Empower your sales teams with short, self-serve, training videos!
We’ve taking 20 years of experience and our vast sales enablement methodologies and “boxed” them into a series of short and impactful training videos.
Advantage & Benefits
A short introductory video, meant to set the stage for the entire series, by briefly demonstrating how much the world of sales has changes (evolved) in the past 1-2 generations.
A high level review of four major paradigm shifts in the world of sales, attributed to the nature and far reaching influence of the digital revolution. The purpose of this video is to offer a conceptual framework for all of the methodologies and tools presented in this series. The four paradigm shifts are:
A brief review of the most common categories by which the success of sales organizations’ is measured. This is meant to link the tactical methodologies and tools presented in this series to the broader business context of this learning:
A brief review of the most common obstacles standing in the way of sales organization’s ability to meet their list of success metrics and KPIs within the categories of value listed in the previous point:
A brief introduction to the Nobel Prize winning research about rational and non-rational decision making and the two decision making systems (System 1 and system 2) that are at the base of the attitudes and responses of the buying personas, with which your salespeople must engage.
A brief introduction to the three universal stages of rapport building (inspired by evolutionary biology) and how to take the first steps towards turning a prospect into a qualified lead – remotely (even before meeting them, in person, for the first time).
A decision making framework that is meant to help you generate an overall higher value from your pipeline of opportunities, by better evaluating each opportunity (and it’s opportunity-cost) relative to other opportunities in the pipeline.
An expansion on System 1 and an introduction to the concepts of the mental shortcuts that drive the non-rational decision making processes at the base of the attitudes and responses of the buying personas, with which you will engage. This video serves as the baseline for the next seven short training videos.
People tend to relate more to, and agree with, those who look and sound like them. This video will demonstrate how to build rapport, handle objections and defuse escalations by reflecting clients’ claims and concerns back to them – verbally and non-verbally – without necessarily agreeing with them or taking responsibility for claims they make that are inaccurate or unfounded.
How to leverage the power of semantics and specific grammatic structures to improve our positioning in given situations, handle objections and defuse escalations.
People tend to listen more to, and agree more with, those they identify as experts. This video will demonstrate how to improve their positive impression of our subject matter expertise in fields we are discussing with them and elevate their overall confidence in what we are presenting.
People tend to be more impressed by messages that are supported by what is perceived as empirically supported, data driven, messages. This video will demonstrate how you can leverage the data and evidence your company has gathered in support of your offering’s promises.
People tend to be more persuaded when multiple examples are easily retrieved and presented at a rapid pace in response to their questions, objections and challenging statements. This video will demonstrate how to most effectively use the data and evidence your company has gathered in support of your offering’s promises. This method can be especially effective when negotiating enterprise deals (AKA portfolio based deals).
Fear of loss (AKA “Loss aversion”) has been demonstrated as being a stronger influence on decision making and driver of behavior, than the love of gain and profit. This video will demonstrate how you can leverage this non-rational human predisposition in ways that steer your clients in your direction (and away from your competitors). This method can be especially effective when negotiating contract renewals.
Fear of loss (AKA “Loss aversion”) has been demonstrated as being a stronger influence on decision making and driver of behavior, than a person’s love for gain and profit.
This video will demonstrate how you can leverage this non-rational human predisposition in ways that steer your clients in your direction (and away from your competitors). This method can be especially effective when negotiating contract renewals.
In psychology and behavioral economics, the endowment effect is the finding that people are more likely to retain an object they own than acquire that same object when they do not own it. This video will demonstrate how you can establish a sense of ownership by your clients over gains and/or key positive messages that support your offerings over those of your competitors. This method can be especially effective when negotiating contract renewals.
Leave your details below. Choose your most wanted videos and a Vayomar representative will contact you, ASAP.
Since 2003, we’ve been helping organizations keep up with the fast pace of the digital revolution. We share our knowledge, experience, and expertise with our clients, global companies – start-ups and corporations – to ensure you drive your business forward.
100,000 Teaching Hours, 75,000 Managers Trained, 5,000 Hours of Simulations, 2,700+ Trained Salespeople, 200 Syllabus Hours, 24 Countries
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