What if you got everything you wanted from all of your customer interactions?
Seriously, what if?
Well 'everything' may be a stretch; but I can get you really close...if you're willing to start looking at those interactions through the lens of a microscope!
To give you the power to control what happens in your customer interactions
"In our zeal to improve sales we overlooked its most important activity: the customer interaction. It’s like we’ve rebuilt sales from a country road to a 12-lane superhighway of productivity, then forgot about the last mile.
So we ended up creating a 'results traffic jam' because we streamlined everything except the piece that matters the most: the customer interaction.
By showing us how to view the interaction in a way that we never have Stapleton has taken care of the last mile for us. More to the point, he shows us how to gain control of the outcomes we want from those interactions."
Can you relate to any of these feelings about
your customer interactions?
I'll admit it, I've had more drinks with salespeople than a responsible father of eight probably should. But hey, I can let my guru guard down and they can shed their superhero cape; so it's worth it. Inevitably, I end up hearing things like...
"I still feel powerless. I think it's because, deep down, I still feel subservient to the customer."
"My customer conversations still seem hurried. And I'm not sure if it’s self-imposed or if I'm getting subtle signals from the customer"
"Customers still react to things I say (sometimes just a single word) in a way that seems way out of proportion with what was said"
"I try to be natural and authentic
but customers still seem to take it
the wrong way"
"Prospects' defenses still go up even before I say 'Hello' on cold calls"
"I still don’t feel I have the right to ask for certain information"
"If I'm honest with myself, Jerry, I'd have to say I have very little control!"
"I think customers still feel like they're being 'sales processed,' probed, or interrogated when I'm in info-gathering mode"
"I want people to think of me as anything but
"Customers still seem to withhold, filter and distort information—even if not deliberately"
Prepare to look at selling through a whole new lens.
"Make something appear larger than it is, especially with a lens or microscope"
What does it mean to 'magnify your customer interactions?'
To understand and leverage the second- by-second 'signals' that cause customers to respond favorably or unfavorably to you...second-by-second! .
When you get what you want from your customer interactions you truly improve your life
You have a life; and you want to live it to the fullest
You create the identity of Trusted Resource—not salesperson—and you do it throughout every interaction, not by months of 'proving yourself'
You experience the amazing sense of liberation that comes from shedding all remnants of that ‘master/servant’ feeling
You understand your customers’ businesses better than any salesperson
Customers know, understand, respect—and even admire—that you will not waste your time or your company’s resources
Customers commit to next steps and return your calls and emails, or if
they don’t, you know exactly why
You’re newly energized about selling because of your newfound control
You get what you want from your customer interactions only by controlling what happens throughout them. But you must learn how to engage in the interaction second-by-second if you want to gain control!
When you get what you want from your customer interactions you absolutely will improve your business
Drive consistent and predictable revenue growth
Outsell competitors, not just out-price them
Pursue business that makes sense; avoid business that doesn’t
Experience demand-creation as a reality, not just a buzzword
Learn about opportunities before they hit the street
Disrupt the status quo at accounts that seem permanently locked into
the way things are
Virtually never lose a customer you don't want to lose
Accelerate decisions—and predict their outcomes with amazing reliability
Align your company's value with your customers' business priorities
WHAT IS "EVERYTHING WE WANT" FROM
OUR CUSTOMER INTERACTIONS?
I believe everything we want from our interactions ultimately flows from two sources:
1. Information: Salespeople want customers to give them a complete and accurate picture of the account and the opportunity
2. Differentiation: Salespeople want customers to embrace (even if they don't understand) their value over the value of the competition or the value of the status quo
THAT'S IT...JUST TWO THINGS!
There's just one problem: most of what we've been taught about gaining information and creating differentiation is deeply flawed! And this is the business problem I solve by giving you the power to control what happens in your customer interactions.
Welcome to Real-time Trust Mentored Boot Camp!
Let's face something else:
sales training is a train wreck!
Can we be real for another second? Sales training
Why? Nothing gets translated to everyday life. Mentored Boot Camp fixes that. It’s a first-of-its-kind learning experience because it closes that massive translation gap.
You’ll start with a live session near Milwaukee, WI followed by a rigorous and structured 3-month period of personal mentoring by Jerry Stapleton.
Boot Camp’s singular mission is to show you how to create real differentiation and gain perfect information in all of your sales efforts; and we’re joined at the hip until
We believe that your gifts are sacred
Your DNA is unlike anyone else’s. We get that! That’s why we will never ask you to change who you are. In fact, we make it our business to help you take the things that make you you and use them to your advantage.
We believe that you're looking for growth,
We hold nothing back. So you get everything we know about the customer interaction throughout your Boot Camp experience. But we’ve spent years refining how and when we introduce you to it. Our passion for your growth is also why one-on-one mentoring is so important to us.
We believe that you will learn only if you want to
Everyone in Boot Camp is pumped! That helps make it amazing! And that’s also why we simply cannot accept ‘prisoners.’ If your company wants to enroll you but you’re not ready yet, we’d hate to see you go, but we’ll encourage you to circle back only when the time is right.
Your Mentored Boot Camp Experience has three parts!
Pre-Boot Camp Prep
Two-Day Group Session
Boot Camp Part 1
Pre-Boot Camp prep
Throughout Mentored Boot Camp you will be learning a lot about the way your inherited thought process profoundly influences your ability to create differentiation and gain information in your customer interactions.
That’s why the Mindset Survey, which you’ll complete before Boot Camp, is so valuable. The survey captures your natural predispositions (which I call your “Inherited Sales Mindset”). Then, during Boot Camp, using the results of your survey, you will see how to use that Inherited mindset to your advantage.
