & Ivan Tversky (recepients of the Nobel Prize in Economics) whose work highlights the importance of behavioral investment counseling.
The program is modular and can be implemented in 1-2-4-8 hour increments.
To download a brochure cfa-chameleon-selling.pdf
Developing Strategic Partnerships
Developing Strategic Partnerships was developed to improve the probability of winning large complex sales. The program provides the participants with a strategy development process and a roadmap to eliminate surprises, increase sales probability and position you as the partner of choice.
It is used for developing new accounts and testing the probability of a sale in your funnel or developing new strategies to expand and cross sell with existing clients.
The program enables Account Executives, Advisors, Sales Leadership and Specialists to develop a unified strategy and a tactical implementation plan to penetrate and influence the decision nucleus/team responsible for making recommendations and commitments.
The DSP program will accelerate the sales cycle and eliminate or minimize costly time and resource expenditures through better strategy and execution.
The program includes (4) areas of concentration:
Buyer Psychology: Buyer Motivation, Preferences and Attitudes towards change and how to test buyer receptivity
Target Marketing, Ideal Client Development and Identifying Buying Nucleus
Sales Strategy and Sales Plan Development
Sales Process & Opportunity Management
and much, much more….
Deliverables
Increase productivity and results
Improve organizational communications
Improve sales commitment ratios
Improve forecast accuracy and revenue predictability
Avoid wasting valuable time and resources
Target Marketing Program
Today more than ever before the need for a focused marketing program is needed to differentiate yourself and gain entrance to the type of client that you want to attract, cultivate and retain. Many new challenges associated with technology, legislation, compliance, client sophistication, gatekeepers and competition are making it virtually impossible to maintain the same levels of activity in previous years.
The impact of these issues can be profound unless you are more efficient and effective. It means to maintain and growth one’s business we need to be a lot more effective. New research confirms that sales professionals and advisors need to have a much greater understanding of their clients, both personally and professionally, to influence them and compete successfully. This means a need for more focus, better strategies and a better process for communicating and servicing both your clients, Centers of Influence and inside Coach.
It also means that you need to improve each phase of the sales process from prospecting to gaining prospect commitments. The Levelbreaker© Target Marketing program integrates all the elements for the development of a winning marketing strategy from design through successful execution.
The Target Market Program includes:
Target Market Strategy and Ideal Client Profile
Identity Branding and Campaign Development
Tactical Marketing including Script Development utilizing the latest behavior psychology and neuroscience.
Implementation support including campaign execution and management.
The DSP program will help you increase both efficiency and effectiveness. The Target Market is tailored to each client by identifying your Ideal Client Profile and developing the strategy and tactics
and the language that will attract them and turn them into clients and Advocates who will provide a consistent source of referrals.
Magnetic Referrals
The Magnetic Referral program is a complete system for building a Referral based business or practice. It comes from 30 years of practical experience and our commitment to staying current in buyer trends, buyer psychology and the newest information from neuroscience.
The Magnetic Referral program will help you build both consistency and volume in attracting and receiving referrals. The Magnetic Referral program is a stand-alone program. It is also an integrated module of the Client Focused Advisor series developed for the implementing the Trusted Advisor Model.
Our experience in sales, behavioral science and technology make this a program unique. It’s design will take your business to the next level, year after year.
The Magnetic Referral program includes:
Step by Step Roadmap for Implementation
All the tools including letters, surveys and communication templates you can customize and use immediately.
The Language and Training to optimize each client experience based on latest Client Psychology, Neuroscience and Market Trends.
The consulting and technology guidance for implementing and managing your system
Target Marketing Development including Centers of Influence.
Best Practices for building a Referral System
Coaching support and development to build consistency into your referral program
Each participant will receive a comprehensive Personal Behavior Assessment, the Referral Assessment for identifying the key issues and tactics for building and accelerating the implementation of your referral system, and a behavioral sales tool that can increase referrals by 25 -50% in 90 days or less .
Each participant will also receive a detailed “How to Guide” for Implementing your Magnetic Referral System that includes the logic, psychology, language and tools for building your Attraction based strategy and Referral based business.
Presentation Magic
Learn how to capture attention, prove your credibility and demonstrate relevance. Learn to organize ideas for impact, use visuals effectively, and implement a dynamic presentation delivery style that will increase rapport and persuasiveness. This is NOT your typical public speaking program.
It includes many advanced psychological tools for connecting with and influencing an audience. You will learn how to gain a psychological advantage in your seminars and sales presentations using psychological skills to make a powerful emotional connection with your prospects and audiences.
From this program you will be able to:
Immediately grab your audience’s attention.
Make your content personal and relevant.
Inspire more people to trust you and set appointments with you.
Conduct face-to-face meetings that inspire and motivate people to take action.
Ignite the interest of people you meet in any situation.
Increase your like-ability and credibility.
Motivate people to remember you!
Boardroom presentations, seminars, and one-to-one presentations are essentially the same thing – exercises in managing the minds of other people. The more you know about how to organize and present your information, the more successful you can become. The problem is most coaches and consultants can teach you the content to deliver. But, content comprises only 10% of a presentation’s value. The remaining 90% is all psychology, and it is an area known only to very few people.
Presentation Magic teaches you the concepts and skills that allow you to benefit from this area of psychology. You’ll get to learn and practice one skill at a time in a safe, fun environment.
