One-to-one Mentoring

We got your back… and your growth!

Your World! Your Interactions! Your Success!

We may not go on calls with you or join you on the phone, but we’re definitely in the trenches with you.

That’s because we’re obsessed with one thing: helping you achieve extraordinary clarity and control in your real interactions—all of them—not just the practice ones in the classroom.

So we strategize with you, practice with you, and, of course, connect with you after your actual customer interactions.

Everyday, you’re trying to figure out what’s really going on in your accounts; you’re trying to gain control over how your message is received, what actions customers take and commitments they make…and keep! We’re there to help you with all of that.

BELOW ARE EXAMPLES OF SCENARIOS WE’VE MENTORED

Mentoring

  • Prospecting

  • Qualifying conversations

  • Everyday follow-up meetings

  • Cold phone calls

  • First time BD meetings

  • Emails

  • Voicemails (that nobody listens to)

  • Scope review meetings

  • Business presentations

  • Dedicated Information-gathering

  • Demos

  • Demand creation scenarios

  • Executive interactions

  • Objection handling

  • Curveball management

  • Negotiations

  • Stalled deals

  • Unresponsive customers

  • Base expansion at current account

  • Navigating political environment

  • RFPs: qualify/strategize/respond

  • Customer retention interactions

  • Competitive strategy opportunities

  • Incumbent displacement situations

Here’s a snapshot of what we’ll be working

on in each of the six 2-week mentoring modules

Looking for the Six Signals

Mentoring Module #1:

Looking for the Six Signals

BIG PICTURE: The most important step in translating what you learned in your live group session is to immediately go to the trenches and start viewing your own interactions through the lens of a microscope.

 

WHAT YOU WILL LEARN: Using a tool provided by Stapleton, you will, for example, capture as many of the six Real-time Trust® signals as you can during the two-week period. And you will keep score (BTW, EVERYTHING goes in the plus column). You will experience what it means to engage in the conversation second-by-second by paying particularly close attention to the way prospects and customers respond to our signals and how we ourselves send them

Framing Language

Mentoring Module #2:

Framing Language

BIG PICTURE: You will see in the live session that, as salespeople, we’re naturally predisposed to use language that, well, gets in our way. Framing Language changes that, and a whole lot more! Framing Language is the art and science of putting color and context in your everyday language.  The more you master Framing Language the more clarity and control you will gain in your customer interactions.

WHAT YOU WILL LEARN: During this module, you will start applying the magic of language to all of your interactions with prospects and customers so that you get precisely the outcome you intended. You will also learn that you actually create differentiation by virtue of the language that you use—and don’t use.

Mentoring Module #3:

Contracting Language

BIG PICTURE: We define Contracting Language as the words we use to steer a customer interaction in whatever direction or depth is needed to explore and advance the fit. What makes Contracting Language so powerful is that it, in the most ironic way, helps us to gain and keep control of the interaction by, essentially, turning it over to the customer. In doing so, we are gaining the customer’s full engagement and agreement with the depth and direction of the conversation. Contracting Language is the most underutilized tool in sales! It has frequently been described as “Jedi mind control” because of the subtle way that it works. Yet it’s so simple!

WHAT YOU WILL LEARN: You will learn how to form a “Contract” for the start of any customer interaction and then how to use small “mini-Contracts” throughout the interaction to help you keep the customer’s full engagement in the interaction. Customers will never again feel like they’re being probed or surveyed once you master Contracting Language.

Contracting Language

Making Mindset Real

Mentoring Module #4:

Making Mindset Real

BIG PICTURE: Mindset is simply how we complete the sentence: “In order for me to succeed in sales, I have to _______?” In the live session, we learned that virtually everyone in sales has inherited a particular way of completing that sentence which, quite naturally, profoundly influences how they interact with customers. Our challenge is usually to move beyond that inherited way of thinking.

WHAT YOU WILL LEARN: More than anything, you will learn how to engage customers in a nonTraditional way. You will learn not to listen “better” but to listen “differently.” In fact, you will see that your mindset affects not only what you actively look for during the interaction but even what you passively hear.

Mentoring Module #5:

Three Vital Interactions

BIG PICTURE: We often consider this Mentoring Module a

“right of passage” for sales professionals on their quest for extraordinary clarity and control. That’s because at least one of the three types of interactions takes people out of their comfort zones. But we’ve determined through the years that a certain RANGE of skills is absolutely vital if salespeople want to learn how to gain extraordinary clarity and control “on-demand,” in any sales situation. These three interactions support creation of that range of skills.

WHAT YOU WILL LEARN: You will learn how to request and conduct the following three types of interactions:

 

1. A “cold call” of some kind. There are LOTS of variations on the cold call theme. So even if your world doesn’t typically include traditional cold calls we will still be able to find a cold-ish scenario to use.

 

2. A qualifying interaction. The cold phone call is the most fragile type of sales interaction, but the qualifying interaction is the most demanding. Anyone can “qualify” the technical fit of an opportunity. But qualifying how winnable and profitable a piece of business might be takes the qualifying conversation to a level that most salespeople haven’t journeyed to. You will learn how to use Stapleton's BRASS process in this mentoring block.

 

3. A “Products-at-the-door” (PAD) conversation. This

is a type of meeting that’s probably familiar to many salespeople. It’s generally conducted with a known contact at an existing account. You will learn how

to take “Seek Mode” to new heights but doing so in a way that doesn’t send a “survey” or “interrogation”

signal. Because of that, you will learn how to gain insights into the account and its organization that you never dreamed accessible.

Three Vital Interactions

Mentoring Module #6:

Integrating with your process,

strategy, culture

BIG PICTURE: Every company has a culture, even if only by default. Sometimes, that culture reinforces a particular approach to selling. Other times, it gets in the way. In this Mentoring Module, we attempt to align the two as best as possible. Likewise, many companies have a specific process, methodology and strategy that they follow. This module will seek to create alignment on those fronts as well.

WHAT YOU WILL LEARN: More than anything, you will learn just how important cultural and strategic alignment really are if a sales team is going to thrive and contribute to the company’s business growth and your own
personal growth.

Integrating with

your process,

strategy, culture