Third Level Selling

1. An Introduction to Third Level Selling

You cannot advance in your career unless you can acquire, retain and expand client relationships. That's selling.

2. What is Value? (Part 1)

The essence of selling is communicating value. If you don’t know what value is, you can’t sell effectively. In this video, we define value.

3. Deliberate Practice – Theory to Mastery

Our objective in this program is not just to transfer theory, but convert theory into skill mastery. With each of the major teaching points I’m going to...

4. Invisible v. Visible Markets

You value proposition and your approach will change depending on the market in which you are active.

5. “Airbags” Why You Are Being Commoditized.

Your clients tell me that, “everybody is saying the same thing.” If they cannot see why your are better, you will be forced to compete on price, fees...

6. Accelerate Your Preference Value Proposition With Difference, Preference and Proof

Here are the three questions you must answer to accelerate your message and to create a Preference Value Proposition so that...

7. The Decision Funnel – How and Why Clients Choose Among Competitors

There is a clear pattern as to how and why clients choose one provider over another. The more you understand that, the more likely you can align and win.

8. Navigating the Decision Funnel (Phase 1)

The Decision Funnel is that map you need to navigate to get invited, make the short list and be chosen from the shortlisted providers.

9. Navigating the Decision Funnel (Phase 2)

Your pitch or capabilities get you invited, but in order to make the short list you must be able to position against competitors.

10. Navigating the Decision Funnel (Phase 3) – Third Level Selling

Once you reach the short list, everyone is well qualified. The best way to win is to find and align to the five Client Differentiators.

11. A Tale of Three Landscape Architects

This simple "Tale of Three Landscape Architects" communicates the essence of Third Level Selling.

12. Accelerating Personal Relationships (Part 1)

The first biggest driver of choice is the personal relationship. But you feel you already know that! And you feel you already are good at building...

13. Accelerating Personal Relationships (Part 2)

Here are four simple questions that are not offensive, take only 10 seconds to ask and 80% of the time will accelerate you prospective...

14. Accelerating Personal Relationships (Part 3)

From theory to practice to outcomes. Create your own method for finding common ground with clients.

15. Accelerating Professional Relationships (Part 1)

All of us would like to be Strategic Partners with clients, unfortunately only 5% to 10% of service providers ever achieve that status in the eyes...

16. Accelerating Professional Relationships (Part 2)

In this section we show you how to have a Strategic (Value) Conversation with your clients.

17. Accelerating Professional Relationships (Part 3)

What are the outcomes and indications that you have achieved Strategic Partner status with this client?

18. Momentum Recommendations

Why do projects frequently lose momentum. It’s usually because your failed to convert value into momentum. In this segment we show you how keep things moving.

19. Project/Situation Difference

Service providers like to segment their markets. Third Level Selling providers de-segment each client and project to build preference and partnership.

20. Preference Value – Aligning with the Client’s Preferences

Each individual decision maker and influencer brings their own criteria to the provider choice based on these four areas of concern.

21. Find and Align to the Decision Process

Complex decisions have multiple decision makers and influencers. That means that there are not just five Client Differentiators now there are five differentiators for each...

22. Keep Score – Keep Improving

As the engineers say, “You can’t fix it if you can’t measure it.” In this video we outline how to keep your own score to keep improving.

23. Third Level Presentations & Proposals

In this video we show you how to migrate your traditional vendor-centric presentation to a client-centric presentation.

24. Third Level Service Excellence: Delighting Current Clients

If you keep the clients you have, you may never have to sell again. See how the Third Level Selling principles apply to client retention and expansion.

25. Third Level Attitude – Conclusion

In the end, all of the Third Level Selling outcomes are driven by a client-centric attitude; "I want to help my clients win."