Things can get a little crazy when everyone shows up for the live Boot Camp session. So I’d like the opportunity to get to know you a bit (Yes, on a real phone conversation) before we meet in a group setting.
But I also want to start getting my arms around your everyday world of selling so that we can start the mentoring process right out of the blocks.
In other words, you tell me what you want from Boot Camp and I make it my personal mission to make sure you get it!
Complete the Mindset Survey
Connect with Jerry Stapleton
Boot Camp Part 2
2. Two-Day Group Session
You’ll spend two days connecting with other motivated, like-minded sales professionals who share your passion for growth, success and a balanced life.
We apply a modern (and PowerPoint-free) high-intensity retrieval and practice approach in our training because it leads to the quickest and most durable learning. Participants tell is the time flies by.
Here’ s what your two days will look like.
DAY 1: Afternoon
FOCUS: The customer interaction under the microscope,
Part 1: Real-time Trust®
What you see when you ‘magnify’ your customer interactions
Your customers are engaged in the conversation second-by-second;
you need to as well
The collision of three automatic behavior patterns that can’t be seen
with the naked eye
Your customers are “mindless” (but that’s not an insult)
The huge difference between the “salesman stereotype” and the
The mindset that all salespeople (statistically, it is “all”) inherit, how it
gets in your way and how to use it to your advantage
The six signals that totally control the customer’s receptivity to you and why they’re invisible to the naked eye
DAY 1: Morning
FOCUS: Why you’re here and how Boot Camp will improve your life…if you want it to
What do we all believe about sales, selling and sales results?
The source of all results in sales and why you’re probably blowing right past it
You can control only one thing during the customer interaction; and this is it
Where differentiation really comes from—it’s not what you think
The only path to breakthrough information; it’s s so obvious that we miss it
The simple line of logic that connects differentiation and information with measurable results
DAY 2: Morning
FOCUS: The customer interaction under the microscope,
Part 2: The Tools
Tools salespeople didn’t know existed because they work only in a
Why sales processes and methodologies are almost powerless without magnifying interactions
Tool #1: Sales Mindset:
◦ Why “How you think” is such a powerful tool
◦ What it means to “think differently” in sales—and why you really really want to
◦ How engaging the customer “non-transactionally” (which is vastly different
from ‘soft selling’) will, ironically, accelerate the transaction
◦ Why shedding the master/servant mindset is at the epicenter of the seismic
mindset shift that salespeople must embrace
Tool #2: Language
◦ Many words and phrases we use everyday that are unwittingly
◦ The difference between what you say and what people hear and how
that difference can kill your ability to create differentiation and gain information
◦ The two language buckets
1. Framing Language
2. Contracting Language
DAY 2: Afternoon
FOCUS: Application to the four corners of the sales universe
The four corners of the sales universe and why you need to visit all four no matter which corner you live in
How to gain control of next steps and get customers to actually commit
How magnifying the customer’s org chart is the only way to reveal the account’s real power structure
What executive interactions look like under the microscope
Corner #1: Demand creation/cold call interactions
◦ Certain cold call principles that everyone must master
Corner #2: Qualifying interactions
◦ Why you’ll never successfully qualify an opportunity until you take this one very difficult step
Corner #3: Competitive interactions
◦ What competitive strategy looks like under the microscope
Corner #4: Customer retention interactions
◦ The number one reason for losing good, ongoing accounts that becomes
obvious only after you see it
What to expect in post-Boot Camp mentoring
3. One-on-one Mentoring with Jerry Stapleton
The mentoring process starts within 24 hours of the live session. You will meet with Jerry (phone or live, depending on your travel) for 45 minutes to refine your mentoring plan.
Mentoring is personalized and tailored completely to your everyday world, your role (leaders, for example, have their own mentoring track) and your experience level. Frequently, mentoring also involves your first line manager.
But mentoring also adheres to a structure. That’s how we make sure you don’t miss anything and that you master the tools that will help you apply your new learning ‘on-demand’ in the future.
The mentoring period is 3 months, broken into six, 2-week modules, each with its own theme. The boxes below provide more detail on each mentoring module.
Boot Camp Part 3
Mentoring Module #4:
Making Mindset Real
Mentoring Module #5:
3 Vital Interactions
Mentoring Module #6: Integrating with Your Strategy, Process
Mentoring Module #1:
Looking for the
Mentoring Module #2: Framing Language
Mentoring Module #3: Contracting Language
I have the most incredible job in the world! I get to play a part in the transformation of an industry (sales), add purpose and prosperity to the people I work with (sales professionals), do it by sharing the results of something I love doing (looking at stuff under the microscope…believe it or not) and engage with people in my favorite way (one-on-one).
I started my journey looking at metal alloys under the microscope (I’m an engineer with a specialty in high temperature materials). After about six years of figuring out what made certain alloys tick, I switched my attention to ‘using the microscope’ to figure out what made the buyer/seller conversation tick (the transition is a long, boring story).
I zoomed in in particular on why some sales meetings went to the moon while others just blew up, with no apparent explanation for either outcome.
But I didn’t do my “research” in a cushy lab
ENROLL IN MENTORED BOOT CAMP
No matter where you are in your career, we believe you want to grow. And we don’t rest until we’ve helped you do so. You could say we’re a bit obsessed that way.
That's why our business model is built around supporting your personal growth, not scaling our revenue growth (we’ll figure out how to accomplish both in the years
That’s also why we currently limit group size to ten and will run a session for a group as small as three.
See below for the next scheduled Mentored Boot Camp date.
February 20-21, 2018
February 21, 2018-
May 22, 2018
February 13, 2018