SALES

Our proven programs and processes for your sales teams will give them the core skills and techniques to better understand and influence customer decisions and give them the confidence to close more business.  These programs include:

Sales Prospecting

  • Provides tools to make better “Go-No/Go” decisions about prospects earlier in the overall sales process avoiding costly customer contact efforts with prospects that are not a “good fit”.
  • Develop concise, compelling and specific opening statements, voice mails and emails designed to get meetings.
  • Gain credibility immediately by exhibiting knowledge of customer business issues.
  • Link business issues to problems the seller’s company can solve.

Value Based Selling

  • Plan effective sales calls to shorten the sales cycle.
  • Quickly establish trust with any person in the buying process and gain that person’s willing cooperation in sharing information.
  • Be able to gain an in-depth agreement with the buyer about the real nature and scope of the problem to be solved.
  • Demonstrate how your solutions meet customers’ stated needs.
  • Obtain commitments throughout the sales process and closing.
  • Differentiate both your company and your salespeople from the competition.

Presenting for Impact

  • Persuasively communicate ideas in a clear, concise and compelling manner.
  • Create a template for organizing and delivering effective presentations.
  • Utilizing voice, movement, and eye contact to enhance, rather than undermine, a presentation.
  • Engaging audiences without losing control of the flow and direction of the presentation.
  • Creation and design of PowerPoint presentations that enhance presentations.

Influencing Styles

  • Accurately determine your own and others’ preferred style of communication.
  • Describe expectations and preferences for various styles.
  • Adapt your own style of communication to meet the needs of other styles.
  • Communicate persuasively with each style of communication.
  • Effectively manage conflict by understand “back up behavior” of each style.

Negotiating with Tough Customers