Sales Advantage: A Virtual Experience
A forest Products Trading Seminar
Please note that registration is now closed for this event. We look forward to seeing you next year for Sales Advantage!
October 26 | 8:00 a.m. - 12:00 p.m. CDT (Program), 12:00 p.m. - 12:30 p.m. CDT (Optional After Program)
Jump-start your NAWLA Exchange experience by attending this half-day virtual sales seminar. Whether you’re a first-time attendee or an industry vet, you’ll benefit from this workshop, which will help you sharpen your sales skills and close more deals. Sales expert, Rob Jolles, will help you gain new insights, network with fellow traders and leave ready to put your learnings to the test at NAWLA Exchange.
How to Change Minds in the Lumber Industry - The Art of Creating Trust and Urgency Without Manipulation: The Virtual Experience
Surely you know plenty of customers who need to make a change, but despite your most well-intentioned efforts, they resist. Why? Because people fundamentally fear change, and Rob Jolles knows this scenario all too well. Drawing on his highly successful sales background, and decades of research across industries he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change.
This workshop will:
- Explore how lumber buyers make decisions, including the three critical decision points they face, and a customer centered approach to working within these decision points.
- Teach a four-step approach to establishing trust.
- Demonstrate a repeatable, predictable process for creating urgency within the minds of your buyers.
- Equip you to skillfully handle objections and close intelligently.
Throughout the workshop, participants will:
- Role-play to discover more about personal selling styles.
- Examine interactive case studies to strategically apply tactics learned.
- Participate in multiple small group activities, many conducted utilizing breakout rooms, to improve probing techniques.
- Take part in Mental Agility® exercises to speed up thought processes when speaking with customers.
Want a sneak peek of the education covered in this seminar? Check out Rob's most recent webinar, Speak Like a Pro...Virtually!, to learn how to adapt basic sales and communication techniques to fit a virtual environment.
Rob Jolles | Sales and Training Expert, Best-selling Author
A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide.
Rob not only successfully sold for both the New York Life Insurance Company and Xerox Corporation, two of the most respected sales institutions in the nation; he managed their training as well. He co-created the Xerox Institute of Customer Education and was instrumental in creating, delivering, and managing Xerox Corporation’s highly touted customer sales training programs and was responsible for the training of all sales trainers within Xerox for over seven years. These programs, along with his staff of former Xerox Sales Trainers, have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 companies, including Toyota, Disney, NASA, Nortel, a dozen universities, and over 50 financial institutions.
Please note that all times listed below are in Central Time (CDT).
Designed to prepare the participants to become involved in the workshop, the seminar begins by overviewing the material that will be taught, along with a look at the four levels of conscious behavior involved in learning.
To properly set up the training, ethics, and the difference between influence and manipulation are discussed. The confusion between these terms can often create a stumbling block and long-term issues for salespeople who struggle without achieving clarity regarding these concepts.
Next, participants partake in a small-group exercise allowing them to participate in a triad role-play. This is accomplished in groups of three, conducted in breakout rooms, permitting an opportunity for participants to discover more about their personal style and their own probing techniques. The participants then look at the strengths and weaknesses of their personal style, as well as the advantages of using “open” and “closed” probes.
At this point in the workshop, the participants are introduced to the client Decision Cycle. What makes the How to Change Minds approach to selling unique begins to emerge in this segment as the participants are forced to focus away from the products they are selling and look instead at the way their clients make decisions.
At this point in the workshop, participants will be introduced to the first stage of the process of persuasion; trust. Examples will be explored within a small group exercise. Participants are introduced to a four-step approach to establishing trust with the clients they work with.
At this point in the workshop, participants will be introduced to the one of the most important, and challenging stages of the process of persuasion and techniques that will provide them with facts about their client’s potential problems and the impact of these problems. Examples will be explored within a small group exercise conducted in breakout rooms. The intent of this portion of the workshop is vital, teaching participants how to gain the client’s agreement to fix their problems, known as the “first decision point.”
To speed up the participants thought and application process, a simple, targeted role-play will be performed in breakout rooms in groups of three.
Participants examine various myths behind closing studying a four-step technique for gaining commitment.
Participants are involved in a two-part exercise allowing them to practice their strategic command of the selling skills taught, and share their strategies with the group. Participants begin by forming larger groups allowing for pre-call planning and strategic decision-making. Groups will work within breakout rooms examining case studies, developing strategies based on analysis of buyer position within the model, creating probing strategies, preparing for objections and working on trial closes.
Once these strategies have been completed, one participant from each group will present the group’s strategies to the rest of the class.
Apply what you've learned! Within this optional and extended program, participants will be given an opportunity to:
- Discuss specific scenarios or questions relating directly to his or her unique situation.
- Engage in individual dialogue and receive personal feedback.
- Receive a visual assessment of virtual setup.
- Participate in a facilitated dialogue dealing with any and all sales situations that are brought to the conversation.
Additional Touch base Session: November 3
You took the workshop. You asked your questions. Now you have begun implementing the takeaways. However, the learning doesn’t stop there. Exclusive to those who have registered for Sales Advantage, join Rob on November 3rd for an hour long, interactive Q&A! Discuss with Rob about how the takeaways from his workshop are going and what questions have come up since with workshop. It is a wonderful way to continue this awesome education!