1. Setting the Expectation
By immersing participants in the innovative Gold of the Desert Kings experience, sales professionals “commit to win, not just to survive”. The personal challenge for each individual is to achieve all that’s possible.
2. Funnel Management
Build and manage a sales funnel that generates predictable sales results. Sales success is the result of a disciplined process, not wishful thinking.
3. Selling with Integrity
Using our Council of the Marble Star™ module, you’ll develop the ability to sell with integrity, not just on product knowledge. Who we choose to buy from is often as important as what we choose to buy.
4. Customer Profile
Learn about your prospective customer’s current reality before attempting to show them how to improve that reality. Knowledge is power; knowledge used is powerful!
5. Selling Skills
Implement the five gears of selling so you shift smoothly from executive presence and real need to objections, close and next steps. We only buy what we understand, and only from people we trust.
6. Building Partnerships
Build long-term partnerships with customers, don’t just generate individual transactions. Being a vendor is about making a deal; being a partner is about making a difference.
7. Field Coaching and Leadership
Change behavior by walking the talk yourself, and taking the walk with your reps. Performance improves when new behaviors are reinforced through on-the-job coaching.
8. Winning Ways Website
Log on to the Winning Ways website, where you can achieve higher levels of sales excellence. Success shared breeds success multiplied.