Heavy Hitter workshops teach strategies and tactics that benefit both senior and novice salespeople--enterprise sales strategies that incorporate customer politics and competitive realities, how to speak the customer's language to build unbeatable rapport, developing the intuition necessary to manage the complex sales process, and using persuasion to convince both senior executives and low-level personnel to buy.

Persuading the C-Level to Buy
Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to winover the CEO, COO, CFO, and CIO. A strategy that enables a salesperson to differentiate himself from the competitors through value—Strategic value, Operational value, Political value, and Psychological value. In this workshop, we review the following:   

• The Grand Strategy to Winover the C-Level
• The Four Different Types of Departmental Buying Types (Consolidators, Consulters, Responders, and Bureaucrats)
• Penetrating the Organization at Various Levels of Responsibility
• Navigating to the C-Level: Identifying the Bully with Juice
• Battlefield Maneuvers and Tactics to Defeat Arch-enemies
• Flanking Strategies When You’re Stuck at the Wrong Level
• The Human Nature of the C-Level: A Personal and Psychological Profile
• Selling the Four Values of Your Solution: Strategic, Operational, Political, and Psychological
• Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character
• Organizing the Presentation to the C-Level: How to Gain Credibility, Overcome Objections, and Consensus
• Connecting with The C-Level through Sales Linguistics(Using the Right Words at the Right Time to Persuade the C-Level to Buy)

Enterprise Sales Strategy
The winning enterprise account strategy is a psychological operation based upon understanding, predicting, and influencing human nature. The victor understands how the account is organized and knows how the decision makers will make their buying decision. This requires tactical flexibility, knowing when to use the optimum maneuver--a surprise attack, calculated retreat, coordinated counterattack, or assuming a defensive position--at the appropriate time. Every battle for the enterprise sale has a turning point and time is the ultimate enemy. In this section, we learn how to create the winning enterprise sales strategy.Topics covered include:

• Should We Pursue the Deal?
• Understanding the Organizational and political Structure of the Account
• Determining Departmental Buying Types
• Formulating the Grand Strategy to Win the Account
• Translating the Grand Strategy to Tactics
• Assessing Account Position
• Account Maneuvers to Improve Competitive Position
• The Five Steps to Ensure Victory
• Win-Loss Analysis

Building Customer Relationships through Effective Communication
In this section, we examine the six layers of the human communication model and the interactions between the layers that enable a person to discern a message’s accuracy and truthfulness. We study the inner-workings of the mind to understand the intangible, intuitive human element of the sales process. We analyze how to create rapport with the key members of the customer’s selection team. Topics covered include:

• Rapport and Relationships Fundamentals
• Understanding How People Communicate
• Messaging to the Executive Level
• Recognizing How Your Customer is "Wired" to Communicate
• Understanding and Anticipating Your Customers' Thought Process
• Strategies to Uncover all the Information and Discern the Truth

Sales Intuition Development to Manage the Complex Sale
The sales cycle is the formalized information exchange between a customer and a salesperson. It consists of a series of steps that are designed to gather information about the customer and present information about the salesperson’s solution. Successful salespeople enhance this process by drawing upon past sales experiences and have intuitively developed models to close major accounts. Topics covered in this section include:

• The Seven Premises of the Complex Sales Cycle
• Survival, Successful, and Significant Customers
• Categories of Buyers
• Product, Fantasy, and Politics Themes
• Bonding with the Bully with the Juice
• Strategies to Find and develop a Coach

Mastering the Power of Persuasion
In the final section, we review the deeper meaning of language. Persuasion is the process of building a personal relationship and mutual trust with customers by speaking in the spectrum of languages they use both logically and emotionally, consciously and subconsciously. Topics covered in this section include:

• Understanding the Deeper Meaning of Language
• Structuring the Persuasive Corporate Presentation
• Advanced Rapport Techniques
• Group Presentation Tactics
• Types of Metaphors
• Constructing Metaphors for Winning Over Customers
• The Subconscious Decision Maker