For the first time, the renowned Selling Through Curiosity™ program is being made available in a live virtual program exclusively for the SalesHood community. Selling Through Curiosity™ is a program that has been delivered by Barry Rhein & Associates to tens of thousands of people from numerous companies worldwide like HP, Salesforce, DocuSign and in Stanford University’s MBA Program. The program teaches simple, easy-to-use selling techniques that are agnostic to all methodologies.

During the program, participants will practice (and then practice again) basic and advanced selling techniques in a fun and engaging way. For over 30 years, the program has asked participants, “How do your skill sets compare to those of the world’s most successful salespeople?”

We have cracked the code on obtaining measurable selling results without travel. This program uses Zoom video breakout rooms to facilitate the team role-play exercises. The program is taught in five 4-hour sessions. There will be a combination of pre-work and live practice sessions.

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SELLING THROUGH CURIOSITY

WHAT YOU CAN EXPECT

SELLING THROUGH CURIOSITY

Prospecting

- How do we effectively build pipeline? - How do we maximize our effectiveness when doing any kind of prospecting?- How do we set more qualified appointments at higher levels within a prospect’s

organization?

Discovery

- How do we get our customer-facing teams to be more curious? - What are the most effective ways to get a customer to engage? - What are the best questions to ask to truly understand a customer? - How do we ask questions in a way that builds better relationships with our customer?

Effective Note Taking

- What are the most effective ways to take meaningful notes?- How do we create a common way to talk about our customers?- What do we need in our notes to systematically customize our presentations and

demonstrations?- How can we use note-taking skills to accelerate our sales process?

Qualification

- What makes up the infamous "qualified opportunity"?- How do we know if an opportunity is real?- How do we quickly qualify an opportunity in or out of our pipeline?- How do we reduce “no decision” through effective qualification?- What are the categories of qualification that work best for go-to-market?

Understanding the Decision-Making Process

- How do we understand every step of the customer’s complete decision-making process early in our sales cycle?

- What are the right questions we must ask to eliminate surprises and map out how they will buy from us?

Value-Based Advanced Questioning

- How do we identify the customer’s highest-priority business problems?- How do we get the customer to quantify their business pain?- How would they describe the measurable value of our solutions?- What data do we need to collect to be able to customize our solution to the specific

needs of the customer?

Creating Customized Presentations

- How do we map our solution to the exact requirements of the customer?- How do we get the customer to draw the conclusion that we are their ideal solution?- What are the best ways to use customer vernacular in custom presentations and

demonstrations?- How do we create competitive advantage through customization?

Mutual Close Plans

- How do we drive a value-based conversation with our customers all the time?- What are the best ways to use the customer’s vernacular and their decision-making

process to better control our sales cycle?

Objection Handling

- How do we apply curiosity to all objections?- What does a simplified objection handling process look like?- How do we all become more confident and comfortable in dealing with the

toughest objections? Negotiating

- How do we become comfortable in negotiating?- What are the best practices around using curiosity to negotiate more effectively?- What are our gives and gets that allow us to reduce discounting while closing deals

faster?

Closing

- What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?

- How do we become comfortable asking the “hard” questions?- How do we use curiosity to always get a “yes” or learn what’s in the way of a “yes”?

Building Relationships Faster

- How do we build relationships in days and weeks that normally take months, quarters, or years?

- How do we quickly differentiate ourselves from the competition?- What are the easy-to-implement tactics that will have a customer wanting to give us

all the business?

Effective Opportunity Reviews

- How do we ensure our opportunities are set up properly from the beginning?- What does the most effective opportunity review look like?- How do we use peer-to-peer coaching to guarantee deal success while developing

both individual contributors and team success?

Deal Health Dashboard

- What does flawless sales execution look like for our solution?- What is the most effective way to track the health of a deal in real time?- How do we identify where we are at risk in a deal at any stage?- How do we create best practices to mitigate risks throughout our selling process?

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Prospecting

- How do we effectively build pipeline? - How do we maximize our effectiveness when doing any kind of prospecting?- How do we set more qualified appointments at higher levels within a prospect’s

organization?

Discovery

- How do we get our customer-facing teams to be more curious? - What are the most effective ways to get a customer to engage? - What are the best questions to ask to truly understand a customer? - How do we ask questions in a way that builds better relationships with our customer?

Effective Note Taking

- What are the most effective ways to take meaningful notes?- How do we create a common way to talk about our customers?- What do we need in our notes to systematically customize our presentations and

demonstrations?- How can we use note-taking skills to accelerate our sales process?

Qualification

- What makes up the infamous "qualified opportunity"?- How do we know if an opportunity is real?- How do we quickly qualify an opportunity in or out of our pipeline?- How do we reduce “no decision” through effective qualification?- What are the categories of qualification that work best for go-to-market?

Understanding the Decision-Making Process

- How do we understand every step of the customer’s complete decision-making process early in our sales cycle?

- What are the right questions we must ask to eliminate surprises and map out how they will buy from us?

