At the beginning of class I usually ask the question, “What is the goal of your sales call; whether it is on the phone or in person?” I always hear someone say, “I need to educate my prospect.” I replied with “Educate them on what?” They say, “On my products, our services, the company, my experience.” “Is that where you want the focus during the rest of the meeting – on you?” I response. “Well, they need to know what I offer in order for them to buy from me.” They say. “And that’s your goal of the sales call?” “Yes,” they reply. The problem what that is… [Read more…]
Winning the Competitive Sale
November 20, 2019 By Leave a Comment
Join us
Wednesday, February 5, 2020
8:15 am – 4:30 pm
Where you will learn to:
- Leverage a posture of being in demand
- Redefine the purchasing process of procurement
- Create a unique value proposition
- Break the formula of commoditizing your product
- Structure a consistent formula to duplicate and scale
Finding themselves in a competitive situation, salespeople often face the reality that prospects and customers will attempt to commoditize their product or service. Understandably, prospects want to get the best product at the best price. Pitting one seller against another has proven to be a winning strategy – for the customer! To neutralize this approach, the salesperson needs to uncover the “true” requirements of the solution and determine what has the greatest value to the customer. This 1-day sales training program will deliver professional sales strategies to compete effectively in these situations and tactics that will enable you to win consistently. Not only will you sell more, but will more effectively maintain the margins you need to make a profit.
This workshop is limited to 25 people.
An investment of $595 will lock in your seat for this 1-day sales training course.
$520 when you register before 1/17/20; $695 after 1/31/20. Or complete the form below for group pricing.
Click here for a flier: Winning_Flyer_Print
Call 612-789-5700 for more information.
Who gets paid more; Educators or Entertainers?
October 17, 2019 By Leave a Comment
I think we all know the answer to that question. Its probably aligned with how we spend our time and money. This is an example of human motivation and how we buy. How we purchase items and where we spend our money.
The point I want to make is we are more motivated to seek emotional entertainment then intellectual information. We’ve all heard the saying, “People buy emotionally and justify it intellectually.” And we spend more money on how we want to ‘feel’ versus what we want to ‘know.’
Artists, as entertainers, are paid to change how we feel. Keep this in mind when you are working on influencing a decision or convincing somebody to do something.
Negotiation: Creating Collaborative Conversations
August 7, 2019 By Leave a Comment
Negotiation can be misunderstood when it is not focused on achieving the goal of both sides. Not everyone decides in the same way or for the same reasons. The best way to achieve a mutually beneficial agreement is by sharing information in a way that does not diminish respect, rather add value. This approach involves a combination of applying different beliefs, removing bias, past experiences and concentrating on a respectable and mutual overcome through a unique and predetermined process. During this class you will learn how to create conversations that are focused on achieving the goals within your fiduciary obligations of your client while respecting the people on the other side.
Course Objective:
- Remove personal belief, bias and past experiences from client interaction
- Identify the goals of the client and explore options for a mutual beneficial outcome
- Maintain the integrity and reputation of a real estate professional
Instructor: Scott Plum, Minnesota Sales Institute, LLC
Scott Plum started his sales career at age 21 in 1987 selling Real Estate. He has been licensed in California and Minnesota, and is approved to teach classes in many other states.
He is the only Master Certified Negotiation Expert (MCNE) in Minnesota and has taught ALL the classes for the Real Estate Negotiation Institute (RENI). RENI owns the Master Certified Negotiation Expert (MCNE®) designation program and the Certified Negotiation Expert (CNE®) course. The MCNE program is the premier negotiation training program in real estate and the CNE course is the most popular negotiation training course in real estate.
He founded the Minnesota Sales Institute in 2002 to teach salespeople how to increase their closing ratio, generate more revenue and stop cutting their price to win the business.
He is Professor Plum as the co-host of a weekly podcast, with the Prospecting Expert, Steve Kloyda called “Get in the Door Podcast”
Scott published his first book titled; Taking Off into The Wind: Creating Lift Out of Life and his second one will be out in the Fall called, Doing it for Real: Is your Commitment greater than the Consequences?
He serves clients with Onsite Classes and Workshops, Coaching and Consulting on Value Propositions, Sales Process Management and Compensation.
Scott has served as president of the Professional Sales Association (PSA) from 2011-14 and the Sales and Marketing Executives (SME) from 2014-15.
APPROVED for 3.75 Hours Real Estate Continuing Education Credits in Minnesota
(Provider number: 21023716, Course Number: 1028025)
Please complete the form for more information
Whose Easter Eggs are They
April 22, 2019 By 3 Comments
Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly. Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church. The parents were ready with eggs filled with candy, dollar bills and small gifts. They would have to wake up before the kids so they could hide the eggs in the backyard. All was ready and off to bed the parents went.
The next morning the parents awoke before the children and quietly snuck out to the backyard. They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence. They counted 24 the night before and all were placed for the kids to hunt for and discover. [Read more…]
When They Say NO!
April 22, 2019 By 3 Comments
Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [Read more…]
Stop Helping People!
April 6, 2019 By 1 Comment
This title causes most people to flinch and reread it. They react with, “but that’s how I describe what I do. I help people. I help companies.” I response with, “Stop it!“
What makes you think they want your help? What makes you think they need your help? Why not someone else?
Helping people that don’t see a problem is being assumptive. What upsets prospects the most is assumptive salespeople. Don’t assume people have problems. It is insulting. They certainly don’t want other people pointing out their problems. Especially a salesperson off the street, they never met.
Start working with people. Get on the same side of the table with them and fight with them against a problem or towards a desired goal. Here are three reasons why: [Read more…]
Be a Problem Finder!
March 23, 2019 By 1 Comment
See, prospects are buying on value, not price. Salespeople think prospects are buying on price, so the right away selling on price, price, price, and then I go, who’s turning your product into a commodity? Me, the prospect you’re leading with price. So you’re telling me I should buy from them. So if somebody else comes in the door and they’re offering your same product for fifty cents less, you’re telling me I should buy it from them? [Read more…]
Who Knows More About What a Prospect Needs – You or Them?
February 16, 2019 By Leave a Comment
And? That’s right. You do. You know more about what a prospect needs. The goal of your conversation, with them, is to convince and persuade them, to see the same.
You are a valuable resource. The knowledge, service and products you offer only have value when they can be used to fix or change a current or future problem. The prospects illness. That you have a cure for. [Read more…]
VIDEO: Growing Revenue and Increasing Profit
February 3, 2019 By 2 Comments
