I M P O R T A N T
C O N C E P T S
One of the main
objectives of this program is to help each participant
identify the arenas he or she has responsibility
for or control over in the sales process.
We spend 75% of
the time understanding each individual internal world
with strengths and vulnerabilities. 25% of the time is
then spent understanding the way each participant
interacts with co-workers and clients.
The morning session generally
covers the informational/educational aspects of the day,
while the afternoon is more experiential and
interactive. At the end of the day we debrief...tying up
all the loose ends. In many sales seminars the
participants go through the engaging process of
developing a list of 10-12 Operating Principles
during the afternoon, which includes a number of "we
will..." and "we will not..." statements that directly
impact the personal/group success and the
reputation/integrity of the company. This is a
list that everyone signs at the end of the day. The
group then decides how to provide accountability for the
implementation of each statement. A powerful part of the
Dr. Freeman likes
to telephonically interview 3-4 of the participants in
advance, utilizing their "anonymous" remarks as a way to
customize the entire seminar experience.
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R O G R A M O V E R V I E W
Generic full day version
with appropriate breaks
Participants share the best part(s) and most challenging
aspect(s) of their jobs (if smaller group).
Presenter introduces himself and the purpose of the program.
Humorous concepts illustrating the reality that people are
different; predictably different.
Explore the five contributing factors to personal sales
ii. Childhood role models
iii. Birth order
iv. Physical characteristics
How each personality approaches the sales process:
ii. The cold call
iii. The appointment
v. Identifying the customer's need out of
vi. The sale
vii. The referrals and references
The differences between power and influence in the sales
Emotional pain -- the great modifier of human behavior.
* Johari Window -- How trust and mutual respect are
built up or broken down in an organization.
How personal Blind Spots and Mask effect leadership/
followership styles and teamwork.
Peeling the layers of the onion skin to get to the core
i. Gender issues
ii. Cultural diversity
iii. Generational influences
iv. Professional status
v. Personality style
Administer sales profile material
Overview of the universe of the four dominant personality
styles and how each style:
i. Responds to or reacts to
ii. Seeks to control his or her environment
iii. Leads and follows
iv. Makes decisions
vi. Deals with change
vii. Processes information
vii. Sells and follows up
Three main areas where conflict in the sales process generally
erupts, combined with concepts for
preventive maintenance -- plus skills for
managing oppositional behavior from client after it has
In-depth study of each sales personality
i. Major fears
ii. Natural and adaptive styles when confronted
by stress or change
iii. Dynamic drives
iv. Needs-motivated behavior and communication
v. Tools for working effectively
with each style
vi. How personal dominant and sub-dominant styles
can compliment vs. cause internal stress
vii. Drawing the best out of others at
work and at home -- lifestyle
Learning to "read" one's graph.
Now what do we do with the information?
Time for feedback, personal responses to the accuracy of the
information, and specific questions.
Participants develop "Operating Principles",
along with action and accountability plans.
Allowance for one-on-one time with instructor.
Satisfaction Guaranteed. Period.
Streaming Video Clip of Dr. Freeman
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