Every program we provide is tailored to your specific needs. You can choose from dozens of Strategic Tools that address a variety of sales issues. If we don't have a tool that suits your needs, we'll create one uniquely for you.

Below is sample of some of the various tools. Click on a thumbnail for a larger view.

 

STRATEGIC TOOLS™ LIBRARY

 

The Sticky Statement™

 

Sticky Statements are the Value Proposition for the 21st Century. Executives don’t want to hear another generic sales pitch. Instead, you need to craft an engaging story that is relevant to their business and differentiates you--in the first 15 seconds of the call! This tool also helps salespeople anticipate potential objections and then defuse them before they come up in the call.

 

The Objection Breakthrough™

Forget about using scripted rebuttals and canned responses for objections. Learn how to use questions and analogies to turn objections into opportunities. The Objection Breakthrough will help you identify the most common objections and stalls and then create the right strategy for each one.

 

 

Gaining Access™

Voice Mail: Most messages have less than a 3% response rate. Achieve a 25% returned-call rate when you learn how to create leverage, urgency, and interest with top executives.

E-Mail: Forget about SPAM and learn how to write targeted e-mails that are NOT focused on your company or your products. The result: up to a 50% response rate!

Creative Campaigns: From simple marketing ideas to multi-step creative campaigns, we’ll show you unique ways to set yourself apart and grab the executive’s attention.

 

The Call Reluctance Transformer™

 

80% of salespeople fail because of their fear of prospecting. We typically see salespeople's activity levels increase by 40-50% after they overcome these fears and gain the confidence to make prospecting calls.

 

 

The Activity Planner™

 

Each day we're being pulled in many directions. How easily do you become distracted? What are the most important activities that you need to focus on each day? The Activity Planner is a tool to help you answer these questions and focus on what is crucial to your success.

 

 

The 5Q Qualifyer™

 

Questions are an important part of any sales process. You ask questions for a variety of reasons: to gather information, engage the executive, or identify opportunities. Whatever the reason, the questions you ask will depend on the purpose of your call. This tool helps you identify the right questions to ask, based on the purpose of the call and the person you’re calling.

 

Extreme Differentiation™

 

Unless you like to compete on price, it’s absolutely critical to differentiate yourself throughout your sales process. However, claims about “best customer service” and “#1 provider” are worn-out and simply don’t differentiate companies anymore. Instead of competing against others, this tool will show you how to create your own, unique market space where you have no competition.

 

The Executive Mind™

What motivates senior executives? How should you position your solution with them? What discussion points should you avoid? What does it take for executives to view you as their primary, strategic resource instead of just another vendor? Using this tool, you'll learn how to have a high-level conversation that engages the executive and gets you invited back for future meetings.