90 minutes sharing the enterprise sales system that I've spent 30 years building, taught to a room of Asheville business owners. Bring one deal you lost & you'll leave knowing exactly what killed it.
Every sales conversation you have right now is a fresh improvisation, and you find out how it went too late on the drive home. Here's what changes when you're running a proven system, instead.
All of it rests on buyer psychology, which is the part almost nobody bothers with. Without it you're left guessing, and you've been guessing well enough to get this far, which is exactly why it's worth 90 minutes to do it better.
This is the system for the hardest version of sales. Six figures on the line, four people at the table, one of them you've never even met, a procurement department, legal review, and a cycle measured in quarters.
Sure, selling at that level is the same handful of moves as any other sale, but it's running under massive pressure. More weight, more people, more expectations, longer memory, and zero room to wing it. You do it right or it doesn't work.
This is the exact same body of work that companies like BP, State Farm, Discovery and United Airlines bring me in to deliver to their people, and they pay a great deal more than you will.
Once you can run this system, a proposal to one owner who already likes you stops being something you dread and starts being "just another Tuesday."
You're getting the beefy version. That's deliberate. Everything else is downhill from there.
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There's no paid ticket. The constraint here is the number of chairs rather than money, and I'd like to have the right 35 people in the room than the 35 who happened to have a card handy.
So you request a seat & I approve it. That takes me a day at most. It exists because a room of owners talking about deals they lost only works if everybody in it is actually an owner, and because the last stretch is people putting their real situation on the table in front of each other.
When the 35 are gone they're gone. No overflow room, no standing at the back, and I'd rather tell you that now than at the door. After that it's the waiting list, which is also where the next date gets announced first.
Nope. We'll spend two minutes at the end on the ways people work with me afterward, because somebody always asks and it's quicker to say it once to everybody. But the other eighty-eight minutes are dedicated to the real work. Plenty of people will take it, use it, and never hire me, and that's ok.
As more and more of our online world gets eaten by AI it's harder to know what's real, what's fake, and what's the product of a self-proclaimed expert with better ideas than experience. That's why I am 1000% convinced that in-person events are going to be even more important because you can't fake that shit when you're in the room together. Also, this is worth showing up for. It shouldn't be competing with 47 other tabs, YouTube on in the background with Netflix playing on the TV. (I'm not the only one who does that, right?) So, I want to share this stuff with real people who are really in the room where we can have fun being human.
Then you're exactly who this is for. It assumes you're good at what you do and that what you sell actually helps people, and nothing in it asks you to become someone else. Most of the dread around selling comes from thinking the job is to convince somebody against their will, and the relief is finding out that was never the job.
It's the opposite! The enterprise version is the fully built one, so learning it there means everything you actually sell is an easier job. But if you ever get a whale on the line, you'll know exactly what to do about it! Nobody in the room needs a procurement department.
I record for my own notes. Nothing goes out the door, though. The most useful part is when we are in the room together. NOT reviewing the tape later.
A pen, and one deal you lost in the last year that you think you should have won. You'll use it.
Mainly this is my litmus test for Asheville. I always fly out to big cities to do my work, but I have a sneaking suspicion there's a lot of business owners around town who want to do things right. If that's true then, sure, I'll charge more for future workshops. For this one, though, let's meet each other halfway. You show up. I'll deliver the goods. We have a great time.
Tell me at least a day before and I'll give your seat to somebody on the waiting list, and you go to the front of the queue for the next one. Telling me is the whole favor here, because a no-show is a person who could have been there but can't.
Story Parlor, Asheville. September 10, 1:00pm. Hard stop as I'm going to go pick up my munchkins from school.