New from Eagle Learning Center

Reality Based Selling

Despite the fondest wishes of sales managers around the world, the person controlling the buying-selling transaction is the buyer. All a salesperson can do is control himself/herself so that all of the salesperson’s knowledge, experience, and creativity can be focused on helping the buyer BUY.

Reality Based Selling is a process whereby salespeople—with the support and help of a professional trainer/coach—spend 2 months focusing on helping their buyers BUY.

What it is - What it is not

Eagle Learning’s new Reality Based Selling process is NOT a one-size-fits-all process that attempts to apply engineering principles (or urban guerilla tactics or business analysis models) to the complex human interaction that we call buying and selling.

Reality Based Selling IS a core philosophy about how to consistently be at your best.

Reality Based Selling IS personalized, 2-month relationship with a professional sales trainer in which the participating salespeople schedule up to 6, 1-hour sessions—they can be 1-on-1 or group sessions.

Reality Based Selling IS reality based because participating salespeople work on the skills and approaches that will help them with specific, actual customers or prospects. Their professional trainer/coach helps them learn via the greatest seminar ever conceived: REAL LIFE.

What It Delivers

A professional, 1-on-1 relationship with an Eagle Learning Center sales trainer/coach in which the individual salesperson works on the skills and strategies that the salesperson wants to develop in up to six (6) 1-hour sessions with his/her trainer/coach. These 60-minute sessions can be held at your location if 5 or more of your salespeople are enrolled.

Unlimited telephone access to Eagle Learning Center instructors for ongoing coaching and support during the salesperson’s 2-month participation in the Reality Based Selling process.

Sample Topics for 60 minute Sessions

Varying your approach based on the communication and decision-making style of the buyer

• Understanding the Emotional Barriers to Buying: The Consultative Process
• Decision Making Styles of Buyers
• Mirroring and Building Trust with Buyers
• Getting Agreement re: Buyer Needs
• Buyer Motivations and Presenting Solutions
• Supporting Buyers Through Their Decision

Negotiating when price is the last remaining barrier to buying

• Negotiating with “hard” and “soft” buyers
• Negotiating with buyers who use dirty tricks

Selling strategically

• Understanding Transactions vs. Partnerships
• When Sales and Marketing Meet: Developing an Offering to Create Differentiation
• Identifying the Various Buying Influences in Customer Organizations—and Creating Appropriate Strategies

Debriefing sales calls

• What Worked, What Didn’t Work—and Why