OUR SALES TRAINING: THE SEVEN BASHO STRATEGIES

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TAKE COMMAND OF YOUR TERRITORY

BASHO ONE
The first goal of every sales rep should be to cultivate a territory that will grow rich with leads. Our first discipline teaches how to create a bountiful territory with a bottomless supply of lead sources. The skill of territory planning is mastered to create a definitive roadmap to guaranteed success. Through participation in this module, you will: > > > > > Create your individual road map to success. Uncover over 50 new lead sources. Differentiate between Opportunities and Accounts. Build an active Territory Plan. Employ effective time management techniques.
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IN-CLASS EXERCISES include: > Individual territory analysis and planning. > Qualified lead analysis. > Prioritization of accounts. > Aggressive research techniques.

ACTION IS POWER
BAS HO TWO
Above all, activity determines greatness in sales. Our unique approach to prospecting empowers sales reps to convert a territory of possibilities into a continual flow of leads. We master effective management of the pipeline, so that our energy, enthusiasm, and action yield massive results. Through participation in this module, you will: > Unleash massive activity on a consistent basis. > Turn every cold call into a hot one. > Discover the meaning behind AIDA. > Harness the power of momentum selling. > Gain immediate access to power through phone, email, and letter. IN-CLASS EXERCISES include: > Drafting of powerful emails and letters. > Specific solutions for specific buyers. > Phone and voicemail techniques. > Creation of compelling personal connections with your prospects.

THE WINNING CALL

BAS HO THREE
The first call is often the most critical in sales. But few call with a single purpose: converting a cold lead into a hot one. Here, reps learn how to maximize impact when time is at a premium. We master the skills of attracting and sustaining interest in the audience, and turn leads into prospects. Through participation in this module, you will: > > > > > Gain interest and curiosity on the first call. Call high and stay there. Discover the power of rapport building. Get around gatekeepers. Learn words that persuade and words that you should never use.
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IN-CLASS EXERCISES include: > LIVE cold calls to prospects and customers. > Development of a compelling elevator pitch.

THE PERFECT MEETING

BASHO FOUR
By skillfully managing the moment, a rep converts sales calls into potential buyers. We focus on specific words, actions, and behaviors demonstrated to the prospect. We then master how to frame opportunity, qualify buyers, and handle objection through key communication strategies. Through participation in this module, you will: > > > > > Establish urgency on the first call. Learn why people really buy. Effectively manage a customer meeting. Successfully frame an opportunity. Know when to use open, closed, and discomfort questions. IN-CLASS EXERCISES include: > Effective presentation skills. > Establishing value over benefits and features. > Development of your forecast.

BARGAIN TO ADVANCE
BAS HO FIVE
Knowing when to engage in the proposal stage is the secret to advancing the sales process. Every commitment is achieved through a specific bargaining technique. The sales rep learns to transfer ownership to the prospect, creating the most favorable environment for negotiations. Through participation in this module, you will: > Gain early commitments through a consistent bargaining technique. > Transfer ownership to the prospect. > Identify the coach, sponsor, and champion. > Discover how to effectively use a demo or trial. > Learn Modern Persuasion Techniques I: Commitment, Consistency, and Reciprocation. IN-CLASS EXERCISES include: > Development of a custom bargaining checklist. > Creation of a formal negotiation strategy. > Introduction to NLP and modern persuasion techniques.

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HAMMER IT CLOSED
BASHO SIX
Whoever controls the negotiation process controls the sale. All great salespeople understand this concept. The practice of this discipline will ensure an effortless close. The concepts of reciprocation and urgency are among the techniques that can be effectively deployed when asking for the order. Through participation in this module, you will: > > > > > Uncover objection handling strategies. Effectively trial close. Distinguish yourself from the competition. Know when (and how) to discount. Learn Modern Persuasion Techniques II: Authority, Contrast, and Scarcity. IN-CLASS EXERCISES include: > Objection handling techniques. > Identification of buying signs throughout the sales cycle. > Competitive positioning.

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THE SECRET OF THE ENDLESS CYCLE

BASHO SE VEN
The close is not the end of our process. In fact, its often the beginning. The single greatest source of business is your existing customer base, and the ability to tap this resource is the focus of the final discipline. By converting references into lead generators, your reps will crush quotas and rewrite records. Through participation in this module, you will: > > > > > Discover why buying is a habit. Find your endless supply of new prospects. Consistently leverage your internal customers. Make every contact a referral. Constantly stay engaged with your rolodex. IN-CLASS EXERCISES include: > Consistent capture of referral leads. > Individual and group demonstration of concepts learned.

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WHAT OTHERS ARE SAYING...

We were attracted to the unique approach of The Seven Basho Strategies, and within days of our initial training session, we witnessed incredible results. Not in months or years, but literally in days. The customization that was done ahead of time by the Basho team gained instant credibility with our folks. It was unlike any other training I have ever seen before. > Michael Campbell VP of Sales Guardent, Inc.

OUR SALES TRAINING: THE SEVEN BASHO STRATEGIES

In our sales training program, The Seven Basho Strategies, we teach sales skills based upon the mastery of seven disciplines that correlate to each stage of the common sales cycle. Each strategy is presented in module-form to promote a high degree of focus, while your reps learn how to gain control of their own successes by showing them how to excel at each phase of a sale. Our clients can build unique programs based solely on their needs, and can measure the results accordingly. Leveraging our Basho Strategies Playbook, the strategies are taught through real-life sales interactions and dynamic practice techniques to ensure your reps ability to excel during each phase of their sales. Each discipline concludes with a corresponding list of goals, milestones, and practices to promote self-reliance after the training is completed. Although our complete sales training program is typically 3 days in length, our modular approach allows our programs to be easily customized based upon your specific needs.

ABOUT BASHO STRATEGIES , INC.

Basho Strategies provides a revolutionary approach to sales training for those organizations that desire immediate and measurable results. Through our exclusive pipeline management program, "The Seven Basho Strategies," we address the entire sales pipeline by concentrating on a series of powerful sales and sales management techniques that focus on self-reliance and tactical execution. Once employed, our clients enjoy the lasting impact of a unique training program that dramatically empowers their sales teams to take control of the sales process and achieve extraordinary sales results. For more information about Basho Strategies and our sales training programs, please visit us at www.bashostrategies.com.

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Whether you are striving to be the leader in your industry or working to put more distance between your and your competitors, Basho Strategies can help. For more detailed descriptions of our programs and for contact information, please visit our website.

Basho Strategies, Inc. 35 Corporate Drive, 4th Floor Burlington, MA 01803 | (781) 685-4959 | www.bashostrategies.com
Copyright 2004 Basho Strategies, Inc. Basho Strategies and the Basho Strategies logo are trademarks of Basho Strategies, Inc. All other product and company names mentioned may be marks of their respective owners.