Theory & Practice

This program is designed to provide the independent professional with a sound basis for identifying, qualifying and providing solutions to clients through marketing, sales and systems delivery.  Essentially, this program is designed to:

  Teach you how to set and follow sales system metrics

  Teach you how to interview rather than sell

  Get you clients that make you money

  Create proposals that guarantee results

This program comes complete with step by step instructions, flow charts you can use to develop your own designs, proposals and deliverables.  These professional looking materials can enhance any proposal designed to influence clients to purchase your services.

REGISTER for Integral Selling I

Whether you work with one person or a hundred people, this system will guarantee you success if you take action. In this program, we answer the following questions:

How do I?

	get moving in creating revenue!
	understand the key factors in sales success for any business
	learn to use the CAPS system to leverage my activities
	identify prospects that want and need my services and get them to contact me?
	surface the issues that are relevant to the client?
	qualify the prospect once the issues are clear?
	generate a proposal that wins business?
	create deliverables that meet the client's needs?
	guarantee success?

REGISTER for Integral Selling I

The answers to these questions are not as hard as most people make them, but if you don't have a system, each step can make or break you...and it probably is at this very moment!

Integral Selling I Program Logistics

We take a system's approach to providing you with the answers.  In the following outline we identify and deliver the critical elements you need to know and practice in order to systemize your external business system.*  This program contains 13 modules held over teleconference calls in so many weeks for 1 hour 13 hours of training.  Programs begin the first week of each of the following months:

• July 2002
• Nov 2002
• Jan 2003
• Additional programs may be added as needed.

Here is the outline of the Program

Part 1:  Finding clients to interview

Module 1

How do I identify prospects that want and need my services?

Learning Objectives:

	Identify the real business you're in
	Identify the ideal client for that business
	Identify 10 things these clients want and need

In this module you'll uncover the missing elements of your own identity while you uncover the elements of your client's identity.  Once you're clear on the identity issues, you'll discover how to find out what these ideal prospects want and need from you.  The leader will coach you through these issues in a hands-on workshop to help you move into action quickly.

Module 2:

How do I get those prospects to contact me?

Learning Objectives:

	Establish a lead generation system
	Generate a compelling reason for people to want to talk with you by using the 9 critical methods to influence prospects.
	Create a compelling desire for people to want your help.

In this module you'll learn how to create a lead generation system that funnels qualified prospects who are compelled to allow you to interview them.

Part II:  Interviewing clients

Modules 1 & 2

Establish an accountability system for sales activities which monitors my efforts to create revenue activity.

Learning Objectives:

	Learn the CAPS Sales Model
	Identify the contacts that are most leveraging
	Work the system

In these modules you'll learn our bulletproof sales system, you work, it will work.  We'll create an accountability system for all class participants that will create sales activity during the program, we won't wait until you learn everything, we'll begin in the 3rd week to change the way you approach sales!

Part III:  Interviewing clients

Modules 1-3

How do I surface the issues that are relevant to the client?

Learning Objectives:

	Using an interaction model to surface action
	Qualifying the client during the interviewing process
	Identifying what is the most efficient solution to meet the client's needs

In these modules you'll literally practice interviewing in order to learn how to master this vital step of the simple 5-step interviewing system.  It is impossible to get better at interviewing clients without actually practicing it, therefore you'll be facilitated by trained interviewers who are successful at giving feedback on this practice.  You'll also learn why you won't want to take the time to propose to clients who are not ideal clients.

Part IV:  Proposing to your clients

Modules 1 - 3

How do I generate a proposal that wins business?

Learning Objectives:

	Getting paid to conduct a scope of work
	Conducting a scope of work with your client
	Identifying the key deliverables

In these modules you'll learn how to seed success into your proposal by developing baseline measurements, identifying the critical path to success and staging RightAction™ [The right people doing the right things in the right way at the right time for the right reasons!]

Part IV:  Guarantee Results through Proposal

Modules 1 - 3

How do I guarantee results?

Learning Objectives:

	Identify what results the client can expect as identified through the scope of work
	Surfacing the key failure issues
	Creating contingencies to eliminate failure

In these modules you'll learn how to guarantee success by establishing clear boundaries of action, responsibility, accountability, authority and contingency.  This strategy focused work virtually guarantees success if you can deliver the solution you've designed in the scope of work and are submitting for proposal.

REGISTER for Integral Selling I

*While we will certainly touch on other perspectives that interface with your external system, we won't cover them in depth in this program.  If you don't already have a good internal operations system, you'll need one to handle the deliverables you create for your client's as well as monitoring the quality operations of that delivery system.