Our sales training curriculum focuses on:
- Sales communication skills
- Relationship building skills and strategies
Sales training workshops have been designed in a modular format so that we can
customize and deliver the right workshop for your staff. Content modules, listed below, are approximately
1½ to 2 hours each, and can be delivered individually or in
combination. We will work with you to customize the content and
length of the course to meet your specific learning objectives.
Participants develop 30-, 60-, and 90-day post-workshop action plans
to ensure that they apply the course material in the field.
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Sales Communication Skills
The Selling Advantage
Attendees are taught fundamental selling skill "models" for
conducting either telephone or face-to-face sales calls. Topics
include:
- The Successful Sales Call
- Sales Communication Skills
- Developing a Consultative Approach
- Sales Relationships Overview
Present with Confidence
Participants learn easy-to-follow guidelines for developing and
delivering successful presentations to both internal and external
customers. Topics include:
- Planning and Preparation
- Developing Content and Support Materials
- Delivering the Presentation
Strategic Negotiations
This workshop is for experienced
sales professionals who are not negotiating "the deal" but rather the
relationship between people and between companies.
- The Negotiating Process
- Communication Styles
- Negotiating Strategies and Skills
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Relationship-Building Skills and Strategies
Developing Strategic Business Relationships
In the first of our two business relationships workshops, participants
use one of their own accounts to enhance their knowledge of:
- Business Relationships
- Influencing Perceptions
- Quantifying Value
- Leveraging Executive Influence
Strategic Account Management
Participants' will enhance their ability to communicate more
strategically and to position themselves as strategic
business partners. Topics include:
- Relationships: Aligned, Acceptable or Adversarial
- Direct and Indirect Influence
- Your Quantifiable Difference
Best Practices Sales Program
Discussing best sales practices once a month (facilitator led, 60-90 minute phone discussion) will provide your sales reps with ongoing, post-training support. They’ll be able to discuss how they’re applying what they learned and continue to enhance their ability to:
- Create and / or identify new sales opportunities, and generate incremental new revenue, with both existing and new customers;
- Guide prospects and customers through each stage of the buying and selling process to the best options, decision and results; and
- Manage, enhance and expand existing relationships.
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