Precision Revenue System: 2-Day Intensive

A 2-day sales skills and strategy intensive for B2B sales teams.

Your reps work hard. Too many of their calls still end with "send me some information." The Precision Revenue System gives your team the conversation skills and the account strategy to turn more of those calls into signed deals.

Dates: [DATES]

Location: [LOCATION]

Schedule: 9:00 to 4:30, both days

Here is a sample of what you will discover

• The 5 vague phrases buyers use to hide their real problem, and the one question to expose each one.
• What to say when a buyer says "it's too expensive," before you touch your price.
• The 5 decision makers in every B2B account, and the one most reps never meet.
• The 4 buyer decision filters, and how to read each one in a single conversation.
• How to earn trust in the first 3 minutes with a buyer who is nothing like you.
• The selling habit most reps learned in their first year, and the reason buyers now punish it.
• Where most presentations fail before the first slide.
• A 5-step close with no pressure and no tricks.
• What a CFO needs to hear, and what makes a CFO stop listening.
• The quota math your manager never showed you, in one line.

Who should attend

Presidents and sales leaders: send your team and get one sales language across every rep. Each rep leaves with a written account plan and a quota gap plan you can review on Monday.

Sales reps: close more of the pipeline you already have, spend your best hours on your best accounts, and hit quota with less wasted effort.

Day 1: The conversation skills

• Module 1. The old model of selling vs the new model
• Module 2. Rapport with anyone
• Module 3. The precision model of questioning
• Module 4. Precision communication skills
• Integration lab. A full discovery simulation on a real opportunity

Day 2: The account and quota strategy

• Module 5. Identifying the customer's perception and decision strategy
• Module 6. Positioning the offer to match the buyer's stated problems and requirements
• Module 7. A simple way to negotiate the close
• Module 8. Strategic decision makers and buying profiles
• Module 9. Time, account management, and quota gains
• Module 10. Your personal revenue system: daily, weekly, monthly

More of what you will discover

• The 70/30 talk ratio top reps follow, and which side of the ratio belongs to you.
• The one rapport mistake friendly reps make on every call.
• The question sequence to turn "we need better results" into a number with a deadline.
• The word "always" in a buyer's sentence, and the opportunity hidden behind the word.
• 4 weak phrases costing you credibility, and what to say instead.
• The summary technique to get buyers agreeing with you before you present.
• How to tell in 60 seconds whether a buyer moves toward a gain or away from a problem.
• How many proof points each buyer needs before trusting you, and how to find out before you present.
• The rule for which features to leave out of your presentation.
• The negotiation rule of trade, never give, and what to ask for in return for every concession.
• Where to start in a new account, and the conversation to get you referred down.
• How to find the A accounts hiding in your territory.
• The prime selling hours rule, and the tasks to move out of those hours.
• How to keep life messes from eating your prime selling time.

How you learn: the Ignition Learning Method

No long lectures. You learn by doing, with exercises, games, and simulations throughout both days. The pace is fast, and the stress is low. You practice every skill on and leave the workshop with new capability.

You leave with

• A written Account Map for your key account
• A Quota Gap plan built on your own numbers
• Precision Question cards and a 5-Step Close card
• A participant workbook with 11 field tools
  

Seats are limited to 24 per session.

Reserve your seat now. Sending a team? Contact richard@revenuerocketfuel.com for group seating.