Selling To The Point – An Inner Game Approach
Off the shelf, the sales performance workshop consists of six 90 minute sessions. Each module is designed to build on principles established from the previous session. There is a break of 1 to 2 weeks in between each module. As a result the entire workshop’s duration is 10 weeks if there is a 2 week break between sessions. The total number of training hours is 9 hours. The purpose of the breaks is for salespeople to practice in the field what they learned from the previous session. They are also given a workbook that consists of exercises they can try out on clients during the 2 week break. The beginning of each session begins with debriefing salespeople on their experience in the field.
The reason I’m qualifying my workshop description as “off the shelf” is because it rarely ends up fitting the description. This is because I let salespeople take the lead. In order to make the workshop real for them, I base it upon their customer experiences. I have the client’s management team send the participants a survey several weeks before the workshop begins. The survey asks the participants to describe their experiences and challenges during their customer interactions. I reorganize the workshop’s sequence of principles when I get their answers back.
The workshop becomes organized around their experience. I do this because we need the customer to be the teacher rather than me.
I’m enclosing a timing sheet that outline a step-by-step summary of the “off the shelf” workshop.”
Our fee is $660 per participant for the 6 session course
Upcoming Date
May 20th 2017 – Los Angeles Area.
Venue: To be confirmed
Price: $400 Early Registration before May 6. $500 thereafter.
The Inner Game of Health and Wellbeing is a 1 day seminar with Tim Gallwey and John Horton MD. Limited to 20 people in a warm residential home in Thousand Oaks, CA. Those who make their May 6th early registration deadline will be sent an autographed copy of The Inner Game of Stress.
Elements of Content:
- The body’s nature is to be healthy and in a state of well being.
- What nurtures the body’s capacity to sustain and evolve and wellbeing.
- Developing your own strategy, and tools that fit your unique body and self.
- Learning to shift from stress to clarity.
- Presentations, exercises, stories, and inner game practices proven in sports, work, and relationship with self.
Recommended Reading: The Inner Game of Stress
Selling To The Point – An Inner Game Approach
Saturday, May 6th, 2017, 9AM
Venue: HUB 101, Westlake Village, CA
Address: 31416 Agoura Road Suite 113, Westlake Village, CA 91361, USA
Price: $400 Early Registration before April 22. $500 thereafter.
Join us for the launch of Selling To The Point. Our newest Inner Game application. Selling To The Point introduces an entirely new way for salespeople to be successful both inside and out.
Participants will gain an “inner” strategy for sales success.
Selling to the Point is a 1 day seminar with Tim Gallwey and author Jeffrey Lipsius. This one day workshop introduces an approach to selling that turns selling from convincing the buyer to buy, to a facilitation of the buyers decision making process to making the best possible decision. Workshop limited to 20 participants.
Elements of Content:
- Developing and maintaining goal clarity.
- High quality decision-making.
- The 3C’s of customer buying performance.
- Being your customer’s “Decision-Coach”
- Handling objections on the “inner” level.
- The “buying-point” technique for better sales results.
Recommended Reading: Selling to the Point
Objectives for this workshop
- Increase sales by discovering the Real goal of selling
- Learn what customers really want and how to provide it
- Increase your customer’s receptivity, interest, and motivation
- Increase customer awareness
- Eliminate interference to buying
- Learn how The Inner Game can be applied in exciting new ways!
About Tim Gallwey
Timothy Gallwey is the founder of the Inner Game and is widely acknowledged as the father of the current coaching movement. Tim developed The Inner Game in the mid-1970s and has spent four decades inspiring successful organizations including long-term clients Apple, AT&T, The Coca Cola Company and Rolls Royce with whom he shared The Inner Game of Leadership, Sales, Change Management and Teamwork.
Tim’s bestselling Inner Game series of books set forth a new methodology for coaching and the development of personal and professional excellence in a variety of fields. His books have led many to realize that the Inner Game holds the key to the outer game of their lives.
About Jeffrey Lipsius
Jeffrey Lipsius is President of Selling To The Point®-Sales Training and Consulting Services. He’s been training salespeople for more than 40 years. Over 20 years ago, he approached Tim Gallwey about applying The Inner Game to salesperson performance. He tested Tim’s Inner Game principles on his sales force and experienced a tremendous boost in sales.
In addition, his sales team developed better customer relationships and enjoyed selling more. Excited about his new discovery, Jeffrey went on to write his book, Selling To The Point, and created a sales training course. He now trains sales people worldwide and is considered a thought leader and innovator in the sales training field.