Training for Professionals
Certified MasterStream® Trainer
The MasterStream® Method
Tension-Based Selling Techniques
Certification Program Briefing
Every day, sales representatives in every industry all around the world lose business they could have closed … and their problem isn’t what they think it is. They aren’t paying attention to the most critical factor in selling … the crucial ingredient that determines what their prospects will buy … and when they’ll take action. They don’t know what it is … and even if they did, they wouldn’t know what to do about it.
MasterStream® explains it all.
The MasterStream® Method certification program presents the key concepts of Tension Management® and provides the participating trainers with numerous insights, tools and techniques for more powerfully influencing others for them to share with their students.
This program is intended for trainers of novice to veteran sales professionals, particularly those migrating from a “relationship-oriented” to “issue-driven, value-focused” sales approach.
As a result of completing this program, trainers will be able to help their students:
- Understand the key role that productive tension plays in a sales situation.
- Identify the level of productive tension a prospect is experiencing.
- Manage a prospect’s level of productive tension.
- Profile their prospect bases using productive tension as the key element.
- Create and deliver a strong opening statement that targets a prospect’s source of tension.
- Formulate and pose a line of questioning that stimulates productive tension while revealing important information.
- Develop and streamline a solutions presentation that optimizes productive tension.
- Secure an objection-free commitment.
- Protect the business they have built from deal-stealers
Program Outline —
The program includes a balance of lecture and exercises and gives each of the trainers ample opportunity to practice the skills and demonstrate their readiness to train the material.
DAY 1 — 9AM to 5PM
The Nature of Change — This section introduces trainers to the fundamental principles of the MasterStream Method.
The MasterStream® Strategic Framework — This section presents our visual model for monitoring and maintaining the ideal conditions for a successful sale.
The MasterStream® Approach — This section explores all of the ways in which MasterStream’s fundamental principles apply and impact each of the 5 standard phases of the sales approach. For each Phase, we will cover:
- General Guidelines
- Common Errors.
DAY 2 — 9AM to 5PM
Introduction to the MasterStream® Protocol — This section introduces participants to the step-by-step process which ensures the highest probability of a successful sale — and focuses on mission-critical skills for each phase of the approach:
Phase 1: Connecting — How to develop a strong opening statement.
Phase 2: Analyzing — Questioning techniques that not only secure important information from the prospect, but increase their sense of urgency in the process.
Phase 3: Solving — Presentation skills which maintain a prospect’s level of interest and compels them to take action.
Phase 4: Committing — An effective way to summarize the discussion and help prospects close themselves.
Phase 5: Relieving — How to safeguard the sale.
DAY 3 — 9AM to 5PM
Application of the MasterStream® Method — This section provides trainers with specific diagnostic tools, exercises, drills, rehearsals and role plays that they can use with their students in a variety of sales situations, including:
- Telephone Calls
- Face-to-Face Meetings
- Selling to a Group
- Written Communication
- Objection Handling
- Referral Gathering
If you have any questions, please contact us at 215-968-2483.