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Lee DuBois Blog

"The Lee DuBois training program not only builds confidence in our salespeople, it gives us an amazing edge on the competition because of the compassionate techniques towards the prospect. We need a track to run on -- this is it! Just what we were looking for. Fourteen years in the business and Steve has answered more concerns than all the rest put together. Simple, but concise! Thanks." -- S.B.

A Professional Sales Training System for the Post 9-11 Economy

MODULE ZERO
The Strength of Emotional Appeal
Click Here To View Module Zero

“Fanning an Ember of Want into a Roaring Flame of Desire”

• How you can identify passionate buyers
• Why some Buy/Not Buy Decisions make absolutely no sense
• When you can insert Emotion into a drab, dull sales interview
• The value of Self Coaching – Fixing what is wrong “on the fly”
• How to identify lost sales – don’t let it happen again!
• DBM – WHY they buy is just as important as WHAT they buy.
• Getting them to “see” themselves using your product.
  Learn how to project your buyers into the future.
• Learn the language of the senses – when Logic and Emotion are
  competitors, Emotion always wins!
• A 3-step process that will create Passion in any buyer – putting
  you head and shoulders above your competition?

With this Module, you experience the value of ‘How To” training, and how our future Modules will make you THE BEST PROFESSIONAL!

MODULE ONE
Professionalism

“The True Professional thinks of the customer first, last, and always.”

• Does there exist a “natural” salesperson?
• The role of the professional salesperson in the 21st Century
  You will increase the prospects’ perception of you as a:
  • Trusted Counselor
  • Problem Solver
  • Competent Advisor
• You will be able to see and emulate the Attitude of a Top Producer.
  This is not rah-rah training; it will help you to start now to become a:
  • Self starter
  • Disciplined business builder
  • ”Can Do” Prospector
    Motivational speakers can’t help you! This program will help you to find your true Motivation.
• Real vs. False Enthusiasm – because Sharp Buyers know the difference!
• Competing in The New Sales Economy – Four Challenges
  • The Age of Uncertainty – do you know how to
    instill Confidence in your prospects?
  • Exploding Risks – do you know how to get your
    prospects into their own Comfort Zone?
  • Volatility – do your solutions create a Buyer/
    Seller atmosphere of Consistency?
  • Information Overload – can you provide Clarity
    by getting your prospects to see you, your
    company, and your products as special?
• The New Sales Professional is a Solution Provider – how you can
  earn the title.

With this Module, you will be armed with the information you need to be a success in the Post 9-11 Economy – hey, it’s tough out there!

MODULE TWO
Blueprinting for Success

“The main cause of Call Reluctance is a lack of Fact Finding;
no information leads to cold calls, rather than hot knocks.”

• Eliminate the key cause of your Call Reluctance
• Develop a sales strategy for each account
• Handling the toughest objections you’ll ever face
  “I have no need to . . .
  talk to you.”
  hear your presentation.”
  spend time with you.”
  You’ll learn that traditional Needs-Based selling is a No Go! You need
  To know what the prospect is REALLY saying to you!
• You’ll make’em AWARE of what your solutions can do, and
  You’ll DISTURB them if they decide not to work with you, then
  You’ll learn to gain an Early Commitment from even the toughest prospect.
• Align your solution to the buyer’s need.
• 5 Key questions that MUST be answered about every prospect!
• Why Information is the difference between Amateurs and Professionals
  [We call them Amateurs because they don’t make any money]
• Construct your own Prospect Blueprint – organize what you need
  to know to sell someone
• There are three levels of a compelling Sales & Marketing message.
  Can you market yourself? We’ll show you how.
• Two immutable laws of Sale Success
• Law of Psychological Reciprocity
• Law of Challenging Beliefs
• Discover a hidden secret that gives you access to the prospect’s
  mind and heart.
• Learn more that WHAT people buy; learn WHY they buy.
• Plan your sales strategy to go after any Account – large or small!

With this Module, you will be analyze your own successes and failures.
You can even conduct your own Curbside Analysis!

MODULE THREE
Building Rapport

“When I’m going to meet with a person, I spend two thirds of the time thinking about what they’re going to say and one third of what I’m going to say.”
Abraham Lincoln

• Establish a deeper connection … early on.
• Creating an aura of Competence and the Counselor Model.
• Eliminate early Tension; getting off to a good start.
• 12 Ways to initiate comfortable conversation.
• Building a Comfort Zone for each Client.
• Making a Powerful First Impression; getting people to see you as “special.”
• Getting “In Synch” with everyone you meet.
• How to be an interesting conversationalist.
• Getting people to like you -- Charisma – no problem!
• Get the buyer’s attention – you MUST open their ears!

With this Module, you’ll script your own Professional Approach.
No more Unknown Tongue in front of a prospect again!

MODULE FOUR
Eliminating “I’m not interested!”

“The most expensive thing that a man can own is a closed mind.”

• The Two Principles that will ensure your prospecting success
  • One. What is the Purpose of each sales activity?
  • Two. What Action do I want the prospect to take?
• The most common objection is “I’m not interested,” and the reason that we
  hear it is almost always because is we are not very interesting.
• Learn the Logical Reasons people buy things, and the Emotional Incentives that motivate people to buy.
• Creating an irresistible sales message for:
  • Email
  • Direct mail
  • Seminars
  • Product presentation
• Getting prospects to say “Tell me more!”
• Motivating prospects thru each step of the buying cycle
• Improve your appointment ratio by 50 % -- guaranteed!
• Eliminate the Breathing Brochure Syndrome – ask yourself – could a
  Brochure or a direct mail piece take your place?

With this Module, you will gain the ability to make every prospect hungry
for more at EVERY stage of the Buying Cycle – an indispensable skill!

