Your Path to Sales Success
Feb 13 – Mar 20, 2025 1:00 – 3:00pm (skipping Mar 13)
Seats are limited to ensure personalized coaching. Secure your spot today!
$297+HST (for ALL 6 Sessions)
($50 per session for 2 hours of programming)
Dates & Times
[Next Cohort Starts: February 13th 1:00pm]
Feb 13
1:00pm
Feb 20
1:00pm
Feb 27
1:00pm
Mar 6
1:00pm
Mar 20
1:00pm
Mar 27
1:00pm
SALES MASTERY with Maggie Perotin, Stairway to Leadership and the Business Advisory Centre Durham (BACD)
6-Week Coaching Program | Weekly 2-Hour Sessions
Are you ready to transform your sales game and achieve authentic, sustainable success? The Sales Blueprint is a hands-on practical knowledge development and coaching program designed to equip you with the tools, mindset, and strategies to sell confidently—without compromising your values.
Whether you’re a seasoned entrepreneur or just starting out, this program will help you master the art of authentic selling while staying true to your personal and business mission.
Why Join The Sales Blueprint?
- Confidence You Can Count On: Build the mindset and presence to sell authentically and effectively.
- Actionable Strategies: Learn practical real-world sales techniques tailored to your business that you can implement straight away.
- Hands-On Coaching: Get personalized guidance on your own business in interactive sessions.
- Sales Made Simple: Learn frameworks and tools to streamline your process and build a repeatable sales strategy.
Program Features
- Weekly 2-hour sessions: 1 hour of expert-led learning + 1 hour of coaching and interaction.
- Workbooks and resources for every session.
- Templates for sales conversations, objections, and more.
- Weekly accountability check-ins to keep you on track.
This program is ideal for:
- Entrepreneurs ready to elevate their sales game
- For those who want sustainable revenues.
- Small business owners looking for authentic, client-centered sales techniques.
- Professionals seeking to align sales strategies with their values.
What You'll Learn:
Sales success starts from the inside out. In Week 1, we dive deep into the mindset and foundational principles that underpin every successful sales strategy. This session is designed to help you understand not only the mechanics of selling but also how to align your approach with who you are and what your business stands for.
Understand sales psychology and authentic selling.
- Discover what drives people to buy and how emotions play a pivotal role in decision-making.
- Learn to approach sales authentically by focusing on building trust and creating value rather than using high-pressure tactics.
- Understand how your mindset influences your ability to connect with potential clients and inspire action.
Overcome limiting beliefs and build unshakable confidence.
- Identify common misconceptions and fears about sales (e.g., “I don’t want to be pushy,” or “I’m not a natural salesperson”).
- Develop practical strategies to shift from a fear-based to a confidence-driven sales mindset.
- Explore tools to replace self-doubt with self-belief, empowering you to step into sales conversations with ease.
Building Unshakable Confidence and Professional Presence
- Craft a personal sales story that highlights your unique value and builds rapport with your audience.
- Practice speaking with confidence and authority, whether in a one-on-one meeting or a group presentation.
- Discover techniques to manage nerves and present yourself as a trustworthy, knowledgeable professional.
Aligning Sales Strategies with Your Values, Mission, and Vision
- Reflect on what matters most to you and your business, ensuring your sales strategies reflect those priorities.
- Create a framework for aligning your offers and messaging with the impact you want to create in the world.
- Establish a personal sales philosophy that helps you stay motivated and connected to your “why.”
Interactive Coaching
In the second hour, you’ll apply what you’ve learned through hands-on exercises and collaborative activities:
Group Discussion:
- Share common sales challenges and explore solutions with peers.
- Discuss strategies for reframing sales as an opportunity to serve and support clients.
- Craft and refine a story that communicates your authenticity, passion, and expertise.
Marketing and sales go hand in hand, but too often they’re treated as separate functions. In Week 2, you’ll learn how to integrate your sales messaging into every aspect of your marketing strategy. This approach not only creates alignment but also builds trust and motivates action from your audience.
Integrating Sales Messaging Into Your Marketing
- Understand the connection between marketing content and the sales process.
- Learn how to craft marketing messages that naturally guide potential clients toward a purchase decision.
- Develop a consistent voice and tone that reflects your brand and aligns with your sales goals.
Creating Trust Through Educational and Value-Driven Content
- Shift from “selling” to “helping” by creating content that addresses your audience’s pain points and questions.
- Understand how educational content (e.g., blogs, videos, guides) positions you as an authority in your industry.
- Use storytelling to connect emotionally with your audience and inspire trust in your expertise.
Communicating Your Value Proposition Effectively
- Refine your value proposition so it’s clear, compelling, and focused on the benefits your clients care about most.
- Learn how to incorporate your unique selling points into marketing materials without sounding overly promotional.
- Explore ways to adapt your value proposition across different platforms (e.g., social media, website, email).
Interactive Coaching
Group Discussion:
- Share your current website, social media posts, or brochures with the group and receive constructive feedback.
- Brainstorm fresh, sales-driven content ideas.
- Start mapping out marketing content that aligns with your sales strategy, including topics, formats, and distribution channels.
Identify Your Ideal Clients:
- Define your ideal client profile based on demographic, psychographic, and behavioral characteristics.
- Uncover what motivates your target audience to take action, including their pain points, needs, and aspirations.
- Segment your audience into actionable groups to tailor your sales approach effectively.
