One of the most common patterns the Samurai Sensei observed in almost every under-performing sales organization in a business-to-business environment was the reliance on consumer product models in their sales efforts. Their approach was to make the products features and benefits (and company status) the focal point of their communications with the prospect.

Sales training in these companies consisted of in-depth product training followed by learning the scripted product and company "pitches". If any attention was given to sales skills, it was minimal. Occasionally, the training was concluded with the new sales person spending a week or two riding along with a senior sales person. At the end of the training period, the new sales person was handed their price book, presentation materials, territory list, and sent out into the market with great expectations.

Unfortunately, this approach typically left the prospect apathetic, at best; and the sales person baffled why the prospect didn't "get it". When a sale was made, it was generally in spite of, rather than due to, the efforts of the sales person. The customer perception of the process was strictly transactional, with the seller seen as just another vendor. There was very little, if any, customer loyalty and each new opportunity was put out to the "usual suspects" for bid.

The Samurai Sales Mastery Series™ is a methodology that is deeply rooted in scientific research on human behavior, coupled with industry research and best practices in sales. The methodology is adaptable to an organization's unique situation, as well as a sales person's unique personality and skill set. It provides the sales person with an understanding of the "why" behind the "what", and a road map to achieving a trusted relationship with the customer.

The program helps the sales person transform their selling skills from a competitive approach that is primarily transactional in nature to a collaborative, trusted advisor approach that focuses on the buyer.

The training program is based on the Harvard Adult Learning Model, which utilizes an adult's life experiences and critical thinking skills to expedite the learning process. The training includes introduction to concepts, interactive discussions of how the concepts can be applied to everyday situations, role plays, exercises, debriefing of actual situations, and on-going coaching during the learning process.

The program consists of four distinct groupings, each of which can stand alone or be combined with other groupings to form the most effective program possible for each client.

White Belt: Preparing for Success

In order to be seen as a trusted advisor, you must act like one. This grouping consists of four sessions that focus on preparing the individual sales person to move into the trusted advisor role.

Topics include:

• Code of conduct
• High Performance Mental State
• Behavior styles
• Discipline

Blue Belt: Going to Market

In order to be successful in sales, you must have a continuous flow of qualified prospects. This grouping focuses on providing the individual sales person with the skills and techniques to pro-actively generate a sufficient number of qualified prospects on an on-going basis. The grouping consists of six sessions.

Topics include:

• Identifying your target market
• Defining your sales process
• Developing your message
• Prospecting channels
• Developing your prospecting channels
• Implementing a prospecting plan

Brown Belt: Buying Process Management

Once you’re in front of the prospect, it all comes down to execution. This grouping focuses on providing the sales person with a methodology to engage the prospect in a collaborative process that builds trust while guiding them through the buying decision, increases customer loyalty, and positions the sales person as a trusted advisor. It also provides the sales person with the skills and knowledge required to successfully implement the methodology. This grouping consists of eight sessions.

Topics include:

• Socratic questioning
• Buying Decision Model™
• Controlling the process
• Establishing the logistics of the sale
• Establishing the parameters of the sale
• Determining buyer motivation
• Achieving buyer approval
• Building customer loyalty

Black Belt: Achieving Trusted Advisor Status

To truly achieve trusted advisor status in the eyes of the customer requires a higher order of understanding and skill than that of a good sales person. This grouping focuses on the higher level knowledge and skills that are essential to transforming the sales person into the persona of a trusted advisor. The grouping consists of eight sessions..

Topics include:

• Understanding human perception
• Non-verbal communications
• Transactional Analysis
• Jujitsu Techniques
• Negotiation strategies that foster cooperation
• The complex sale
• 21st Century market dynamics
• Achieving trusted advisor status