Imagine if …
you made your life and your buyers’ life better,
what would you imagine?
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Scripting Your Skilful Sales
Sell more, more often, more profitably, to make your own life and your
buyers’ life better, through using your senses, personality, and questions.
Today, no matter whether an organization is selling to its channel partners, channel partners are on-selling to customers or consumers, and/or the organization is selling direct to customers and/or consumers, the nature of selling must change to align with new buying dynamics.
Like never before, buyers, have as much, often more information than sellers; have plenty of choice, for what to buy, how to buy, and from whom to buy; and have myriad ways to access peer feedback and to express their own opinions.
Research shows about 60% of a purchase decision is made and up to about 90% of the buying cycle is completed, before a buyer even talks with a seller.
For a buyer to buy, he or she must believe the seller is credible and trustworthy, and has something of tangible value to satisfy a defined need.
Today, successful selling is about the seller presenting with a specific type of purpose and personality, actively creating selling possibility through collaboration and the “5Cs Of Selling Success”, and being able to satisfy the different types of needs of buyers.
IDEAL FOR
Entrepreneurs
Founders
Shareholders
Board of Directors
Executives
C-Suite Officers
Division / Department Heads
Advertising Team
Marketing Team
Sales Team
Anyone who needs to “sell” some “thing” – themselves, their organization, and / or their products, services, or solutions offering.
KEY OUTCOMES
Learn and Understand
What is Selling?
Dynamics of Selling
Sciences of Selling
Persuasion through Selling
Cultivate and Realize
Presenting with Purpose
Engaging with Personality
Creating the Sale
Satisfying the Buyer
Script and Utilize
Commencing a Skilful Sale
Skilfully presenting Your Self
Skilfully presenting Your Offering
Concluding a Skilful Sale
LEARNING OPTIONS
Online
Learn 100% online, in your time, at your own pace, with live coaching
Virtual
Arrange scheduled learning sessions online
Blended
Arrange a combination of online, virtual, and onsite learning
Onsite
Arrange 100% face-to-face lectures, seminars, and workshops, at your ideal time and place
The Scripting Your Skilful Sales Program
Reflection · Knowledge · Skills · Coaching · Creating
The “Scripting Your Skilful Sales” Program will teach you the knowledge and skills necessary to sell more, more often, more profitably.
During the program you will be supported with a combination of personal calls, coaching, critiques, and rehearsals, depending on program level, which will ensure your selling knowledge and selling skills improve significantly.
At the conclusion of the program, you will:
Know the Dynamics and Sciences of Selling
and be able to appreciate, engage with, and benefit from these fundamentals.
Understand the Essence of Successful Selling
and be able to present yourself, create selling opportunity, and satisfy buyers.
Know the Sequence and Script of a Skilful Sale
and be able to utilize the three models and four stages of successful selling.
COMPRISES ...
Course 1 - Selling!
The Dynamics and The Sciences
Appreciating, Applying, Achieving
5 Chapters : 15 Lessons
The “Selling!” Course teaches you what selling really is, the dynamics of selling in the past, present, and future, and the fundamental dynamics and sciences of selling and buying.
Selling is about delivering value that was absent before you arrived, it is about your attitude and skill, and it is about selling, without “selling”.
Chapter 1 | What Is Selling?
One lesson explains what “selling” really is.
Chapter 2 | The Dynamics Of Selling
Four lessons explore how selling was undertaken in the past, how selling is undertaken today, and how selling will need to be undertaken in the future.
Chapter 3 | The Sciences Of People
Two lessons present the science of the senses, hormones, emotions, and logic, and their influence on selling and buying.
Chapter 4 | The Sciences Of Buying
Four lessons explore the role of psychology and imagination in buying.
Chapter 5 | The Sciences Of Selling
Four lessons explore the role of education, trust, imagination, and insights in selling.
Course 2 - Being Skilful!
Cultivating Selling Skills
Personality, Purpose, Possibility
4 Chapters : 18 Lessons
The “Being Skilful!” Course teaches you the knowledge and skills of selling success, focused on determining why you want to “sell”, how to “sell” yourself, and how to create the likelihood of “selling” by satisfying a buyer.
Selling is not about having the right opportunities, it is about handling the opportunities right!
Course 2 - Being Skilful!
Cultivating Selling Skills
Personality, Purpose, Possibility
4 Chapters : 18 Lessons
The “Being Skilful!” Course teaches you the knowledge and skills of selling success, focused on determining why you want to “sell”, how to “sell” yourself, and how to create the likelihood of “selling” by satisfying a buyer.
Selling is not about having the right opportunities, it is about handling the opportunities right!
Chapter 1 | Presenting With Purpose
Five lessons explore the why and how of being a seller with purpose, how to determine what buyers want, how to connect with buyers, and how to link what a seller wants and what a buyer wants.
Chapter 2 | Engaging With Personality
Four lessons explain how to determine what a buyer values, the personality traits best suited to selling, and the best methodology for engaging with a buyer.
Chapter 3 | Creating The Possibility
Five lessons present more essentials on what buyers value, how to prepare for a sale, how to sell through collaboration, and the 5Cs of selling success.
Chapter 4 | Satisfying Buyer Needs
Four lessons teach what a “need” is, the psychology of people’s “needs”, and the dynamics and psychology of different value of sales.
Course 3 - Skilful Selling!