Build a Powerful Prospecting Strategy:
- Explore prospecting techniques, including leveraging social media, networking, referrals, and email campaigns.
- Use tools like CRM systems, LinkedIn, and prospecting software to streamline your efforts.
- Learn how to approach prospects with authenticity, establishing trust and credibility from the outset.
Develop Lead Qualification Tools to Focus on the Right Opportunities:
- Understand the difference between qualified and unqualified leads and why it matters.
- Create a clear qualification process using criteria like budget, decision-making authority, needs, and timing (BANT framework or similar).
- Develop a lead scoring system to prioritize high-potential clients and optimize your pipeline management.
Interactive Coaching
Group Discussion:
- Practice prospecting and initial client interactions in a safe, supportive environment. Get real-time feedback on your approach and refine your delivery.
- Share your prospecting strategies and qualification criteria with the group to receive constructive input and fresh perspectives.
Mastering One-on-One Sales Conversations:
- Build rapport and establish trust quickly by using active listening and empathy.
- Learn the key components of a successful sales conversation, from opening to closing.
- Use consultative selling techniques to uncover client needs and position your solution as the perfect fit.
Engaging Group Sales Presentations:
- Structure a compelling group sales presentation that keeps your audience engaged.
- Tailor your message to address the diverse needs of a group while maintaining focus on your key offer.
- Handle group dynamics confidently, ensuring you address objections and questions without losing momentum.
Closing Deals with Confidence and Structure:
- Master closing techniques like the assumptive close, urgency-driven close, and value recap.
- Learn to identify buying signals and guide prospects smoothly toward making a decision.
- Address last-minute hesitations with ease, ensuring both you and the client feel good about the agreement.
Interactive Coaching
Group Discussion:
- Bring your current sales pitch for a one-on-one or group setting. Get constructive feedback to refine and strengthen it.
- Practice real-world sales scenarios, including initial discovery calls, client objections, and closing conversations.
Objections are a natural part of the sales process, and how you handle them can make or break a deal. In Week 5, you’ll develop the confidence and strategies to address objections effectively and turn hesitation into agreement. You’ll also master negotiation techniques that ensure both you and your client feel like winners, fostering long-term trust and partnerships.
Navigate Objections With Ease and Confidence:
- Understand the psychology behind objections—why they arise and what they really mean.
- Learn a proven framework for addressing objections, focusing on empathy, clarity, and resolution.
- Discover how to preempt objections by proactively addressing potential concerns in your sales conversations.
- Practice responding to common objections like “It’s too expensive,” “I need more time,” or “I’m not sure it’s right for me.”
Apply Win-Win Negotiation Techniques:
- Shift from a confrontational mindset to a collaborative approach in negotiations.
- Master key negotiation principles such as finding common ground, prioritizing value over price, and creating options for mutual benefit.
- Learn how to protect your bottom line without compromising on client satisfaction.
- Develop strategies to handle high-pressure negotiation tactics with grace and confidence.
Interactive Coaching
- Objection Role-Plays: Act out real-world scenarios where you face tough objections, and practice delivering clear, persuasive responses in a safe environment.
- Group Problem-Solving: Collaborate with peers to brainstorm creative solutions for challenging objections and negotiation roadblocks.
- Real-Life Negotiation Scenarios: Practice negotiation techniques through mock scenarios that mimic actual client interactions, gaining immediate feedback to fine-tune your approach.
In the final week of the program, everything you’ve learned comes together. Week 6 focuses on creating a comprehensive sales strategy tailored to your business goals. By building a 90-day action plan and exploring tools to streamline your sales processes, you’ll leave equipped with a clear path forward and the confidence to implement it.
Build a 90-Day Action Plan for Sales Growth:
- Break down your long-term sales goals into actionable, short-term objectives.
- Identify key activities that will drive growth, such as prospecting, nurturing leads, and closing deals.
- Set measurable milestones and performance indicators to track your progress.
- Learn time management techniques to prioritize high-impact sales activities and avoid burnout.
Streamline Sales Processes With Tools and Systems:
- Discover tech tools and platforms to automate repetitive tasks like follow-ups, lead tracking, and data analysis.
- Explore CRM systems to manage your pipeline, maintain client relationships, and improve efficiency.
- Learn how to integrate AI and analytics to gain insights into customer behavior and predict trends.
- Simplify workflows to free up more time for strategic selling and relationship-building.
Retain Clients and Maximize Lifetime Value:
- Develop strategies for client retention, including personalized follow-ups, value-added communication, and loyalty programs.
- Learn upselling and cross-selling techniques to increase revenue from existing clients.
- Understand how to use feedback and relationship-building to create raving fans and long-term partnerships.
Interactive Coaching
- Hands-On Strategy Planning: Work directly on your 90-day sales plan with step-by-step guidance from the coach.
- Tool Demonstrations: Explore key sales tools in a live demo setting, learning how to integrate them into your workflow.
- Program Wrap-Up and Next Steps: Reflect on your progress, celebrate wins, and discuss how to maintain momentum beyond the program.
By the end of Week 6, you’ll walk away with a complete, personalized sales strategy that covers everything from lead generation to client retention. With your 90-day action plan in hand and streamlined tools at your disposal, you’ll be ready to implement what you’ve learned, track your progress, and achieve your sales goals with confidence.
Join the Sales Blueprint – Your Path to Sales Success and build the skills, confidence, and strategies you need to thrive.
Have any questions? Contact us at bacd@durham.ca
