Certified MasterStream® Trainer, The MasterStream® Method, Tension-Based Selling Techniques, Certification Program Briefing
Overview —
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.

— Audience —

“Change is the central activity of the human experience.

It is the heart of everyrelationship and the purpose of every job.”

T. Falcon Napier

Deliverables —

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:

    • Goals
    • Strategy
    • 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