Services

Shift Thinking™ Sales Training Methodology

Four Cornerstones of Shift Thinking™

Shift Thinking™ is a revolutionary approach to sales training that’s helping ordinary salespeople win the “inner game” of selling and become top performers. Before you can be the best salesperson on the outside, you must be the best salesperson on the inside. All efforts to teach selling skills, techniques, and to motivate a salesperson’s performance are futile until the inner workings of an individual are functioning effectively.

Your thoughts are incredibly powerful. They can serve you and they can undermine your best intentions. The four cornerstones to achieving breakthrough results in sales are to:

Stop and think about what you’re thinking about.
Identify problematic thinking patterns.
Re-write new positive thoughts.
Practice new thinking for 21 days.

The Power to Excel in Sales

Where does the power to excel in sales originate? Is it something that can be developed and learned or is it something you’re born with? At the Selling Skills Institute, we believe the answer lies in creating better thinking patterns.

Why does most sales training fail? Because too many training companies fail to address the fundamental force that drives success and failure. They’re too busy teaching product knowledge, selling skills, and sales techniques. And they neglect to address the self-limiting and self-defeating thinking patterns that prevent salespeople from achieving greater success.

I’m sure, you have heard the old adage, “You become what you think about”, and “Thoughts become self-fulfilling prophecies.” Today, way too many salespeople are becoming exactly what they’re thinking about: afraid, subservient, mediocre salespeople.

Shift Thinking™ is your greatest chance to pass the competition, your greatest chance for career success, and your greatest chance to reach your peak level of performance.

Shift Thinking™ Customized Sales Training

Selling Skills Institute provides customized, corporate on-site sales training, telephone coaching, and public sales training programs. Our highly interactive training programs guide you through the entire sales process and help you incorporate the mindset necessary to ensure record-breaking sales results.

You’ll Learn the Nine Steps of the Shift Thinking™ Record-Breaking Sales Program

This Program Will Teach You How to Achieve Record-Breaking Sales Results

You’ll learn how to:

Think and work smarter in a disciplined sales culture.
Set the right kind of objectives for each sales call.
Develop a master plan to manage the sales process.
Win the confidence, respect, and trust of prospects.
Sell yourself before you sell anything else.
Establish ground rules for each step of the selling process.
Retrieve budget information early and knowing who you are competing with.
Ask the best probing questions to uncover the prospect’s buying motives.
Present value over price.
Handle the seven most common objections.
Sell change and wedge-out the incumbent vendor.
Listen for buying signals and present your solution.
Ask for commitments smoothly and effectively.
Sell up to five times more than those salespeople without a selling system.

Shift Thinking™ Prospecting Training

In sales, prospecting is a basic fact of life. If you don’t prospect, you will never have the opportunity to be successful at any remaining steps in the selling process. You will never meet with new prospects, deliver a presentation, close a sale, or deliver extraordinary customer service.

This training program is designed for the sales professional who wants to improve their prospecting skills, generate more qualified appointments, and manage their sales pipeline. You will be provided with the tools and techniques to ensure consistent results in identifying and attracting new revenue opportunities.

You’ll learn the Ten Steps of the Shift Thinking™ Prospecting Model

This Training Will Teach You How To:

Transform your thoughts and attitude about prospecting
Set realistic prospecting goals.
Develop a profile of your ideal client.
Find sources and methods for generating new leads.
Generate more referrals and introductions
Gain access to top-level decision-makers.
Use the telephone to set more qualified appointments.
Handle the five most common push-backs from the gatekeeper.
Write telephone scripts that capture the prospect’s attention.
Get voicemail messages returned.
Manage your sales pipeline for greater profitability.

Shift Thinking™ Telephone Cold Calling Training

Dr. Alexander Graham Bell’s invention, (the telephone) just may be the greatest sales tool for salespeople. Yet, oddly enough, most salespeople dislike or disregard using the phone. They just can’t bring themselves to pick it up. As it turns out, many salespeople are secretly struggling with a career-threatening fear of cold calling.

