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Sales |
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Program Overview |
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Value Based Selling
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- Learn and develop consultative selling skills and strategies
that will successfully guide you through all stages of the consultative
selling cycle. Differentiate your efforts and minimize customer
risk in decision-making. Maximize your close ratio.
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Managing Key Account Business Relationships
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- Develop partnering strategies with your most important customers.
Long-term win / win relationships are created. A formal account
planning process is established to achieve mutual goals and objectives.
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Winning People Strategies
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- Learn to recognize different personality and thinking preferences
in customers and team members. Participants will identify their
own style utilizing the HBDI or MBTI. Critical communication skills
and teaming behaviors are identified and practiced to effectively
work with customers. Develop a people strategy for success.
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Key Account Proposals
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- Links consultative selling activities with a proposal process
that differentiates the seller, the product/service and the selling
team. Significantly improves close ratio.
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Advanced Practice Development
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- Real client value is developed in selling intangible professional
services by linking a client-driven sales process to the decision
the client wants to make. This workshop is designed specifically
for accounting professionals.
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Presentation Skills
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- Overall principles in making excellent presentations are learned.
Presentation techniques and skills are applied to common (or specialized)
selling situations. Extensive video support and practice is involved.
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Executive Selling
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- Focuses on the successful ingredients for an executive sales
call and presentation. Business issues are differentiated from
technical product issues. Top-line value is created and demonstrated
with a decision-making document designed to measure results.
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| Sales Management |
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Program Overview
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Coaching Skills |
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- A new and powerful combination of the HBDI and the Situational
Leadership Model help managers develop skills to coach others
in their accomplishment of critical job responsibilities. . Measurable
feedback (optional) from peers and managers enhances the learning
process.
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High
Performance
Sales Management |
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- Proven sales management practices are integrated with changing
selling methods and markets to support participant leadership
needs, evolving customer requirements and business results.
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Strategic
Sales
Management
Principles |
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- Focuses on the development of strategies for sales managers
to remain competitive and profitable. Builds upon future-oriented
management practices and leading edge thinking to impact customer
relationships, technology and long-term results.
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Team Selling
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- Implement team selling strategies with major accounts. Understand
how team selling becomes a source for seller differentiation.
Selling team and buyer roles are developed. Ownership is created.
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