Sequencing Selling Skills
Ability, Affability, Agility
6 Chapters : 22 Lessons
The “Skilful Selling!” Course teaches you the best method to create selling success, focusing on how to proceed, where to focus on, what to do, what not to do, and how to transform selling knowledge into selling skills.
Selling is founded on creating the opportunity where capability meets feasibility!
Chapter 1 | Selling Stage 1
Two lessons describe the difference between beginning a conventional sale and beginning a skilful sale.
Chapter 2 | Selling Stage 2
Six lessons present the what, when, and how of talking with a buyer, to determine how best to satisfy their needs.
Chapter 3 | Selling Stage 3
Four lessons explore how best a seller should present their product(s), service(s), or solution(s) to a buyer.
Chapter 4 | Selling Stage 4
Four lessons explain the difference between concluding a conventional sale and concluding a skilful sale.
Chapter 5 | Don’t Do’s
Three lessons discuss what a seller must not say, must not do, and must not link together, when talking with a buyer.
Chapter 6 | Entelechy
Three lessons offer the best guidance and rules for converting selling knowledge into selling skills.
| The “Scripting Your Skilful Sales” Program | ||||
| Knowledge · Skills · Coaching · Rehearsal · Critique · Q&A | ||||
| # | PRE-PROGRAM With A Focus On Understanding How To Maximize Your Learning | |||
| 1 | WELCOME: Watch and listen to Norman introduce himself and the Program | |||
| 2 | HOW BEST TO PROCEED: Understand when best and how best to engage with the equipment, experiences, and elements of the Program | |||
| 3 | LEARNING TO LEARN: Appreciate how to ensure your learning is effective, efficient, and enjoyable | |||
| 4 | LEARNING OUTCOMES: Review what you will "know", "have", "be able to", and "know how to", after the Program | |||
| 5 | CONTENT OUTLINE: Preview the Chapter subjects for each Course | |||
| 6 | LESSON NOTES: Purchase 3 Course Notes Booklets, total 108 pages, only US$47, emailed before you start each Course | |||
| 7 | PRE-CALL (1 to 1): Introductory chat with Norman, about your Expectations, Challenges, Opportunities, and Questions | |||
| # | BEFORE EACH COURSE With A Focus On Planning And Preparing For The Course | |||
| 8 | WELCOME: Watch and listen to Norman introduce the Course | |||
| 9 | CONTENT OUTLINE: Preview the Lesson subjects for each Chapter of the Course | |||
| 10 | LEARNING DIARY: Print and keep track of your learning progress through the Course | |||
| 11 | SELF REFLECTION: Reflect on and evaluate your experiences with the Course subject | |||
| 12 | PRE-LEARNING QUIZ: Review your current knowledge of the Course subject | |||
| 13 | LEARNING OUTCOMES: Appreciate what you will "know", "have", "be able to", and "know how to", after the Course | |||
| # | DURING EACH COURSE With A Focus On Learning Knowledge: Understanding and Meaning Learning Skills: Acquisition and Proficiency | |||
| 14 | SCREENCASTS: Watch and listen to Norman as he presents each Lesson | |||
| 15 | LESSON NOTES: Refer to the Course Lesson Notes Booklets, for all Lessons | |||
| 16 | TOP TIPS: Refer to the Course Lesson Notes Booklets, for some Lessons | |||
| 17 | EXERCISES: Questions, answers, and explanations, for some Lessons | |||
| 18 | Q & A (1 to 1): Ask by email, any question, any time, about any Course content, and receive a personal reply from Norman | |||
| # | AFTER EACH COURSE With A Focus On Reviewing And Consolidating Your Course Learning | |||
| 19 | POST-LEARNING QUIZ: Review your new knowledge of the Course subject | |||
| 20 | THANK YOU: Watch and listen to Norman as he concludes the Course | |||
| # | POST-PROGRAM With A Focus On Your New Expertise And Capability | |||
| 21 | COACHING (1 to 1): Request a quotation from Norman to personally coach you in areas you would like to improve | |||
| 22 | REHEARSAL, CRITIQUE, COACHING, (1 to 1): Request a quotation from Norman to view your rehearsals, offer verbal and written critiques, and provide coaching in areas agreed for improvement | |||
| 23 | CREATING (1 to 1): Request a quotation from Norman to personally assist you in creating skilful sales scripts | |||
| 24 | THANK YOU: Watch and listen to Norman conclude the Program | |||
| 25 | EVALUATION: Email Norman with your Program improvement suggestions | |||
| 26 | CERTIFICATE OF COMPLETION: Receive your Certificate for completing the Program | |||
| 27 | POST-CALL (1 to 1): Concluding chat with Norman, about your Program learning Experience, Understanding, and Satisfaction |
Sensible, Credible, and Exceptional
Learning from the “Scripting Your Skilful Sales” Program requires less effort and more time, for thinking, reflecting, and practicing.
The program content is presented in a sensible and credible style, to ensure ease of learning, understanding, and applying of the content.
This program will enable you to become exceptional at selling, through understanding and applying the sciences of selling and buying, by cultivating the possibility for selling through your purpose and personality, and through utilizing a proven skilful selling method.
PERSUADING through SELLING!
TO LEARN THE KNOWLEDGE AND SKILLS OF ...
The Scripting Your Skilful Sales Program