Course #29011 | Workshop Duration: One Day | Target Audience: Sales, Sales Managers & Directors, Sales Trainers, C-Level Executives
Radical Insight: A great sales person quickly earns the right to have frank discussions and hold their clients accountable. This is a true sign of courage and professionalism.
Workshop Summary: Good sales people define needs, great sales people can create them. Great sales people start with the end in mind that values the customer by understanding that the best way to serve them is to have the ability for frank discussion and accountability that is reciprocal. This is the highest level of professionalism when executed properly and builds long term trust and partnerships and must be earned quickly. Great sales personnel value their time as much as their customers’ time and they define a process of what opportunities or client deserves energy and which ones to let go. This is not based upon the dollar value of the opportunity.
Learning Objectives - In this course you will learn:
- How to earn trust and credibility quickly.
- How to earn the right to be frank and hold your prospect / client accountable.
- How to become your clients best trusted resource.
- How to gain entrance to difficult accounts.
- How to define what to work on and what to let go.
- How to develop a two way commitment to scheduled meetings, calls, and appointments.
- How to work with clients who earned the right to work with you.
Speaker Profile: Amongst his many accomplishments as a turnaround specialist, Mark took one location in the company that was in 400K debt to being the top performing site in over 300+ sites worldwide and valued at over 12 million dollars. Now he brings masterful strategies to his audience on how to align corporate culture with strategic planning to increase buy-in, productivity and profits. Mark Villareal is an international bestselling author, public speaker, business coach and expert guest on TV talk and radio shows. He helps business leaders succeed by assisting employees and managers reach their next level of success. He conducts workshops on strategic planning, diversity, leadership & culture, sales and mission, vision, and values.
"Our concern in bringing in a consultant is someone understanding our business, which Mark demonstrated his deep knowledge and vast expertise in sales and business."
Marcel Raats | Vimorin North America
Worked with Vilmorin in Salinas, CA. They are a centuries old organization, established, and respected as a leader in their industry. We delivered a customized Critical Selling workshop with great interaction. The group was awesome! They also were gracious and gifted me two Vilmorin hats to wear and asked me to wear one on my next TV appearance. The best compliment was the invitation to return.
