PECKNIQUE #1: Presenting Sales vs. Selling
The new Core Sales Model principles are put into action to elevate the status of professional sales and the quality of buyers in your pipeline. A “personal value proclamation” is designed to establish and communicate your value beyond price. The process of being “respected” versus just being “liked” is initiated.
Video Sequence:
- Stigma of Sales & The Core Sales Model
- Changing Perspectives & The Eight Dynamics
- Personal Value Proclamation
Focal Points:
- Influence and Persuasion
- Prospecting Skills
- Value Communication
- Self Confidence
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiments
- Navigational Tools
PECKNIQUE #2: Set Production
Boundaries are developed, within each person’s product and services, that will establish the basis for more productive business and personal relationships. Qualifying skills are honed and solutions are delivered in a proactive way, for everyone’s benefit. Strategies to contain unnecessary stress are put to full use.
Video Sequence:
- Building the Moat and the Drawbridge
- Communicating Services, Responsibilities, and Boundaries
- Client’s and Prospect’s Responsibilities to Support Successful Outcome
- Common Difficulties and Isolated Situations
Focal Points:
- Relationship Building
- Qualifying Procedures
- Approach and Engagement
- Boundaries
- Realistic Expectations
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #3: The Next Question
Communication strategies are put into practice that reduces unnecessary stress, improves understanding, promotes empathy and expands true listening skills. Along the way, help prospects and clients better define their objectives and show that you care, all at the same time.
Video Sequence:
- Communication Malpractice
- Vague Communication and The Next Question
- Vulnerable Comments, Offensive Statements, And The Next Question
- Asking The Next Question
Focal Points:
- Listening and Empathy
- Prospecting Skills
- Understanding and Respect
- Cross Examination
- Qualifying Procedures
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #4: Sex, Death, and How to Say Yes and No
Strategies to set realistic expectations, reduce overcommitment and relieve burnout are delivered. Establishing mutual respect, communicating your value and understanding how your right to choose ultimately improves long-term production, are reinforced. Reduce the amount of time you “work for free.”
Video Sequence:
- Roots of Burnout and The Spontaneous Yes
- No Way! Know How!
- The Art Form and Delivery of Yes and No
- Reserving Your Right to Choose
Focal Points:
- Time Management
- Realistic Expectations
- Value Communication
- Stress Management
- Understanding and Respect
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #5: Seven Wonders of the Word
The simple use of powerful words and the influence they possess are detailed in various strategies, dialogues, and business situations. Awareness of negative connotations in common words and how to adjust to a more positive frame of mind within the sales process is explained. Includes delivery, timing, and attitude adjustments.
Video Sequence:
- Influence of A Word
- The Meaning Behind the Word
- Delivery, Timing, and Purpose
Focal Points:
- Presentation Strategy
- Influence and Persuasion
- Prospecting Skills
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiments
- Navigational Tools
PECKNIQUE #6: Valuable Money
The advantages of generating “more valuable money” are introduced. Prospecting skills, qualifying procedures and business boundaries are reinforced. Strategies to put your non-financial assets to work and access your full capabilities when needed, are developed. Negotiate from strength, with purpose and sufficiency.
Video Sequence:
- More Valuable Money and Heaven Versus Hell
- Non-Financial Assets and Liabilities
- Motivation, Inspiration, and Sufficiency
- Scarcity, Abundance, and Discounting Your Worth
Focal Points:
- Prospecting Skills
- Qualifying Procedures
- Trust and Authenticity
- Boundaries
- Self Confidence
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #7: Visualization and Expectation
Members will learn a strategy to infuse visualization into their sales process and daily lives to support relationship building. Goals become an instrument of forward motion, not an end result. Worries are put into proper perspective and “creative stress” is put to good use, for everyone’s benefit. Seeing and believing works!
Video Sequence:
- Expectations and Goals
- Desire and Intention To Create and Transform
- Action, Attention, and Let Go!
Focal Points:
- Preparation and Vision
- Relationship Building
- Approach and Engagement
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #8: Desperately Seeking Approval
The attitude, awareness and skills to embrace rejection and objections in sales and life are forged. Here the program promotes a level playing field from a self-esteem vantage point. 3 types of prospects are identified and put to appropriate good use. An action plan to promote perseverance and persistence is introduced.
Video Sequence:
- Eye-To-Eye Contact and Beyond Rejection
- Practice, Phantom, and Real Prospects
- Perseverance and Crossing the Line
- Responding to Rejection, Objections and Questions
Focal Points:
- Negotiation
- Closing and Resolutions
- Handling Objections
- Managing Rejection
- Cross Examination
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #9: Positive Interaction
Learn strategies to manage stress and relieve pressure from personal hot buttons that support your momentum toward success. Improve business from referrals by embracing healthy vulnerability and strategies to ask for help in proactive ways. Use “competitive distinction” to promote healthy relationships.
Video Sequence:
- Hot Buttons: React or Respond
- The Root of Referrals and Vulnerable Appreciation
- Competitive Distinction
Focal Points:
- Referral Strategies
- Competitive Strategies
- Stress Management
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #10: Decision Time
A framework to determine a client’s decision making process and winning a competitive bidding situation is presented. Learn the value and intricacies of helping people make timely decisions. Dialogues that identify timeframes and sense of urgency are used to prioritize workload and commitments.
Video Sequence:
- Sit, Walk or Run, Just Don’t Wobble
- Path to A Resolution
- The Funnel Close
Focal Points:
- Decision Making
- Negotiation
- Closing and Resolutions
- Competitive Strategies
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #11: Intuitive Analysis
Trust, authenticity and commitment are expanded within the sales process. Techniques to analyze and take advantage of intuitive skills and those “gut feelings” are introduced. Intellect and wisdom are combined to fortify self confidence and perseverance that’s critical to accomplishing business and life objectives.
Video Sequence:
- Commitment and Providence
- Identify, Communicate, and Trust
- Insight and Logic
Focal Points:
- Commitment and Perseverance
- Trust and Authenticity
- Self Confidence
- Decision Making
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
PECKNIQUE #12: Waiting for Patience
Patience as a learned skill is analyzed and promoted as a powerful tool. A new approach to time management is developed to enhance one’s experience of time. Listening skills are upgraded to an art form to ensure both speaker and listener are connected through emotions and experiences as well as thoughts and data.
Video Sequence:
- Patience and Waiting
- Hypothesis of The Relativity of Time
- Listening for Others and Ingrained DNA
Focal Points:
- Listening and Empathy
- Preparation and Vision
- Time Management and Patience
- Commitment and Perseverance
Supplementary Materials:
- Content Module
- Assessment Test
- Life Experiment
- Navigational Tools
