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These individual skills development courses teach sales professionals how to execute selling strategies. They are modular in fashion, which enables you to concentrate on those skill areas specific to your organization’s needs. All of the modules are highly interactive and involve working on current sales opportunities.
Reading People and Building Preference
Salespeople leave this workshop with a greater understanding of how to read situations and adapt their behavior to get the most out of each event in the sales cycle. The result is better interaction between the sales team and the prospect or customer. In the end, enhanced preference building is the goal.
Probing for Pain, Preference, and Power
In this module, salespeople learn how to uncover strategic pains in their accounts and effectively link their solutions to solving these pains. By learning to sell at the executive level, while presenting their solution at the tactical level, salespeople build more value in their solution and decrease the threat of commoditization and discounts.
Delivering Strategic Presentations
Once salespeople understand the process of selling up the food chain of value, they need to strategically apply those skills to craft an effective presentation. An effective presentation is one that links your solution to the pains of the audience, regardless of their level in the organization.
Strategic Presentation Skills
In this module, our experienced instructors work with your sales team to teach them how to deliver an effective presentation. Skills include how to effectively open a presentation and get the audience’s attention, how to gain control of the presentation in the first five minutes, understanding voice control and volume, how to present your solution to various behavioral styles and organization levels, and how to help the audience visualize success with your solution.
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