A SalesMind is a sales master who recognizes that one key dimension in the relationships of life, business, and sales is the acquisition of positive leverage and position. Leverage is the attempt to get a position of strength between variables. Position is the resulting advantage or disadvantage of that leverage. Professional selling must certainly be viewed through this perspective. You have leverage and position with yourself, you with the economy, you with your company, you with your suppliers, you with your competition, and finally, you with your customers.The SalesMind presents twelve powerful laws to help you immediately position these relationships more successfully. THE SALESMIND'S TEN VALUE RULES Your customer really wants simple things: To grow and make more money, to reduce their own expenses and inefficiencies, and to have their lives be made a little easier because you are delivering real value to them and not just promises. You will immediately be able to better meet your customer’s real needs: By profiting from Doug’s powerful and cutting-edge rules of delivering maximum customer value while overcoming any competitor.
• How to assemble, articulate, back-up, and profit from a maximum value performance for today’s tough customers.
•How to determine what exact value you bring to the table (versus a competitor).
•How to work the insight that value is in the eye of the beholder.
•How to take and pass “The Value Test.”
•How your team can deliver maximum, no-excuses customer satisfaction.
•How to smoke out and satisfy what the customer really wants (but won’t tell you).
•How to specifically strengthen your company’s value position to get your prices up (and agreed to by the buyer).
•How to ask and get paid for the value you render!
•How to integrate delivering value with the real secret: the buyer’s personal life.
•How to make value “actionable” every day...and much more!
Why be a SalesMind?
A SalesMind is the Tiger Woods of golf. The Edison of inventors. The Einstein of physics. The Master of sales. Although many play the sales game, SalesMinds have a better foundation for excellence on which all of their skills can grow. They give the most willing service, their customers and managers love them the most, they feel the best physically and emotionally, and they make the most money with their available time. Their level of thinking is simply higher, their fundamentals sharper, and their principles more powerful.
Everyone today is looking for a faster and more profitable sales results with a simpler system. The SalesMind is that system. Doug Trenary
What Is "The SALESMIND" Format?
DESIRE!(How To Leverage Yourself)
1. Focus: Mastering Concentration - This "SALESMIND" element describes…. Your two focal jobs, "Internal" or "External"?, Association, Bad-to-good focus, Perspective.
2. Purpose: Increasing Motivation - This "SALESMIND" element describes…. Identity, Values, Beliefs, Goals, Balance.
3. Action: Executing Intention - This "SALESMIND" element describes…. The inverse relationship of action, Act on what?, The 2 types of action, Action allocation, "Slump" actions.
4. Response: Handling Resistance - This "SALESMIND" element describes… It's not what happens, it's the response, Response mindset, 3 response dimensions, Sales response; absorb, practice, language and reflex.
PERSUASION! (How To Leverage Transactions)
1. Connection: Gaining Trust - This "SALESMIND" element describes… Connection is "pure", 6 steps of connection, The beginning of leverage.
2. Value: Personalizing Benefit - This "SALESMIND" element describes… Universal value, Specific business value, Personal life value, Credibility value, Uniqueness value.
3. Urgency: Accelerating Value - This "SALESMIND" element describes… Push or help now?, Urgency formula, B.O.I.T. "Inherent" and "Instilled", "Degree of difficulty".
4. Leverage: Attracting Transaction - This "SALESMIND" element describes… Leverage of yourself, Team cooperation leverage, Quality per-sale leverage, Quantity leverage, Price leverage, Transaction leverage.
TIMING! (How To Leverage Opportunity)
1. Priority: Identifying Profit -This "SALESMIND" element describes… What are Priorities?, Effective priorities, Customers, Prospects, Written plan.
2. Control: Processing Information - This "SALESMIND" element describes… "To them that have the data", Role models, Power of process and sequence, Tools, "Use" test.
3. Coverage: Expanding Influence - This "SALESMIND" element describes… Quantity of "wide" leverage, Known / Unknown?, Resource allocation, Contact mix.
4. Adjustment: Maximizing Performance - This "SALESMIND" element describes… Adjustment, Motivation, Evaluation: quantitative or qualitative?, Adjustment degrees.
The "LEADERSMIND"
A real leader doesn't follow the pack. He or she understands clearly the differences between being a manager - having a job with a title, and being a leader - inspiring and coaching people to perform beyond what they thought were there own limits. A "LEADERSMIND" has a passion to bring a powerful team performance to the customer. If the customer doesn't feel the team impact, it's not an impact.
Specifically, the "LEADERSMIND" Program Examines Three Key Elements Of Leadership:
1. "LEADERSMIND" Strategy - the planning, goal setting, prioritizing, resource - assessment, decision - making, idea - management, and motivational aspects of leading.
2. "LEADERSMIND" Structure - the process, formatting, cycles, systems, duplications, and evaluations it takes to truly have a program that can be tracked and followed by a team.
3. "LEADERSMIND" Skill - the skills of the modern leader: Communication, Vision, Motivation, Training, Empowering, and Coaching. These three dimensions isolate "leading" into a simple, digestible process.
