Master the Four Secrets
Step 2: BREAKAWAY SALES
“Nothing happens until something is sold. This axiom is older than dirt. Nonetheless, nothing could be more profoundly true. You can give me people, products, services, plans, money, and prospects but, without sales, I have nothing. Conversely, you can take everything away from me, and let me keep my sales force, and I’ll be back in one year.”
~Mike Kerrison, Landing On Your Feet
The Breakaway Sales Methodology
Step 1: Executive Interviews
Step 2: Discovery and Assessment
Step 3: Diagnostic Report
Step 4: Sales Manager Performance Training
Step 5: Breakaway Sales Training Curriculum
Step 6: Breakaway Sales School Online Course
Step 7: Annual One Day Tune-up and Boot Camps
This comprehensive set of steps will drive your sales team to the next level by identifying the improvement areas for each sales person, applying targeted and customized learning to these areas and identifying and eliminating unproductive resources.
Step 8: The Mental Toughness Sustaining Program
Mastering the Four Secrets of the Breakaway Sales Performer
The Breakaway Sales Training Curriculum
Mastering the Structured Sales Cycle (Day One)
Mastering Buying Behaviors (Day Two)
Mastering Time and Territory Management (Day Three)
Mastering Mental Toughness (Day Four)
How was Breakaway Sales developed and why does it work?
I personally trained all my reps using my unique selling method – an amalgamation of my IBM sales training, five years in the field where I received rookie of the year with IBM, countless refresher courses, a shelf of well-digested, dog-eared books on selling, and two decades of owning highly successful sales driven companies. During that time, I constantly looked for ways to improve my selling skills. Teaching sharpened my own skills and gave me a close look at the strengths and weaknesses of each rep. I was able to establish an insider language with the sales force which saved time, identified problems early, and helped build trusting relationships. Since then, through the establishment of Mike Kerrison International in 2001, I have trained over 20,000 sales representatives and my combined programs have reached over 400,000 people.
Mastery of a professional selling system requires many skills besides selling skills. It requires interpersonal style detection, strategic planning, product knowledge, industry expertise, competitive awareness, organizational skills, territory and time management skills, and mental toughness. You can make an okay living by collecting a couple of these. But, if you want to become an expert, the highest of achievers, you must master all of them. Combine these skills with the desire to win, and you have a Breakaway Sale Performer. Creating this kind of sales team is a leader’s greatest challenge. Once created, which will take time and this proven development model, your company will dominate your chosen markets.