Discover the secret to transforming your sales approach and standing out in a competitive market by mastering the art of value creation.
Revolutionizing Sales Conversations with Value Creation
Did you know that:
- Win rates hover around 17%, a shockingly low number.
- Quota attainment is only slightly better, around the mid-20s.
- 89% of salespeople report experiencing burnout.
The problem for salespeople today is a lack of value creation in the sales conversation. In an era where buyers often prefer a “salesperson-free” experience, it's crucial to create value in every interaction.
It's not your fault if you've never been taught how to create value in sales conversations. Many sales leaders and sales managers lack exposure to modern, effective sales strategies suitable for today's uncertain environment. Even though this isn’t your fault, you will need to solve the problem of creating value.
You know how you feel when your contacts treat you like a commodity. You know how it feels when your contact is not engaged in the conversation you are having. If you have had a client ghost you, it is because they didn’t find the conversation valuable enough to agree to another meeting.
The solution to this problem is value creation. One of the most effective ways to create value immediately and differentiate yourself, and to block any attempt to treat you as a commodity, is to use an executive briefing in your first meeting. To help you use this approach, you can join our Executive Briefing Cohort Program.
For the first time, we're offering a cohort program to help you develop an executive briefing for your clients. This program gives you the tools and strategies to build a value-creating experience.
In this cohort, you'll learn:
- How to research and identify trends and forces impacting your clients, ensuring you create value and prove you have done your homework, making you a head above your competitors.
- Methods to address outdated beliefs or assumptions, integrating your insights into your executive briefing. This is how you help break them from their past and help your contacts move forward to the better results they need.
- Strategies to build insights and organize your experience, guiding your clients towards better decisions. You will not be given a fish; you will learn how to fish—by building your own briefings.
- Tactics to compel your contacts to embrace change and distinguish yourself from average sales reps.
Once I had a client who wouldn’t change. We argued for months until I worried I would be fired. Instead, I created a compelling executive briefing that resulted in him giving me $2 million to improve our results. As I learned how compelling clients found this approach, it helped me win large clients, stealing them from much larger companies.
I developed this approach in the highly commoditized industry of staffing. You may have seen the executive briefing in Eat Their Lunch and Elite Sales Strategies. But this is the first time you will be able to collaborate to learn the secrets of building an effective executive briefing.
Maximizing Impact in Sales Conversations
To create value in sales conversations, you need to prepare your contacts for significant change. Distinguish yourself by possessing knowledge your contacts lack, helping them make informed decisions.
You can make your contacts recognize you as a superior salesperson within the first three minutes of your meeting, leaving a lasting impression. This value creation approach will make your contacts prefer buying from you.
Those teaching this approach often convert a first meeting to a second meeting at a rate of 85 to 90 percent. These results are exceptional, but many who adopt this method see rapid improvements.
- After adopting this approach, Dan’s first meetings turn into second meetings 90 percent of the time.
- Amanda has a second meeting conversation rate of 85+ percent after using her executive briefing.
- Christa, in B2C, after using the executive briefing, saw her win rates jump to 65 percent.
Jeff used the Executive Briefing. Here is what he said: “I was having lunch with a client today and, in the middle of our conversation, he stated, 'You have differentiated yourself by having this conversation. You have identified the trends we should be focused on, and the strategies we need to put in place to address them.'”
Jeff continued: “I almost fell out of my seat. It was one of the proudest moments I’ve had in my career, and I know that I have a long-term client.”
The Power of the Executive Briefing
- You create immediate value in the first three minutes of your sales conversation.
- Your client recognizes you as an expert and authority.
- You initiate the “why change” conversation without probing for problems.
- Having created value in the first meeting, securing a second meeting becomes easier.
The Executive Briefing Cohort Program is $1,497.
In this cohort, you'll learn:
- How to research and identify trends and forces impacting your clients. You will use this throughout your career, ensuring you create value in every meeting.
- Methods to address outdated beliefs or assumptions, integrating your insights into your executive briefing, and helping your contacts understand what changed and what they need to believe now.
- Strategies to build insights and organize your experience, guiding your clients toward better decisions. You don’t know what you know until you document it. You have more insights than you know, and you will identify them and use them to create value for your clients.
- Tactics to compel your contacts to embrace change and distinguish yourself from average sales reps, the ones who get ghosted and fail to get to a second meeting.
Comprehensive Structure of the Cohort Program
The program spans three months, focusing on:
- Bi-weekly live virtual training sessions to master the executive briefing approach.
- Off-week meetings with your cohort for feedback and sharing progress.
- Assessment of your executive briefing, with feedback and recommendations for refinement.
- A limited intake of 40 participants ensures an intensive, focused experience.
If you are not sure about this program, please let someone else take it.
If after three weeks you decide it isn’t for you, we will refund your payment.
Go here to enroll in this program and you can join us in January.
Exclusive Bonuses for Early Participants
Action takers will receive:
- One year of access to Sales Accelerator.
- Monthly live virtual execution lab training for a year.
- Several executive briefing models to understand what effective insights entail.
- Research prompts for a deeper understanding of your client’s industry.
P.S. We are only allowing 40 people in this Cohort starting January 10, 2024.