The "SERVICEMIND"
Service is on a decline in America - but not for those companies who employ, "The SERVICEMIND". They recognize that customer care and delivering on promises, at any cost, is always worth it. "The SERVICEMIND" represents both an organizational and personal commitment to continuous improvement. Service in all aspects is a continuous journey to the ultimate business challenge, client loyalty. There is no finish line for client loyalty. It's no longer client satisfaction but client loyalty that is the key to business success.
"The SERVICEMIND" program examines how to generate loyalty with attitudes and actions that extend from every dimension of the company; its whole portfolio of products and services, and most importantly, from its people.
"The SERVICEMIND" Program Shows You How To:
1. Focus on the clients needs, internal and external.
2. Start with the service in your own office.
3. Build client relationships to bond trust.
4. Partner based on ethics.
5. Anticipate needs and expectations of clients after the sale.
6. Create an enjoyable work environment.
7. Instill leadership and motivation.
8. Activate effective listening and communication.
9. Provide education and training.
10. Empower internally.
11. Measure and enact accountability.
"This program's greatest impact occurs when these issues are customized to your organization's needs; your people, products, customers, and conditions. Give us a call. You'll be happy you did."
Doug Trenary
The "SUCCESSMIND"
Success leaves clues; from the powerful laws of the universe to the evident principles and tactics of successful people. "The SUCCESSMIND" program examines and reveals the attributes of the value of details instead of generalities, taking action over having just intentions, managing shifting emotions, handling resistance, having focus and keeping perspective, developing the will to win, having purpose in life, and maintaining a sense of balance.
"The SUCCESSMIND" is a must for any person or organization to harness the power of success principle, both to affect themselves and their customers.
"For fifteen years, I have been studying successful people, in all walks of life. It is fascinating to observe the common patterns of both thought and action in these individuals. This powerful new program will bring the benefits of these kind of proven success ideas to your people, for use in both their business and personal lives."
Doug Trenary
"The SUCCESSMIND" Program Teaches How To:
- Learn quickly generalities and concepts, then do specifics and details.
- Have great intentions, yet have even greater actions.
- Make sure your desire for anything is greater than the resistance of it.
- Be good when you perform alone, but pursue partnerships for big gains.
- Understand the building blocks of business: Profit, Equity, Risk and Leverage.
- Know how to control, change and channel emotion.
- Look for the good in every outcome.
- Drink water, eat light, keep your arteries open, and move your body constantly.
- Determine what you need to change, to what degree, and start now.
- Study and practice the will to win - at something.
- Understand the real value of anything: To reduce pain or to increase fulfillment.
- Practice a strong blend of both focus and perspective.
- Work on the precious and valuable skill of evaluation.
- Look beyond the messages of the media and the politicians.
- Balance determination and patience.
"These are a few ideas that can help shape the success of any human being. I look forward to sharing these ideas with your organization"
Doug Trenary
"The BOTTOM LINE"
Your Key to Achieving Fast Sales Results - Every top athlete, scholar, master-musician or top sales champion has a mastery of fundamentals. So does a true sales pro. Since 1985, Doug Trenary has been mastering, refining and teaching peak sales performance fundamentals.
This powerful program gives you valuable insight into selling with two fresh new dimensions for today: First, Doug shares with you twelve key life skills that drive every top sales pro. Secondly, he delivers the sales process with a unique new recipe: The application of strategy, technique, and psychology to each skill area. If you are serious about sales mastery, "The BOTTOM LINE" should be a program at the top of your list.
What Is The Bottom Line Format?
The focus is on simple, powerful, and timeless fundamentals. Any "professional" should own the following dimensions of strategy, tactic, and psychology issues:
1. Peak-Performing is customer satisfaction.
2. Practicing "Mind-Management."
3. Keys to controlling time and detail.
4. Gaining leverage from the initial contact.
5. Prospecting - Your income lifeline.
6. Questioning to build a sales road-map.
7. Presentations that create impact.
8. Straight answers for tough objections.
9. Closing on choices, price, and value.
10. Closing on stalls and calling back to win.
11. Selling - Your vehicle to success!
"Ten Power Closes"
"The Power Closes" is a timeless, two-set video program. The focus of this product is on the basic closing techniques that only a few professionals master. The reality of sales is that if you can't close with the customer's welfare in mind, you won't reach your sales goals. You need to know why the pros use these videos.
Why Invest In The "Ten Power Closes" Format?
1. The Closing Techniques Really Work. Doug explains to a live audience ten closes like, "The Balance Sheet Close", the "Call-back Close", the "I Want To Think It Over Close", and the "Lost Sale Close."
2. The Information Is Fast And Convenient. These closes are fast-paced, yet thorough, to get you the most out of video learning at home or the office.
3. The Explanation Is Realistic. You truly absorb their down-to-earth usability. Several closes are illustrated in role-playing situations.
4. The Program Is Completely Self-Contained. You don't need a workbook. Each of ten closing techniques is summarized on camera with a clear, easy-to-read graphic to use for training.
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