Value-Based Advanced Questioning

- How do we identify the customer’s highest-priority business problems?- How do we get the customer to quantify their business pain?- How would they describe the measurable value of our solutions?- What data do we need to collect to be able to customize our solution to the specific

needs of the customer?

Creating Customized Presentations

- How do we map our solution to the exact requirements of the customer?- How do we get the customer to draw the conclusion that we are their ideal solution?- What are the best ways to use customer vernacular in custom presentations and

demonstrations?- How do we create competitive advantage through customization?

Mutual Close Plans

- How do we drive a value-based conversation with our customers all the time?- What are the best ways to use the customer’s vernacular and their decision-making

process to better control our sales cycle?

Objection Handling

- How do we apply curiosity to all objections?- What does a simplified objection handling process look like?- How do we all become more confident and comfortable in dealing with the

toughest objections? Negotiating

- How do we become comfortable in negotiating?- What are the best practices around using curiosity to negotiate more effectively?- What are our gives and gets that allow us to reduce discounting while closing deals

faster?

Closing

- What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?

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SELLING THROUGH CURIOSITY

- How do we become comfortable asking the “hard” questions?- How do we use curiosity to always get a “yes” or learn what’s in the way of a “yes”?

Building Relationships Faster

- How do we build relationships in days and weeks that normally take months, quarters, or years?

- How do we quickly differentiate ourselves from the competition?- What are the easy-to-implement tactics that will have a customer wanting to give us

all the business?

Effective Opportunity Reviews

- How do we ensure our opportunities are set up properly from the beginning?- What does the most effective opportunity review look like?- How do we use peer-to-peer coaching to guarantee deal success while developing

both individual contributors and team success?

Deal Health Dashboard

- What does flawless sales execution look like for our solution?- What is the most effective way to track the health of a deal in real time?- How do we identify where we are at risk in a deal at any stage?- How do we create best practices to mitigate risks throughout our selling process?

Prospecting

- How do we effectively build pipeline? - How do we maximize our effectiveness when doing any kind of prospecting?- How do we set more qualified appointments at higher levels within a prospect’s

organization?

Discovery

- How do we get our customer-facing teams to be more curious? - What are the most effective ways to get a customer to engage? - What are the best questions to ask to truly understand a customer? - How do we ask questions in a way that builds better relationships with our customer?

Effective Note Taking

- What are the most effective ways to take meaningful notes?- How do we create a common way to talk about our customers?- What do we need in our notes to systematically customize our presentations and

demonstrations?- How can we use note-taking skills to accelerate our sales process?

Qualification

- What makes up the infamous "qualified opportunity"?- How do we know if an opportunity is real?- How do we quickly qualify an opportunity in or out of our pipeline?- How do we reduce “no decision” through effective qualification?- What are the categories of qualification that work best for go-to-market?

Understanding the Decision-Making Process

- How do we understand every step of the customer’s complete decision-making process early in our sales cycle?

- What are the right questions we must ask to eliminate surprises and map out how they will buy from us?

SELLING THROUGH CURIOSITY

Value-Based Advanced Questioning

- How do we identify the customer’s highest-priority business problems?- How do we get the customer to quantify their business pain?- How would they describe the measurable value of our solutions?- What data do we need to collect to be able to customize our solution to the specific

needs of the customer?

Creating Customized Presentations

- How do we map our solution to the exact requirements of the customer?- How do we get the customer to draw the conclusion that we are their ideal solution?- What are the best ways to use customer vernacular in custom presentations and

demonstrations?- How do we create competitive advantage through customization?

Mutual Close Plans

- How do we drive a value-based conversation with our customers all the time?- What are the best ways to use the customer’s vernacular and their decision-making

process to better control our sales cycle?

Objection Handling

- How do we apply curiosity to all objections?- What does a simplified objection handling process look like?- How do we all become more confident and comfortable in dealing with the

toughest objections? Negotiating

- How do we become comfortable in negotiating?- What are the best practices around using curiosity to negotiate more effectively?- What are our gives and gets that allow us to reduce discounting while closing deals

faster?

Closing

- What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?

- How do we become comfortable asking the “hard” questions?- How do we use curiosity to always get a “yes” or learn what’s in the way of a “yes”?

Building Relationships Faster

- How do we build relationships in days and weeks that normally take months, quarters, or years?

- How do we quickly differentiate ourselves from the competition?- What are the easy-to-implement tactics that will have a customer wanting to give us

all the business?

Effective Opportunity Reviews

- How do we ensure our opportunities are set up properly from the beginning?- What does the most effective opportunity review look like?- How do we use peer-to-peer coaching to guarantee deal success while developing

both individual contributors and team success?

Deal Health Dashboard

- What does flawless sales execution look like for our solution?- What is the most effective way to track the health of a deal in real time?- How do we identify where we are at risk in a deal at any stage?- How do we create best practices to mitigate risks throughout our selling process?

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For more information, visit: https://saleshood.com/virtual-live-selling-through-curiosity/