Home Programs

Selling Through Curiosity™

Download What You'll LearnSelling Through Curiosity™ is an instructor-led virtual workshop that has been delivered by Barry Rhein & Associates to tens of thousands of people from numerous companies worldwide. The program, which is intended for salespeople and other customer-facing individuals, is delivered over four half-days and teaches simple, easy-to-use selling techniques that are agnostic to all methodologies. During the program, participants will practice (and then practice again) these techniques in a fun and engaging way. For over 27 years, the program has asked participants, "How do your skill sets compare to those of the world's most successful salespeople?" and closed skill gaps by teaching:


A Customized Prospecting System - An effortless approach

What if you had a prospecting template that was customized to your product or service and that would put you in the top 10% of all sales experts? Imagine having a new set of skills, you could use with both prospects and existing customers not only to get appointments consistently and easily, but also to position you as a leading expert right out of the gate. With our system you will learn . . .
  • How to greatly increase the number of appointments you set with qualified and eager prospects while actually reducing the amount of time you spend prospecting.
  • How to turn your current prospecting model into a full—and almost automatic—New Business Development campaign.
  • How to elegantly work with and talk to gatekeepers so that they actually become allies in your sales process.

  • Mastering Information Gathering - Secrets that most salespeople never learn

    What if you had a complete Discovery Process Template that told you, step-by-step, how to ask the right questions to understand and capture what’s truly important to your prospect and consistently win the sale? Imagine having complete confidence in your ability to understand your customer’s world better than any of your competitors—and almost better than they understand it themselves. With our system, you will learn how to consistently. . .
  • Determine whether an account is your ideal customer or is simply going to be a waste of your precious time and energy.
  • Ask the right questions—customized for your product or service—to accurately, quickly, and completely qualify any prospect.
  • Capture your customer’s true needs and their definition of value to precisely match your solution to what they ideally would like to buy.
  • Uncover a prospect’s complete decision-making process right from the start so you know exactly what you need to do each step of the way to win their business.
  • Use the Discovery Process Template to control your sales cycle, eliminate unwanted surprises, and dramatically reduce your time to close every opportunity.

  • Creating Customized Value - Becoming your customer's ideal solution every time

    What if there was a simple formula that would allow you to use your customer’s own words, examples, and stories to convince them that yours is the perfect solution for them every time? Imagine becoming confident and comfortable with a repeatable process that would customize your solution and create so much value in your customer’s mind that they would want to work with you no matter what the price. With our system, you’ll learn how to . . .
  • Use your customer’s definition of value to customize presentations, demonstrations, and proposals—so they believe that the only right decision is to buy from you.
  • Use customized value to get your prospect to believe without a shadow of a doubt that your solution is what they are ideally looking for—and to make their need for the lowest price practically disappear.
  • Make your presentations interactive so that you always get accurate feedback from your customer each step of the way and know where you stand in terms of winning their business.
  • Make your presentations so profoundly powerful that your customers realize you understand their needs more than any of your competitors.
  • Link customized value to pricing in a way that your customer is able to justify paying more.
  • Use customized value to lead and control your sales process.

  • Objection Handling, Negotiating, and Closing - Becoming comfortable and confident in closing all the business

    What if you knew lots of different ways to ask all the “hard” closing questions—and you were able to learn exactly what needed to happen to win your customer’s business each and every time? Imagine having mastered new objection handling and closing techniques so thoroughly that you become 100% confident throughout the objection handling and closing process. With our system, you’ll learn how to . . .
  • Become confident while asking the “hard” closing and objection handling questions.
  • Use your customer’s description of value to overcome objections and eliminate the need for discounting.
  • Adopt the tactics and mindset used by the world’s most successful salespeople to negotiate, and close deals so that you come out on top every time.
  • Become comfortable dealing with pricing-related issues.
  • Work with your customer so that they feel respected and well taken care of throughout the entire negotiation process.

  • Relationship Building - The fastest way to differentiate yourself from the competition

    What if you could—in days or weeks—build high quality relationships with your customers that would normally take months or even years? What if adding a few small actions to your sales process could shorten your selling cycle by days or months? Imagine knowing something your competitors don’t know that would cause your customers to like, trust, and want to do business with you and only you, right out of the gate. With our system, you’ll learn how to . . .
  • Use a Relationship Building Process to shorten the time it takes to get your customers to like, trust, and open up to you in a profound way.
  • Quickly demonstrate to your customer the true differentiation between you and your competition.
  • Use a Relationship Building Process to learn—from your customer—how to speed up the selling process and ensure that you’ll win their business.
  • Take the “people buy from people” concept to a whole new level in a few short minutes regardless of your average sales price.
  • As a Selling Through Curiosity™ virtual seminar participant, you can expect to receive benefits greatly exceeding those gained from on-site programs offered by other companies, and do so without the travel time and costs. Additionally, the Selling Through Curiosity™ program is intentionally delivered in half-day sessions to provide the added benefit of allocating time each day to practice techniques learned in class with real customers.

    To learn more about the Selling Through Curiosity™ program or register for an upcoming session, please contact us directly.

     

    Managing Through Curiosity™

    Managing Through Curiosity™ is an instructor-led virtual workshop intended for managers of teams that have completed the Selling Through Curiosity™ program.  Managing Through Curiosity's™ purpose is to accelerate adoption, develop great coaching skills, and ensure the success of the Selling Through Curiosity™ curriculum.

    Read more: Managing Through Curiosity™

     

    Virtual Selling Through Curiosity™: The Executive Experience

    Selling Through Curiosity™ is a results-based sales skills program. Our belief is that obtaining short-term and long-term behavioral change requires a transformation of skill sets along with continued practice to ensure a level of execution that is consistent and repeatable. True change requires both belief and behavior adaptation.

    Read more: Virtual Selling Through Curiosity™: The Executive Experience

     

    Interviewing Through Curiosity™

    How can you hire the best candidate for any position in the fastest time? Interviewing Through Curiosity™ is a systematic approach to ensure that result.  In interviews, the candidates are selling themselves - putting themselves forward in the very best light. How does the interviewer see through this self-promotion to the core essential qualities of each candidate? Traditional interviewing instructional programs focus on questioning the candidates about their behavior in certain circumstances and situations. In Interviewing Through Curiosity™, our goal is to give you a set of interviewing skills and strategies that allow you to dig deeper, to uncover the core beliefs, thinking, and conclusions that lie at the bedrock of the candidate's personality. This will give you a better understanding of their past behaviors and how they will behave moving forward. These skills greatly increase the likelihood of hiring the right candidate every time.

    In this program, you will learn:

    • How to peel away surface layers using focused questioning to get to the beliefs that underlie the candidate’s behaviors and choices, in order to discover if these are in alignment with what you want in a candidate.
    • How to reduce the time it takes to discover if a candidate is a good fit for your position.
    • How to create an interview structure and shared language and skill set so that all members of an interviewing team can effectively collaborate.
    • How to quickly pierce through self-embellishing to see the true qualities of the candidate.
    • How to improve interviewers' confidence in their ability to get the best result.
    To learn more about the Interviewing Through Curiosity™ program or register for an upcoming session, please contact us directly.
       
    Copyright © 2009.  Barry Rhein & Associates.  All Rights Reserved.