Heavy Hitter Training is specifically designed to help companies compete during the hyper-competitive times of today. These workshops teach strategies and tactics that everyone in sales will benefit from-- including how to speak the customer's language to build unbeatable rapport, managing the complex selling process, and using intuition to persuade the customer the buy. A workshop consists of concepts and topics from each of the three parts of Heavy Hitter Selling that best address the critical issues facing your sales organization.
For further information read the “Three Parts of Heavy Hitter Selling” here.

Building Customer Relationships through Effective Communication
In this section, we examine the six layers of the human communication model and the interactions between the layers that enable a person to discern a message’s accuracy and truthfulness. We study the inner-workings of the mind to understand the intangible, intuitive human element of the sales process. We analyze how to create rapport with the key members of the customer’s selection team. Topics covered include:

• Rapport and Relationships Fundamentals
• Understanding How People Communicate
• Recognizing How Your Customer is "Wired" to Communicate
• Understanding and Anticipating Your Customers' Thought Process
• Strategies to Uncover all the Information and Discern the Truth

Managing the Enterprise Sales Process
The sales cycle is the formalized information exchange between a customer and a salesperson. It consists of a series of steps that are designed to gather information about the customer and present information about the salesperson’s solution. Successful salespeople enhance this process by drawing upon past sales experiences and have intuitively developed models to work on deals. Topics covered in this section include:

• The Seven Premises of the Sales Cycle
• Sales Cycle Strategies based upon Account Position
• Categories of Buyers
• Product, Fantasy, and Politics
• Bonding with the Bully with the Juice
• Understanding Personalities to Find a Coach
• How to Build Sales Intuition

Mastering the Power of Persuasion
In the final section, we review the deeper meaning of language. Persuasion is the process of building a personal relationship and mutual trust with customers by speaking in the spectrum of languages they use both logically and emotionally, consciously and subconsciously. Topics covered in this section include:

• The Five Steps of the Deeper Meaning of Language
• Understanding Intuitive Persuasion
• Advanced Rapport Techniques
• Group Presentation Tactics
• Types of Metaphors
• Constructing Metaphors for Winning Over Customers