What is The Iceberg Sales Model™?

Understanding your sales professionals and what motivates them to engage in the process of selling is a complicated endeavor. Imagine an iceberg. Above the water line you can see all the behaviors that lead to a sale; prospecting, cold calling, follow through and documenting. In fact, all of the activities that make up the sales reps process toward quota attainment are above the water line. Surface behavior like closing skills and product knowledge are only part of the capabilities that determine success in sales.

The Iceberg Model goes below the surface of a sales professionals activity to evaluate and hone the internal motivations that drive behavior. Standard sales training models focus on the most visible, conscious elements like surface skills and activity levels. That’s why traditional sales training simply doesn’t stick.

With the Iceberg Sales Model we tackle the underlying reasons for behavior: state of mind, convictions, values, mission and self-esteem, so the external manifestations of these strongly held belief systems will improve, leading to more effective activities – and an increase in closed deals. Everything that is not visible makes all the difference in selling. With the Iceberg Sales Model we will help you make small incremental changes underneath the surface to have big, positive outcomes above the water line.

DAY ONE:

 

Module One: Are You Aligned with What You Are Doing?

Learn how to align your mission as a salesperson with your self-image and your values, before you start selling. In this module you will be able to identify your values and beliefs about sales to be able to adjust what you do and what you say when selling – your sales behavior.

Module Two: Learn How Clients Make Decisions

In this module you will learn different ways in which your clients make decisions. We will also teach you how to work on your sensory sharpness as a critical piece of your sales career.

Module Three: Uncover Your Client’s Buying Habits

Your clients have different buying habits and in this module we will teach you how to uncover them with ease. You will learn how to present information to your clients in the style and sequence that is aligned with their buying habits.

Module Four: Engage Your Clients

By following the “Pull, don’t Push™” principle, you will learn to create questions to uncover the types of information you need to gather to be able to influence your clients. We also teach you how to develop insights into where next for the client.

DAY TWO:

 

Module Five: Discover Client’s Buying Criteria

It is time to stop using Features and Benefits. In this module we will teach you what questions to ask to elicit clients’ co-operation and how to discover what is truly important to them. Learn how to attach your prospect’s buying criteria to your product or service.

Module Six: Enhance Motivation for Change and Lower Barriers to Action

Learn how to recognize readiness to move into action. We teach you how to lower barriers to action and how to insert enabling opinions and ideas to move your clients to act.

Module Seven: Remove Resistance and Turn Objections Into Approval

Learn techniques on how to avoid the confrontation with your clients and make them feel you are on their side. In this module, you will learn how to re-frame a negative objection into a positive benefit for the product or service you are selling.

Module Eight: Make the Deal Stick

Strengthen your relationship with the client. We’ll teach you how to prevent buyer’s remorse and keep your clients loyal.

Who Should Attend?

The Iceberg Sales Model™ is for all sales professionals around the world. We cater to all levels of sales profession — whether you’re a senior executive, sales manager or just starting out in your sales career.

Participants range from a variety of different fields and industries including:

  • technology
  • financial services
  • manufacturing
  • not-for-profit
  • engineering
  • telecommunication
  • software

If your goal is to:

  • connect with your prospects instantly and engage into a dialogue
  • truly understand their behaviour at the meeting
  • uncover the client’s motivation
  • find their buying criteria and hot buttons
  • collaborate with them to find the best solution
  • prevent buyer’s remorse and keep your clients loyal

…then you need to learn more about the Iceberg Sales Model!

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The Founder


Our CEO Alen Mayer is a true pioneer in the sales industry. He was the first one to write a book on Trigger Events in 2007, and since then there were dozens of other authors who helped shape the new sub-genre of sales training.

Alen leads our sales workshops and in-house training programs. He lives, eats and breathes sales and combines over 25 years of experience in international sales and business development with a rational no-nonsense practical approach to selling.

Alen is one of the most influential people in sales today; for his contribution to the sales industry, he was voted #2 on the list of Top 50 Most Influential People in Sales Lead Management; he was also voted as one of the Top 25 Sales Influencers.

He is published author of 7 sales titles and numerous audio CDs including “The Missing Piece to Sales Success”, “Trigger Events” and “Selling For Introverts”.

Download Top 10 Reasons Why Iceberg

Learn why the Iceberg Sales Model™ fits your business.

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In-House Sales Training

Customized Iceberg training delivered on-site exclusively for your sales team.

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