The Situation

We’re always selling.

We claim that selling is a fundamental human activity that goes well beyond the mere offer of products and services to external customers. Job seekers sell future possibilities to prospective employers; employees sell their annual performance ratings to bosses; bosses sell their leadership to subordinates; engineers sell their design solutions to peers; lawyers sell arguments to judges and juries; accountants sell tax strategies to clients. Parents even sell the importance of eating broccoli to their children. Selling is part of the human condition. With that in mind, we have created an uncommon, scientifically proven framework that enables participants to design and craft authentic, ethical, powerful narratives that sell. (For more about this framework: https://xtramile.biz/about).

Intended Outcome

Increased probability your offers to both internal colleagues and external customers will be accepted.

We have used this framework in, what is arguably, one of the most arm’s length industries – government sales – to achieve an 82% win rate where 30 – 35% is the norm.

Overview of the Training Modules

- Exploring five fundamental “Speech Acts” required for every business transaction.

- Understanding the four attributes of Trustworthiness.

- Designing your offers for each of four customer behavioral types.

- Applying the Principle of Marginal Utility to craft more highly-valued offers.