You won’t find a better cold calling training program, than this one. Our training focuses on the connection between thoughts, feelings, skills, behaviors, and results. The program is taught by one of the leading cold calling experts in the country. In fact, he’s so good at cold calling that he’s earned the title of “Gold Call Charlie. “He’ll teach you how to turns cold calls into GOLD”.

Our telephone cold calling training will teach you how to:

Pick up the phone with confidence and an attitude of success.
Eliminate the fear of cold calling.
Build rapport, credibility, and trust quickly on the phone.
Qualify appointments so that you only meet with prospects worth pursuing.
Identify the key decision-makers.
Use your tone of voice to set more appointments
Write opening scripts that create interest.
Build a 15 second opening statement.
Get past gatekeepers.
Deal with push-backs, stalls, and objections.
Leave voicemail messages that get returned.
Effectively follow-up after leaving a voicemail message.

The Eight Steps of the Telephone Cold Call

Shift Thinking™ Personal Sales Coaching Services

Personal sales coaching is a must for those salespeople who want to skyrocket their sales.

At the Selling Skills Institute, our sales coaching services are designed to provide the skills you need to improve top line performance. Before starting any sales coaching program, a thorough intake session is completed with each coaching participant. This is something we provide as part of our sales coaching agreement because we believe that understanding what you want to accomplish is key to achieving the end result. In this session, we’ll assess your strengths and discuss your weaknesses and then, we’ll develop a blueprint so you can be the best salesperson you can be.

Selling Skills Institute has two different personal sales coaching programs:
1. Personal on-site (one-on-one) sales coaching.
2. Sales coaching that’s done live over the telephone.

Powerful personal sales coaching sessions that deliver breakthrough results
These powerful sales coaching sessions are not off-the-shelf, canned programs. They inspire salespeople to new levels of motivation and commitment. We deal with your real sales challenges and discuss how to effectively handle challenges such as:

Prospecting
Cold calling
Getting through to top-level decision-makers
Overcoming the fear of rejection
Qualifying and disqualifying sales opportunities
Presenting your solution
Selling change – how to wedge-out the incumbent
Uncovering the prospect’s buying motives
Selling value over price
Closing more profitable sales…faster
Handling objections
Questioning and listening skills improvement
Getting voicemail messages returned.
Writing an attention-grabbing opening statement
Follow-up after the sale
How to get more referrals and introductions from your clients

Many salespeople are unaware of the impact their thoughts, attitude, and beliefs have on their current situation. With our ground-breaking, Shift Thinking™ training methodology will help make you a top producing salesperson. Anyone with the right thinking patterns, attitude, skills, and the right help, can succeed in sales.

Coaching sales people to perform in a manner that will ensure results is one of the Selling Skills Institute’s key strategies. There is a lot that goes into the development of a high performing sales team. With our sales coaching and innovative training programs, we can ensure that your sales professionals consistently prospect for new business opportunities, make effective sales calls, close profitable sales more often, and learn how to execute win-win results.

To learn more about sales coaching and how you and your company will benefit contact the Selling Skills Institute today at 781-284-0440 for a no obligation discussion on our sales coaching services.

Keynote Speaking

If you're looking for a motivational speaker, keynote speaker, or breakout session leader for your next sales event, Charles Anderson should be your choice.

Over the past 20 years, Charles Anderson has emerged as one of the most dynamic and sought after sales trainers. Now, he’s available to speak to a variety of sales audiences on his Shift Thinking™ Peak Performance Strategy. His typical speech reveals 10 key traits to be common to the best performing salespeople.

Charles Anderson is the author of the bestselling book The Secret to Sales Greatness and presents thought-provoking and innovative workshops that literally jolt attendees from their “status-quo” thinking patterns. His riveting delivery style will make you think, laugh, and sometimes cry, but you’ll always remember his dynamic messages.

Right now, there are dozens of companies producing the same services and products that you are—only better, faster, cheaper. The only way to maintain a competitive sales advantage is by thinking differently and generating innovative solutions.

Charles Anderson’s exciting Shift Thinking™ workshops open a new window on sales success. His out of the box approach stimulate out of the box thinking that changes the way salespeople think, to ensure even greater future success.

This is a one-of-a-kind presentation in which audiences will leave with a clear understanding of what makes a great salesperson tick and how to become one.