Frequently Asked Questions
Who is the Academy for?
Anyone interested in unconventional, better ways to start and forward discussions with people—using curiosity and change facilitation.
We help sales reps, marketers, recruiters, financial advisors, job seekers and small business owners. Anyone who needs to start a discussion using email, LinkedIn or voicemail.
- dislike the messages you're sending
- believe there should be a better way to start conversations
- need to overcome the active disinterest of others
- want to earn respect by presenting as an equal
... we can help.
If you feel like selling isn't fun—or are new to sales—we can help.
Academy students are open minded, want learn and value experimentation, practicing. We're life-long learners.
What makes the Spark Sellingtm technique different?
We believe in helping people persuade themselves—rather than trying to persuade.
Spark Sellingtm is a community-based practice, not a "program."
In the past, you were forced to choose which sales guru to follow.
Now you have a choice. We are an international community of researchers and practitioners. We don’t tell you “do this because it worked for me back when I used to sell.”
We suggest, “Try this tactic. Because it is working, currently, for sellers in your industry.”
Spark Selling methodology places communication technique at the root of success in sales. What drives sales productivity? What drives sellers to produce new customers at highest levels?
Having a communication edge. Better skills.
Do you offer a guarantee?
No. Our Academy does not offer money-back. Because we guarantee the skill.
Most members stay, month-after-month, because they are committed to themselves. Specifically, we are always learning, innovating, improving and maintaining a skill.
Nothing in life is guaranteed. Unless you can control all the variables you cannot guarantee a desired result. It is not possible to control all variables involved in your outreach.
Be wary of any sales trainer or company offering guarantees. Guarantees are a sign of low confidence. Insecurity in one's ability to sell an otherwise strong product.
At first, I wasn’t convinced I would get more value from the paid material than I was getting from your free material. I also thought 'who are these guys and are they legitimate?' You talk about how things change… what is effective at starting conversations for a while eventually stops working. I say to myself, 'They do, but not that fast. Therefore, if I can learn all I can from the free materials, I don’t need to invest.' I followed for about a year, then began to see that things did change, and could change fast.
I hesitated because I still didn’t see the value.
The value really changed when I attended my first workshop and saw the long boring emails change right before my eyes into short, snappy, focused, hard-hitting emails. Today my team is better at prospecting because they are believing in the idea of provocation. One team member is seeing a 30-40% lift in response rates. I'm glad to continue investing in your sales copywriting course and membership.
Skip Freeman, Sr. Recruiter
What is the member Forum about?
The Spark Selling Community has an online Forum... a 24/7 meeting place. It exists to serve members by allowing member-to-member information sharing.
The Forum gives you:
- Critical peer reviews of your outreach messages
- Vetted, effective conversation-starting tactics
- Members only 'Vanishing' Reports on critical topics
... and more!
"Not everyone in the forum contributes. But that's normal. And those who do give and take candid, valuable advice... tips I value and put to immediate use. I really like when another member sees my message differently than I do. The creativity of members is what helps me be the best I can be. "
Founder, Business, Benefits, Inc.
At first I was skeptical. But collaborative interaction with like minded professionals is always going to be the better way to get conversations started with customers. The difference between the Academy and other sales training options is community.
Director of Sales, Event Management Solutions Group
Why would I invest in SILVER or GOLD?
If you need:
- personalized help adapting a curiosity-driven, provocation technique to your situation
- support of others who, like you, demand accountability of themselves
- fresh ideas from like-minded colleagues
SILVER gives you the chance to be coached, one-on-one, by Jeff and colleagues via twice monthly Office Hours workshops. Workshops allow you to swipe tactics from others and include recorded archives. Office Hours workshops are message writing clinics. We diagnose and treat messages -- to spark more curiosity. Each month the two Office Hours workshops are added to a searchable video archive library.
SILVER also includes the Quickstart, Deep Dive and other courses... offering advanced tactics and the ability to keep your saw sharp, form better habits. You'll receive access to a members only discussion Forum, archive of public workshops and proprietary "Vanishing" Reports -- giving you insights sourced from Jeff Molander & our community's experience.
Quarterly Member Huddles: You'll participate in small group 'huddles.' Together, we compare experiences, exchange challenges and invent new ideas. You get real-time feedback, support and ideas -- on any aspect of your conversation-starting challenge.
Annual Meeting: Each January we come together and review "lessons learned" from the prior year. Discover what isn't working anymore -- and what to do instead.
GOLD gives you everything above PLUS guaranteed access to Jeff for up to two situational consultations via email. Bring any messaging challenge to Jeff and he will respond with a recommendation within 48 hours.
How fast can I expect to see results?
Results come in hard and soft form. You'll receive more (email/voicemail) response from prospects and enjoy prospecting more. Typically, diligent students see measurable results in a few weeks.
More importantly, by sticking with this new approach, you will become skilled at re-inventing new communication approaches when old ones stop working. All based on core success principles. This is where people usually have difficulty and fall back on old patterns. Not any more :)
View our customer testimonials as proof of the technique.
What can you tell me that I don't already know?
Remember: 20% of success is making you aware of knowledge. 80% is helping you transform entirely—by customizing know-how to your situation. Success takes practice and reinforcement of new habits.
That said, we can usually tell you:
- What conversation-starting techniques are working for others like you.
- Why the first sentence of your emails may be backfiring.
