BASHO CORPORATE SALES SERVICES:
The Seven Basho Strategies
Successful salespeople master certain skills to achieve huge numbers. These sales skills are the core of our sales training: seven disciplines linked to the sales funnel. Learn more about the techniques and activities associated with each one:
BASHO 1:
TAKE COMMAND OF YOUR TERRITORY
- Map your sales process
- Discover how to use information sources to analyze leads
- Build an active Territory Plan
- Employ a disciplined approach to your sales activity
The first goal of every sales rep should be to develop a roadmap to success through careful sales process development and account planning. By mapping the flow of your sales process to your client’s buying process, you will create a bountiful territory with a bottomless supply of lead sources. In-Class Exercises include: Individual territory analysis and planning; qualified lead analysis; prioritization of accounts; aggressive research techniques.
BASHO 2:
ACTION IS POWER
- How to unleash massive activity on a consistent basis
- How to turn every cold call into a hot one
- The meaning behind AIDA
- Harnessing the power of momentum selling
- How to gain immediate access to power through phone, email and letter
Above all, activity determines greatness in sales. Our unique approach to prospecting empowers sales reps to convert a territory of possibilities into a continual flow of leads. We master effective management of the pipeline in order to yield massive results. In-class exercises include: Matching specific solutions with specific buyers; drafting powerful emails and letters; phone and voicemail techniques; creating a compelling “personal connection” with your prospects.
BASHO 3:
THE WINNING CALL
- Gaining interest and curiosity on the first call
- Words that persuade and words that you should never use
- How to call high and stay there
- The power of rapport building
- How to get around gatekeepers
The first call is often the most critical in sales. But few call with a single purpose: converting a cold lead into a hot one. Here, reps learn how to maximize impact when time is a premium. We master the skills of attracting and sustaining interest in the audience, and turn leads into prospects. In-class exercises include: LIVE cold calling to prospects and customers; crafting a compelling elevator pitch.
BASHO 4:
THE PERFECT MEETING
- When the forecast truly begins
- Establishing urgency on the first call
- Why people really buy
- How to effectively manage a customer meeting
- Active questioning and listening techniques
- Knowing when to use “open,” “closed,” and “discomfort” questions
By skillfully “managing the moment,” a rep converts sales calls into potential buyers. We focus on specific words, actions, and behaviors demonstrated to the prospect. We focus on specific behaviors that should be part of any interaction with prospects. In-class exercises include: Effective presentation skills; how to establish value over benefits and features; how to effectively begin a forecast.
BASHO 5:
BARGAIN TO ADVANCE
- How to transfer ownership to the prospect
- Gaining early commitments through consistent bargaining
- How to ID the coach, sponsor and champion
- How to effectively use a demo or trial
Knowing when to engage in the proposal stage is the secret to advancing the sales process. Every commitment is achieved through a specific bargaining technique. The sales rep learns to transfer ownership to the prospect, creating the most favorable environment for negotiations. In-class exercises include: Building a bargaining checklist; creating a customized negotiation strategy; introduction to NLP and modern persuasion techniques.
BASHO 6:
HAMMER IT CLOSED
- Objection handling strategies
- How to effectively trial close
- How to distinguish yourself from the competition
- When (and how) to discount
Whoever controls the negotiation process controls the sale. All great salespeople understand this concept. The practice of this discipline will insure an effortless close. The concepts of reciprocation and urgency are among the techniques that can be effectively deployed when “asking for the order.” In-class exercises include: Objection handling techniques; recognizing buying signs; competitive positioning.
BASHO 7:
THE SECRET OF THE ENDLESS CYCLE
- Why buying is a habit
- Where to find your endless supply of new prospects
- How to consistently leverage your internal customers
- Making every contact a referral
- How to constantly stay engaged with your rolodex
The close is not the end of our process. In fact, it’s often the beginning. The single greatest source of business is your existing customers, and the ability to tap this resource is the focus of the final discipline. By converting references into lead generators, your reps will crush quotas and rewrite records. In-class exercises include: Capturing referral leads; individual and group demonstration of concepts learned.