How We Sell 6-Figure Workshops - Our Top 12 Selling Techniques
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- Опубликовано: 16 июл 2024
- In this video, Sarah McKenna, Managing Director at AJ&Smart, shares the Top 12 Sales Techniques we use at AJ&Smart to sell 6-figure workshops to the biggest companies in the world. Follow these powerful sales techniques, and you’ll find yourself selling your services much more easily and naturally.
How do you sell your services? Whether you’re an in-house or freelance facilitator, a solo consultant, or running a small agency, there’s an essential skill you’ll need to master: The art of selling your services.
Selling is integral to growing your business, getting buy-in, and building meaningful professional relationships. If you’re not as confident as you’d like to be in this area, fear not. We’re here to help demystify the selling process.
➡️ Check out our 1-hour FREE TRAINING to learn more about facilitation and workshopping 👉 go.ajsmart.com/start
💰Which one of these selling techniques was the most helpful? What other selling techniques do you use in your sales? Let us know in the comments 🗯
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⏰ Video timestamps:
0:00 Intro
1:10 Sell with integrity
1:55 Approach with empathy, build rapport and trust
3:13 Demonstrate relevance
5:00 Role-modeling
5:50 The Burning Platform: Convey the downside of NOT hiring you
7:06 WIIFM? (“What’s in it for me?”)
8:47 What’s in it for the business: Elevate the long-term business value
9:22 Be very clear on what you’re selling
10:45 Demonstrate competence
13:53 Charge for outcomes, not time
16:45 Keep the conversion simple
17:52 Say thank you
Thanks for watching!
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#selling #sales #salestechniques
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12 Powerful Sales Techniques That Will Help You Sell More
• How We Sell 6-Figure W...
Which one of these selling techniques was the most helpful? What other selling techniques do you use in your sales? Let us know in the comments 🗯
WIIFM is memorable and helpful - that's my pick (but they're all solid - I especially like the integrity push).
Is the advice that you'd do all in one pitch? Mix and match as you read the client? Thanks.
@@kylemcmanamy2258 Great question! During the initial discussions with the client we'd draw these out and address them should any flags be raised. But we're always on the lookout for them :-)
You are the bests ! I learned so much from your RUclips videos and online courses so a HUGE thank you! I strongly recommand your online course to every people who is asking me for the best formation. I hope to meet you one day in Paris or somewhere else. In the meantime I wish you all the best because you really deserve it.
Amazing advice, thank you! Love the idea of charging for outcome, not time! Just read Alan Weiss’ views on that too
Role modelling - what a great idea when you’re starting out and don’t have case studies. Thanks !
I really needed this reminder, thank you!
This Video Is 1K Times More Helpful Than Its Number Of Likes Shows
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Hey Sarah, thanks for this super helpful video! I have a response to your prompt, as well as a question for you:
(1) The "short conversion" tip really resonated with me because I hate legalese and long bureaucratic processes (especially when I know what I want already and am ready to buy). I love that your contract is just 2 pages--this gives me hope for branching out on my own! Which brings me to my question:
(2) What is the typical job title or role of the person deciding whether to hire you at a given company? Do you approach them out of the blue, or what's your initial contact process?
(I'm already a professional facilitator, workshop designer and executive coach with a background in neuroscience, psychology and improvisation, and the proven ability to foster and sustain highly focused creative energy in a group. I currently work through a corporate training agency through which I get occasional work for an ~o.k.~ day rate, but I want to branch out on my own to have more control over my workload, schedule, income, process and materials.)
I freaking LOVE facilitating so it's been relatively easy getting good at it, because it's so fulfilling. My gateway drugs into AJ&S are your magnetic social media branding and Jonathan's irresistible, genuine, earnest and hilarious personality. Your videos have really affirmed my love for this field, so thank you for putting such valuable, authentic, accessible and delightful content out there! YES I AM A NERD.💜
Hey Rayna! Thank you so much for your kind words and this great question!
We get contacted by several professionals, and it isn't easy to distill them into a few job titles. For example, in the last few weeks, we were approached by Innovation Leads, Agile Coaches, Heads of HR, Social Media Directors, Design Leads, etc.
What all these titles have in common, though, is that they require their teams to work effectively. And this is where facilitation helps ensure that all team members can participate fully in discussions and decision-making and that the team can achieve its goals efficiently and effectively.
A facilitator can help keep the team focused, manage group dynamics, and ensure everyone's ideas are heard and considered. Additionally, a facilitator can provide guidance and structure to help the team work through disagreements and conflicts and can help to identify and overcome barriers to progress. Overall, facilitation can help teams to be more productive, collaborative, and successful.
What kinds of problems/challenges do you say NO to?
Fantastic question! Here's the deal - we're pretty open to tackling a variety of challenges, but we're also big believers in sticking to our values. So, if a project feels like it's in the wrong lane for us (like it's harmful to the environment, supports unethical stuff, or just isn't fair or respectful to people), we'll likely say 'thanks, but no thanks.'
We're all about making positive waves with our work, and that starts by choosing who we ride those waves with.
Hope that answers your question!