Deliverables: You’ll learn techniques that the world’s greatest presenters use: how to map and use “stage anchors,” how to prove that you are relevant from the first word. You’ll learn to manage your audience’s emotions and thoughts. You’ll learn how to stand, gesture, and what body language to use. You’ll learn how to improve your vocal quality. You’ll also learn how to read people in your audience to make your presentation much more relevant to them.
These skills can be easily adapted for all types of presentations: seminars, keynotes; one-on-one, small group meetings and boardroom presentations. The audience may be different, but the psychology is the same. This program is perfect for anyone who has to inspire other people or impart information to them.
Program Resources: Presentation Magic – 100-page workbook showing you the exact steps, including examples of what to say and where to say it. Trust simple psychology to drastically increase your success. This seminar focuses on techniques to help you feel confident and energized before and during presentations. You’ll learn skills to overcome fears and develop a powerful persuasive delivery style. You’ll learn how to stand and what body language to use; how to map the stage and anchor specific emotions. You’ll learn how to improve your vocal quality. You’ll also learn how to read people in your audience to make your presentation much more relevant.
Delivery Options: Many people find that they get the most benefit from working on a specific up-coming presentation. We will travel to your location, coach you in how to connect with the specific people you’re going to meet with. We’ll map out the area, teach you what to say in what locations, and how to address specific people. This intensive program is amazingly effective.
Workshop: Conducted in 1/2 day or full-day programs. We will teach you how to use these skills in the specific situations that are relevant to you.
Time Management
Time Management for Results is a program designed to assist you in building a high performance practice and life. We know that your ability to effectively utilize your time, as much as any other practice in your career, will determine your success or failure. Time is the one indispensable and irreplaceable resource of accomplishment. It cannot be saved nor can it be recovered, once lost. Everything you do requires time, and the better you use your time, the more you will accomplish and the greater will be your rewards.
Time management is essential to maximum health and personal effectiveness. How much you feel in control of your time and your life is a major determinate of your level of inner peace, harmony and mental well-being. A feeling of being “out of control” of your time is the major source of stress, anxiety and unhappiness. The better you can organize and control the critical events of your life, the better you will feel, the more energy you will have, the better you will sleep, and the more you will get done.
It is possible for you to add two productive hours to each working day, or even double your output and your productivity, by using the ideas and methods taught in this program. These techniques have proven successful for many thousands of men and women in every field of endeavor, and they will prove successful for you as long as you have, what we call, the Four “D’s .
The First “D” is Desire: you must have an intense, burning desire to get your time under control and to achieve maximum personal effectiveness. The second “D” is Decision: you must make a clear decision that you are going to practice good time management techniques until they become a habit. The third “D” is Discipline: you must discipline yourself to practice over and over again to make time management a life-long practice. The final “D” is Determination: you must be willing to persist in the face of all diversions and distractions until you have become an effective time manager.
Time management is really life management. The payoff for becoming an excellent time manager can be tremendous. It is the most outwardly identifiable quality of a winner; all winners in life use their time well. Time management skills can be your stepping stone to peak performance, happiness and high achievement. One of the most important rules for success is simply to “form good habits and make them your masters.
Time Management for Results takes a person through the combined steps of Life Management and Performance Management. Using the methods and techniques delivered in this workshop allows you to gain total control of your time, your work, your results, and your life. By practicing what you learn—you become a time management expert!
Focusing on results you learn practical, action-oriented methods and techniques you can use immediately to get more done, faster, than perhaps you ever believed.
Time Management for Results includes:
Strategic Goal-Setting
How to apply the Pareto Principle to everything
Planning & Organizing
Eliminating Time Wasters
Overcoming Procrastination
Delegating and Communicating
Dynamic Communications
Dynamic Communications is a behaviorally-based communication workshop. It teaches people how to communicate using the DISC language as a way of understanding themselves and others. The workshop incorporates a behavioral assessment to give a more complete understanding of what DISC is and how to use it. Employees learn how to interact with others and to appreciate others’ behavioral styles within the organization. Increased communication is noticed immediately after the seminar. Effective communication stems from the right combination of tone of voice, words, body language, and pace of speech.
These four areas all impact our ability to influence others. You will learn how to adapt our behavior to communicate effectively with others. Using the techniques contained in this workshop organizations can immediately open the doors of communication within the entire company.
Why Learn About Behavior?
Learning about a behavioral model will help a person to better understand themselves and others, enhancing personal and professional relationships.
An understanding of behavior will accomplish the following:
Increased Understanding of Self
Increased Understanding of Others
Improved Communication
Increased Productivity
Less Stress, Tension and mistakes
Seminar Objectives
At the end of this seminar the participants will:
Understand their own behavioral design.
Recognize, understand and appreciate others’ behavioral designs.
Adapt for enhanced communication, understanding and relationships.
Personalized Report
Dynamic Communications incorporates a Personalized Success Insights report. This personalized report enhances the behavioral training by using each individual’s style to teach about DISC. After the seminar, an individual can read through the report in order to completely understand his/her behavior.
Immediate Results
Dynamic Communications participants leave the seminar energized and ready to apply the knowledge gained. Employers begin to see the positive changes immediately after the seminar. People will realize that differences are good and can be used effectively to make an organization successful. Participants do not stop learning when the seminar is over. Their personalized report will allow them to continually learn about their behavior style and in turn improve their communication skills. The benefits of this seminar are endless.
Applications for the Dynamic Communication workshop include:
Sales
Team Building
Social Relationships
Job Selection
Customer Service
Career Planning
Conflict Resolution
Time Management
Goal Setting
Telemarketing