MODULE FIVE.
Making a Convincing Sales Presentation

“We do not argue with those who sell for less,
for they must know what their product is worth.”

• Constructing a provocative sales presentation
• Your 14 keys to a successful presentation.
• Are your presentations stacked with “So What?” benefits?
• How would you like to have a smoothly delivered presentation
  crafted and personalized for THAT BUYER THAT DAY?
• Handling the price objection
• Unique Sales Proposition – defining Who You Are
• Crushing your competition, without rancor
• Handling competitive objections like:
  “I can get the same product for less from _________.”
  “Evans Brokers is supplying our needs now.”
  “My consultant is putting something together for me.”
  “You must lower your price to compete.”
• Demonstrating your value-added differences
  “Why do business with us rather than _____?”
• When they’re skeptical, STOP, and do this!
• Construct your own Product Solutions Chart.
• Selling the deal even when you don’t have the lowest price.
• Learn the Laws of Price and Value
• Know your value, Price your value, Sell your value e
• Insights into the mind of the “Price Buyer.”

With this Module, you will learn to craft an irresistible sales message that highlights your value-added differences.

MODULE SIX
Knowing When to Close

“Many salespeople sell a product in 5 minutes, and then buy it back in the next 35 minutes by talking too much.”

• Controlling the Decision Process. Do you find yourself
  saying, “How does this sound to you?” Then what you
  need is a Sales Thermometer!
• In command, but not obvious command of the sale.
• Take your prospect’s temperature “Is s/he hot, warm, or cold?”
• Discover the power of the Trial Close.
• Accelerating the Buying Cycle.
• Give the prospect credit for his/her Intelligence.
• Learn to sell using the 3 Tenses
  • Where they have been – Past
  • Where they are now – Present
  • Where they want to be – Future
• Gaining valuable feedback from the reluctant buyer
• Asking questions with a touch of reserve – and class

With this Module, you can spot that “I’m ready to buy” moment and go for it!

MODULE SEVEN
Getting a Decision in your Favor

“Never thank a customer for an order; instead, congratulate them on the fine decision that they have just made.”

• Improving your listening skills -- “Know what to listen for”
• Improve your ability to observe the prospect
  “Know what to watch for to determine if they are ready to buy.”
• Buying Signals – can cut your selling time in half!
• Make Decision Making easy – easy to buy from you. You’ll
  learn 8 ways to ask for the order without pressure.
• How do you determine if the interview is going well? In the dumper?
• In Synch with the Buyer … from the Get Go
• How to Identify a Quick Sale
• No more High Pressure – Closing Without Manipulation
• The Best Closer is a Change Agent; learn how.
• Eliminate Buyer’s Remorse
• What is your attitude at the Close?
  *Assumptive     *Calm
  *Excited           *Aggressive
  *Confident        *Friendly
  *Relaxed          *Enthusiastic
  You will be surprised at the right answer.
• What do you do now when they say: “I want to think it over.”
  Procrastination is hardly ever a good thing.

With this Module, you will make closing easy – for you and the Client.

MODULE EIGHT
The Real Objection

“More sales are lost by the American salesperson by attempting to answer
objections that do not exist than for any other reason.”

• Ever feel like a “Deer in the Headlights” when you get an objection?
• Avoid Confrontation; stay in Conversation.
• Do not let objections be a Win/Lose proposition.
• A “Yes, but …” response to an objection is a challenge; don’t do it!
• Recovering the Lost Sale; don’t surrender to the tough objection.
• Do you know how to handle an objection to see is it is real?
• Eliminating the Final Objections to a sale
• Learn a Tried and Proven Skill set for handling every objection –
• Empathy – the # 1 Characteristic of a Top Performer.
• Learn how to handle the Top Ten Objections you get on the telephone.
• “I understand how you feel.” is amateurish. If that is the best you can do,
  then we need to talk.
• Letting prospects know “I’m on your side.”
• A Win/Win Buy/Sell environment
• Morphing Objections into Questions so that you can answer them.

Objections stop many presentations, but with this Module, that may never happen to you again.

MODULE NINE
Handling Every Objection

“You cannot overcome a prospect’s objections; overcome means fight.”

• Can you read the prospect’s mind when they have an objection? We’ll show you how with 8 different skills.
• Master the 5 ways to answer objections
  • Reverse it
  • Explain it
  • Admit it
  • Deny it
  • Objective Questioning
• Be more versatile with the 4 times to answer objections. With this skill,
  you can actually prevent objections. You may answer them:
  • Before they’re raised,
  • After they’re raised,
  • When they’re raised, or
  • Never.
• Improve your understanding with the 5 categories of objections.
• Analyze the buyer’s concerns; setting the stage for a positive experience.
• Learn a comprehensive process for handling ALL objections you face.
  It is the Stairstep to Handling Objections.
• Uncover hidden and unstated objections.
• How to persist without upsetting the prospect.
• Win the argument; lose the sale.

With this Module, you will discover how prospects will tell you where you are weak in the sale. Let your customers be your best Sales Coach.

MODULE TEN
Don’t Sell Yourself Short

“You’re born small and weak. You die small and weak.
How you look in between is up to you.

• The Motivational Puzzle – do Gurus work?
• ”You gotta have a Positive Mental Attitude!” -- right concept, wrong advice
• The # 1 Secret to Motivating Prospects
• Take the Mood Meter – analyzing your personal temperature
• What is the Best Sales Personality?
• How does your Sales Personality match up with the Top Producer?
• Performance Enhancement coaching
• Values that you can commit to
• Components of Inner Strength
• Gaining Momentum and keeping it going – staying “In the Zone”

With this Module, you will never, never again Sell Yourself Short!

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