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The key is to differentiate yourself, your company, and your products from the competition. Using a disciplined sales process will help you plan your calls more effectively and present a better sales strategy in response to your clients' needs. Action Selling will help you sell more value at premium prices. With its street smart approach, emphasis on asking the best questions, built-in reinforcement, and unique tools to measure learning, Action Selling is a sales training that lasts a lifetime |
This advanced course refines the essential skill of questioning. When salespeople ask the best questions they are able to differentiate themselves, their company and their product. The program will also help anyone sharpen their listening skills. The video, workbooks, questions reference cards and audio tape fit neatly together to provide a comprehensive training system that is effective and easy to use.
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The overall objective of Customer-Oriented Selling is to improve the sales productivity and the results of a salesperson's selling efforts through greater effectiveness in planning and conducting sales calls. To do this, COS will provide critical communication skills salespeople will use in working with customers, combine skills with an understanding of sales processes, and emphasize sales success through a focus on the customer's situation and the customer's objectives. It's a logical, non-manipulative approach that works and offers a route to more satisfied customers, more successful salespeople and better long term business relationships. |
This half-day workshop focuses on sales interactions that are more limited in scope. It covers each element of a sales encounter and uses a variety of approaches to learning. You will examine what customers expect of salespeople, learn how you are perceived by the customer and identify ways to provide better service, practice using good communication skills, and deal with difficult situations. You will see how selling is basic to good customer service and truly positions the customer first.
This program is an intensive learning experience designed to help new and experienced sales managers become more effective in coaching the sales skills of their salespeople. During this workshop participants will explore their role as a coach, how to monitor skill use in the sales call, how to review plans as part of monitoring sales calls, how to give feedback as a result of monitoring several calls, and what their skill needs are to be an effective coach. The instructional format stresses interactive skill practice and the exchange of information and experiences among the participants. The coaching skills acquired during this workshop will contribute to better sales numbers, better salespeople, and better group morale and teamwork.
Significantly improve your sales manager's coaching skills. Managers are trained to diagnose and solve sales performance gaps with their salespeople. At the same time, reinforce sales procedures and develop common language throughout the entire sales organization. The five modules are each supported by video, workbook material, exercises and post training implementation tools. This coaching program specifically focuses on those skills learned in Strategies for Sales Success.
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Qualified prospects play a crucial role in the success of any sales force. This program teaches sales representatives why prospecting is important, and how to prospect and qualify over the phone. Participants focus on learning communications skills and handling obstacles that are unique to prospecting or to using the telephone. Salespeople learn to qualify prospects which will help them know their territory, its potential and where that potential lies. They will have a plan to achieve greater sales results and success. |
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This strategic behavioral selling skills program uses the knowledge and power of DiSC® behavior styles to improve the effectiveness and adaptability of every member of your sales team. Understand the influence of styles on selling and buying; learn strategies for adapting to your customer; and increase sales through adaptability. A wide variety of selling situations are covered in this unique program. |
Selling Your Price is an advanced skills course that addresses the challenge of maintaining price and profit margin in today's competitive market. The program teaches anyone involved with sales...buyers and sellers...specific strategies and skills to acquire their preferred price and negotiate more effectively with the other party. The methods and tools provided in this workshop enable sales-oriented employees to improve their skills with every call.
Don’t let your employees jeopardize the relationships or sacrifice the deals most important to your organization. This profile offers a simple framework for thinking about one’s own negotiating style and the likely effect of that style in a negotiating situation. It will help you assess your preference for one of fiive negotiating styles.
Learning Outcomes:
- Discover how behavior affects negotiating results
- Understand five styles of negotiating Identify personal negotiating characteristics
- Gather peer feedback about one’s negotiating style
- Learn why a win-win approach is most effective
Negotiation takes place all the time. It plays a vital role in your everyday business and personal life. Yet, many people view negotiation as a demanding exercise to be tolerated rather than enjoyed. With this program you’ll develop the skills necessary to become a successful negotiator, and at the same time, learn to enjoy the process along the way.
Learning Outcomes:
- Learn how to prepare for any kind of negotiation
- Outline your negotiating goals
- Anticipate what the other side will do and how to react
- Develop highly effective negotiation techniques for specific situations
You can’t turn a tough negotiator into a collaborative, problem-solving partner, but you can achieve win-win outcomes if you apply the right negotiating techniques. This series topic will help your negotiators develop the advanced skills they need.
Gain insight on how to deal with negotiations when a negotiating partner is less than collaborative. Individuals assess and identify their areas of strength and weakness in five key negotiating skill areas; and then practice applying the five key skill sets.
Learning Outcomes:
- Learn five key skill sets for dealing with tough negotiators
- Identify strengths and weaknesses in five skill sets
- Gain skill practice in handling tough negotiations
- Enable win-win solutions with tough negotiators