Sales
New Realities in Selling
Current market conditions have altered the way we interact and communicate.
Although the fundamentals remain the same, engaging with clients and prospects now requires a more nuanced and sophisticated approach especially in the absence of most face to face interactions.
However challenging, to be most effective, virtual selling needs to be seamlessly incorporated with traditional selling to create the ideal buyer experience.
Key Account Management
Your best customers are your competition’s best prospects! Your ability to effectively manage the relationships and identify the opportunities within your “key” accounts has a direct impact on your success in the marketplace.
Your team will learn to 1) identify who your “key-accounts” really are, and 2) collectively develop the tactics and tools necessary to effectively manage the relationship with each.
No tricks or gimmicks; just proven, account management ideas customized to meet the unique demands of your key customers.
Sales Mastery
A series of on-site programs developed for companies whose objective is to deploy a competent, focused and successful sales team. Covering the most crucial functions in sales, these sessions can be customized to meet needs of your sales team in the unique competitive markets and customer challenges they face each day.
Topics include:
- Understanding the customer, their business and their motivations
- Managing and Growing Existing Accounts
- Recognizing and Developing New Opportunities
- Personal and Professional Development
- Inbound and Outbound Prospecting
- Negotiating Strategies
Sales Mastery Virtual
The Sales Mastery Virtual Campus is series of telephone, web and
video conference sessions designed for organizations that prefer the
convenience of the “remote” learning environment.
Each track 10 weeks and includes weekly
activities such as video conferences for teaching, coaching and activity
reviews. Each of the tracks ends with a management debriefing session with
recommendations how to maintain momentum.
Tracks include topics such as:
- Prospecting for new business: Strategies for gaining access to key contacts.
- Winning new business: Discovering needs, presenting solutions, and gaining commitment.
- Key Account Management: Managing account relationships for mutual benefit, growth and profit
Prospecting for More Valuable Business
Get their attention, earn the right to, and sell. Sounds simple, but simple is not necessarily easy. Whether your company is a startup, market player, or market leader, this session focuses on the development and execution of the skills, tactics, and strategies critical in effective prospecting to buyers at all levels of contact. Learn how effective, systematic prospecting leads
to the development of long-term profitable relationships
The Art of Sales Negotiating
Do you know whether the last objection you faced was real or a negotiating tactic? Have you ever fallen victim to the tricks of the negotiating game and didn’t realize it until it was too late? Protect your margins. This session teaches how to identify the most common tactics used in sales negotiations and provides valuable insight on how to handle them. You will learn how to create a win-win negotiating environment that will develop into mutually profitable relationships for years to come.
The Craft of Asking Questions
Differentiate to win. Would your sales team be more effective if you had access to information about your customers’ desires, concerns, challenges and motivations during the sales process?
Learning how to ask the right questions, of the right person, at the right time, the right way, takes knowledge and effort.
In this session you’ll learn how to formulate inspired, purposeful questions to get the answers you need to sell and service existing and prospective accounts.
Tough Customers
We’ve all faced the Tough Customer (e.g. the demanding individual who is difficult to deal with, the elusive one who is seemingly impossible to reach). This fast paced, interactive workshop uses role-playing and brainstorming to teach proven strategies that will help you successfully break through.
To ensure that this program addresses the specific needs of your team, each participant is provided with a survey directing them to describe the most difficult personalities and sales challenges they face. Discussion material for the seminar is based directly on their input.
(Sales and Customer Service Versions)
Understanding Each Other
Establish rapport and develop trust…quickly.
This session is NOT a lesson in reading body language. It IS a session that teaches the sales team the skills needed to quickly establish rapport and develop trust with prospects and customers.
Using real-life customer profiles as examples, participants will learn how to identify the various behavioral styles and then develop effective strategies to communicate and ultimately sell to each of them.
What do Customers Really Want
Listening to your customers. Talking to buyers (not necessarily purchasing agents but all of those who influence buying decisions) across many industries, we have developed an insightful program that addresses a variety of issues from their point of view. Topics include: how buyers like to conduct business, how buyers prefer to deal with suppliers, reasons they would leave their present supplier and consider a new one, etc.
Leadership
Sales Performance Management
Setting quota and holding a performance review is not enough if your goal is to develop a high performance sales team. This session focuses on the key components required in designing an effective performance management system and provides the resources and tools sales managers need to assess the performance and optimize the effectiveness of their team:
- Goal Setting and Planning,
- Performance Diagnostics,
- Ongoing Feedback and Recognition,
- Skill Development,
- Performance Review, Compensation and Reward
- Sales Management Success
- Strategies to find, attract, coach, and grow a winning sales team.
What do Customers Really Want
Listening to your customers. Talking to buyers (not necessarily purchasing agents but all of those who influence buying decisions) across many industries, we have developed an insightful program that addresses a variety of issues from their point of view. Topics include: how buyers like to conduct business, how buyers prefer to deal with suppliers, reasons they would leave their present supplier and consider a new one, etc.
Sales compensation Strategies
Sales Compensation is a sensitive issue and great care is needed to ensure that it not only contributes to overall business objectives but that it is understood and accepted by all. This session covers the nine key components to successful sales compensation design in an informative, interactive way. You will walk away with the tools to create, implement and monitor a very effective sales compensation plan.
- WHY you pay – what do you want your compensation plan to achieve?
- WHOM you pay – stop designing “great” compensation programs around mediocre performers
- HOW you pay – which compensation plan will produce optimum results.
Customer Service
Keeping Customers without Losing Your Mind
Among all the other challenges you face, this competitive marketplace has raised the expectations for effective Customer Relationship Management to new heights.
In this session we’ll discuss:
What skills are necessary to provide superior customer service”?
How can you shift customer service from being the function of just one department to becoming the culture of your entire organization?
How can you win customer loyalty?
And of course, how will you find the time to get it all done?
What do Customers Really Want
Listening to your customers. Talking to buyers (not necessarily purchasing agents but all of those who influence buying decisions) across many industries, we have developed an insightful program that addresses a variety of issues from their point of view. Topics include: how buyers like to conduct business, how buyers prefer to deal with suppliers, reasons they would leave their present supplier and consider a new one, etc.
General
Selling is everybody's Business
In addition to the sales team, every employee in the organization directly or indirectly “sells” to your customers.
Do they recognize the importance of their contribution?
What have you done to maximize their effectiveness in interacting with the customer?
What more can be done?
In this session you will learn how to increase revenue and profitability by effectively focusing everyone in the organization on the craft of selling and servicing the customer.
What do Customers Really Want
Listening to your customers. Talking to buyers (not necessarily purchasing agents but all of those who influence buying decisions) across many industries, we have developed an insightful program that addresses a variety of issues from their point of view. Topics include: how buyers like to conduct business, how buyers prefer to deal with suppliers, reasons they would leave their present supplier and consider a new one, etc.