- When to use unconventional calls-to-action to earn replies.
- Why not talking about your solution even when invited to by customers is best. (and what to do instead)
- How marketing and sales copywriting are different -- and exactly what to do with this knowledge.
- If you are pitching too fast (and a way to sell faster... by slowing down).
- How to leverage existing customers to convince prospects to trust you.
- The embarrassing follow-up mistake which may be sabotaging you.
- Why most of your emails are going to spam -- and how to fix it.
- Why most outreach tactics eventually fail -- and how to adapt (by developing communication skills).
... and more.
May I speak to a few of your customers?
Our Customer's Speak
VIE Healthcare Consulting
Sales & Marketing, ReCart
Our previous reply rate from inbound leads was 4.59%. Now, it's averaging 35%.
That's a 700% increase, and we haven't peaked yet.
Soon we’re implementing phone calls and voicemails to go higher. My goal is 80% open and 50% plus reply rates.
I'm confident we're going to do it.
It all started with your fresh new
methodology, Jeff. Thanks.
Why is this a quarterly membership—rather than a course?
Three reasons. Because:
1) 20% of success is making you aware of knowledge. 80% is helping you transform entirely—by customizing know-how to your situation. Success takes practice and reinforcement of new habits.
2) Effective conversation-starting tactics working today don't last. Thus, we flex. We adapt, reinvent.
3) "Superior communication skills" is not a program. It's a practice; an evolving skill. We are all learners and teachers... constantly iterating new techniques based on guiding principles.
If you have difficulty appreciating the above the Academy is probably not for you.
Being above average at starting conversations with buyers requires "keeping the saw sharp"—over time. Your targets change. So must your communication technique. Example: When one email or calling technique stops working can you switch to a second? Confidently?
Our community helps you switch tactics when it's time. We help each other form better communication habits that feel natural. These skills are based on success principles, allowing for adaptation over time. Today, being at the top-of-your-game means adapting to a changing environment.
Spark Sellingtm is an evolving communication practice, not a program. We keep each other's skills razor sharp.
Bottom line: The Academy is a commitment to continuing excellence.
I have LinkedIn Sales Navigator—why do I need this?
LinkedIn is not in the business of helping you communicate effectively. They're in the business of selling access to a database of prospects. The free courses by LinkedIn—and others on YouTube—are nicely put together. But...
LinkedIn's training shows how to use LinkedIn's tool set—the way LinkedIn wants you to use it. It's like watching a commercial. Of course commercials are free!
Instead, our Academy shows you how to get conversations started with InMails, standard email... and voicemail.
What you take from the Academy is based on the collective experiences of our members. Not "guru" wisdom.
You might ask, "Why should I pay for what is available free on YouTube and Google?" I will tell you: Because what's available on the Internet isn't effective.
Be honest. Will this work for me -- specifically?
Probably. For example, the Spark Selling technique works for Glen and David... two of Jeff's students. Glen sells $2,000 telcom contracts to small businesses like Franks Hot Dogs. David sells $1,000,000 data centers to companies like Google. Both Glen and David apply different versions of Spark Selling methodology to start conversations with very different prospects.
Tried to copy "best practices" in the past... and failed?
The problem is the model you copied wasn’t designed for you. Frankly, it probably wasn’t great to begin with.
The Spark Selling technique works across a wide array of industries for our students. Meet them here.
What is the cost of membership?
Annual options available at a discount.
We also offer workshops featuring intensive, one-on-one coaching.
Are there cheaper & easier alternatives to Spark Selling™?
Like everything in life, there are alternatives. However, cheaper alternatives usually don’t last as long or work as fast. They're not fit for your purpose. Remember, there are no solutions -- only trade offs. Cheaper shoes wear out quicker, cheaper laptops tend break faster and work slower.
What are the benefits of strengthening how I communicate?
Confidence. You'll love prospecting... or loathe it less :) and become confident again.
Because you'll be good at attracting buyers to problem-solving conversations. You'll be using an effective, repeatable, fun communication technique. You'll be good at applying psychological triggers to help qualified customers feel an urge to start and/or continue discussions.
You'll practice a better way to communicate. One that feels more natural than regurgitating marking prose or...
- Persuading, coercing, pushing value or "educating" as a means to persuade
- Faking sincerity to earn trust
- Talking about yourself, pushing others away
Our core success principle is curiosity.
Our premise: Persuasion is dead.
Our answer: Instead, help others to convince themselves using genuine curiosity.
Is my investment prorated if I upgrade my membership?
Initial investments are prorated when upgrading based on your membership period.
Have more questions?
Just ask here or firstname.lastname@example.org
" We reinvented ourselves. "
At first I was skeptical. I’ve hired a lot of consultants. You are the first to grasp my business and target buyer. My team is applying Spark Selling across all areas of customer interaction. Results have been tremendous as we call on Fortune 500 call center executives.
Nick Jiwa, CEO, CUSTOMERSERV USA
Jeff, you were the first willing to invest time... understand our business and engage with my team prior to the live keynote & workshop.
It made our time together highly productive. Your approach is unorthodox, but has already proven to deliver meetings for us.
As my company launches a new offering, we found ourselves stuck for email copy. We knew we had to stand out & create curiosity to get hands raised.
We didn’t want someone to just hand us the fish, but teach us how to fish. Thanks to the Spark principles we know our nets will be filled on a consistent basis.