Did Covid hit your sales pipeline? Feel unsure how to navigate virtual selling and harness your Total Potential growth during these unpredictable times?

If yes, you are not alone. Tessa Plen has been working with Financial service industry giants like Old Mutual, IT&T's Seacom, USB-Ed and UCT's Graduate School of Business. Even during Covid times, this integrated program has resulted in sales teams growing revenue by over 527% on average, in 3 months.

Tessa has 30 years marketing and sales experience at director level at Colgate Palmolive and Unilever, and has twice doubled operating profit in 2 years at these global multinational companies. She now helps talented and ambitious CEO's and sales leaders who have become stuck or overwhelmed with massive change, to firstly emotionally reboot their self managed teams, then equip them with rational skills to deliver ongoing consistent success results.

This course will take place over 4 weeks, starting on Wednesday the 9th of March, continuing on the 16th, 23rd and 30th of March.

WHY TOTAL POTENTIAL'S SOLUTION SELLING METHOD WORKS:

Begin with Self Mastery- We work from the inside-out.

You might have noticed that the old way of developing business and selling services - by relying on incoming leads - just does not work well enough in these times. Direct personal selling to new prospects is your business lifeline.

You don't want to be pushy: But reaching out "cold" can be daunting if you don't know the right way to do it without "winging it" or sounding cheesy. Let's face it, no client wants to be pushed and as a professional who is good at what you do, you just don't want to put yourself in that position.

Clients don't want to be pushed: You have also probably seen that just telling people what you "do" and what they "should do"- while you are probably 100% right, will not get you new sales. Clients want to feel like they have made the decision. This is a secret technique! And an extremely valuable skill.

But teaching rational techniques first without causing a change internally within you, will seem inauthentic and will not last. Without the internal confidence and ability to self manage and be resilient through change, you might just lack the courage and ability to attract clients on an emotional level. Clients are buying you and your 'vibe' and sense of inner strength that they can rely on, which will assist them as much if not more than if they are buying your particular services on offer.

Ideal for:

• Business Owners, CEO's, Sales Leaders
• Financial Services Firms, Planners, Accountants
• Professional Services Consultants in IT/Engineering/ Research/Advertising
• Business Consults and Coaching Professionals
• Anyone involved in Personal Selling who is ready to break through to the next level - both personally and professionally

WORKSHOP 1: MASTER YOUR OWN DESTINY: FROM VICTIM TO VICTOR

You will learn how to master and steer your "destiny" and cause a positive future rather than being on the receiving end/ the effect of what life dishes out. This Internal self mastery method gets your mindset and behaviour from

• Reactive to proactive
• Positive emotional consistency and sense of certainty of what to do next that will attract consistent (and hence exponential) sales growth results

In the first of our 4 sessions, you will learn how to

• Stop getting derailed by rejection and loss of confidence-stay on course
• Identify where you are on the change curve
• Learn the 'next best step' to navigate change dynamically
• Learn how to identify your own and clients emotions
• Transmute negative and limiting thinking patterns to positive possibility
• Recalibrate and reorientate to pro-actively self determine and self-manage
• Develop a system of emotional resilience, tolerating distress
• Use a clinically proven playbook to follow daily for 90 days

WORKSHOP 2: SUCCESSFUL "COLD" PROSPECTING- REACH OUT & POSITION AS A TRUSTED EXPERT

• Develop written scripts that will position you as a trusted expert, offering a unique and superior service - in a structure of communication that has clients asking YOU for a meeting.
• Practice the scripts and get feedback so that you will feel authentic, confident and not sound rehearsed.

WORKSHOP 3: EMOTIONAL SELLING: GET CLIENTS TO ADMIT PAIN LEARN AND PRACTICE, WITH ROLEPLAY

• How to open the meeting to establish an immediate sense of trust in your expertise PLUS
• A series of questions that will guide the client to uncover and admit their hidden " pain" or buying motive.
• Clients discover an internal pressure or imperative to buy or engage your services if they are needed

WORKSHOP 4: CLIENT CLOSES THE DEAL

Using a series of carefully constructed questions, get the client to

• overcome any internal objections
• co-create solutions with you
• give you a detailed brief of their authentic needs and capabailities required that only YOU can fulfil.

In this sense, the client closes the deal.

STRUCTURE: By attending the full course you will get

• 4 Getting to "Yes Please" interactive half day workshops
• Participation in a closed Whatsapp group with tools
• One personal 1:1 coaching session with Tessa Plen
• Unlimited email contact for Q&A
• Written Materials to keep

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