Sales Training

Optimizing Sales Productivity Via Sales Training

If your entire sales team is optimized, hitting quota numbers and protecting your margins, is there any less pressure in your life?

What would your revenue and profit numbers look like?

We have answers. But, first some questions…

Questions to Consider

How adept is your sales team at preventing “commoditization” of your products?
How would improving your overall closing ratio to 80% of qualified prospects impact revenues?
Is your sales cycle extended beyond what it should be?
How good is your sales team at uncovering “pain” in your prospect?
Is your team getting by enough “gatekeepers” and into real decision makers?
How good is your team at discovering how buying decisions are made in a prospect’s company?

Three Types of Selling Modes Today

Your Value Engine exists only to the extent your clients perceive and want it.

Your buyers are driving your selling mode based on your sale being either Transactional, Consultative or Enterprise-wide.

We’ll help you align your selling mode to your prospect’s buying mode.

Sales Training We Offer

Two-Day “Bootcamp”

Your team will engage in 14 hours of interactive training tailored to your selling environment.

Agenda

Introductions and objectives
Attributes of stellar salespeople
Today’s buyer’s system
Overview of our sales system
Creating a private understanding
Uncovering your prospect’s pain
Linking your Value Engine to your prospect’s pain
Establishing budget
Understanding the decision making process
Questioning tactics
Role plays
Presentation
Selling to committees
Prospecting and gatekeepers
Voicemail strategies so prospects return your calls
Conclusion and Q&A

Skill Workshops

Attributes of Stellar Salespeople
Cold-Call Strategies and Overcoming Call Reluctance
Behavior-Based Goal Setting
Bonding and Rapport
Uncovering Prospect Pain
Uncovering Budget
Determining Decision Making Processes
Complex Sales Strategies
Value Engine Translation in the Marketplace

Private Coaching

Sales is a high-skill and complex career. Individual coaching is a necessary and highly effective way to reinforce and “lock in” fundamental and advanced skill training.

Our coaches work one-on-one to help your sales team members make progress steadily and consistently until new habits are formed.

You’ll receive accelerated and dramatic improvements in your sales team’s individual performance.