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Third Level Series™ Curriculum - Bob Potter's new book on Third Level Selling will be published in the Fall. The following is a brief overview of the concepts from the book as well as the course offerings upon which it is based:
Most sales training programs teach you how to sell your product or service. But they don't teach you how to win. They teach you how to ask questions, uncover needs and then position your product or service as a solution. But what happens when the client has already decided to use the products or services that you and your competitors sell, and they are just deciding between you and your best competitors?
Elite real estate service providers, the top 5 percent, have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win new clients and retain the ones they have?
The short answer is that they engage clients at a deeper personal and professional level, a Third Level, that leads to greater success and career satisfaction and less price competition. Their clients are more committed and loyal.
From the client's perspective, top competitors pretty much look the same. On the other hand, client's feel that their situation, project, property, people, preferences and process are unique. Where most selling professionals are wasting time trying to force clients to recognize and value increasingly nuanced differences in their capabilities (Vendor Differentiation), elite, Third Level service providers create client preference by finding and aligning to what is unique about the client, the project, client preferences and process (Client Differentiation).
Third Level Selling reveals the attitudes and communication skills these elite providers employ to build strategic partnerships, win new business and retain committed clients. You will learn to sell less and win more. Third Level Selling is about winning!
Each of the following course offerings are customized by content and media to fit unique client needs, preferences and budgets:
Third Level Selling™ Preview: Third Level Selling™ Series preview - (60 Minute Webinar or 90 minute to half day live workshop.)
Introduction to Third Level Selling™: Advanced Partnering Skills for Service Professionals. (1 Day live workshop or 4 - ninety minute Webinar series)
Third Level Recruiting™: Advanced Recruiting Skills for Managers. (1 Day live workshop or 4 ninety minute Webinar series)
Third Level Client Service Excellence™: Advanced Partnering Skills for Non Business Development Professionals. (1 Day live workshop or 4 ninety minute Webinar series)
Third Level Presentations™: Advanced Proposal and Presentation Skills for Service Sales Professionals. (1 Day live workshop or 3 ninety minute Webinar series)
Third Level Masters Program: Next level skills and practice for participants who have completed a Third Level Series program. (1 Day live workshop or 3 ninety minute Webinar series)
Third Level Coach the Coaches Program: For Managers who have completed at least Introduction To Third Level Selling. Teaches mangers how to monitor, evaluate, and reinforce Third Level Skills in their people. (1/2 Day live workshop or 2 ninety minute Webinar series)
Strategy Sessions - What changes do you need to make in order to respond to structural market shifts? Are your service offerings, strategies and tactics, message and pricing still aligned with what your target clients want and prefer over competition? Are your distribution channels, incentive plans and client acquisition skills the right fit for this market? Effective change will only occur when: 1. Key players believe that the status quo is no longer tenable, 2. There is consensus for a new vision, and 3. There is a reliable and achievable plan to attain it. We have found that dramatic improvements can be made by gathering key players together and allowing them to focus on marketing and sales issues and alternatives. We facilitate offsite sessions with key management, marketing and business development professionals to help you update your strategy for optimal market alignment.
Value Proposition Reengineering - What makes your service valuable to a client? What makes you different and better than your competition? Can you and your business development professionals quickly articulate what you do, how it is different, why that difference is important to this client, why it is difficult for competitors to match and prove it in a few sentences? If you are not aware of, or cannot quickly establish value with prospective clients, then clients will be less incline to see you, value your services, choose you over competition, pay you what you are worth or commit to supporting your solution. In these sessions we work with you to become more aware of why your best clients use your service and choose you over alternatives. From that awareness we help you create a value message that makes it easier for clients to see and appreciate what makes you different and better.
Client Satisfaction Tracking - Even rapidly growing concerns realize most of their revenues from existing clients. That means existing business is far more important than even new business. Yet most providers do little or no satisfaction tracking. If you can't measure it, you can't fix it. Our research shows that highly satisfied clients are twice as likely to be loyal as satisfied clients. Traditional service satisfaction attributes like experience, capability, timeliness, thoroughness, responsiveness, etc. have become minimum requirements and are no longer differentiators. We can help you track and measure satisfaction to protect your primary source of revenues. Those metrics can also be used to differentiate you when acquiring new clients.
Speeches - Bob Potter is a frequent speaker on the subject of business development.
Special Consulting Projects - We offer marketing and sales support for special projects such as:
RFP Support - We can help you win that critical pursuits with feedback and advice on tactics, competitive positioning and presentation.
Business, Marketing or Sales Plans - Do you collect and share critical business development success metrics? They can be a powerful driver of best practices. Do your professionals have a clear plan to make their numbers? Are you planning to offer a new service or introduce an existing service into a new market? We can help you build a game plan.
Key Executive Coaching
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