Account Management (Sales)
Identify Prospects / Increase Prospects / Client Base
Expand Relationships in an Account
Getting Prospects into the Pipeline
Learning Solutions (please contact us to meet and better understand your business)
Counsellor Prospecting (CP)
Do you know your cost of sale? Of course you do - but do you also take into consideration all the time and efforts you need to prospect and make the first appointment happen? How many suspects do you call before you get an appointment, and how many appointments do you need to make a sale? An example: a company sells quality management services, and needs to call about 20 customers to get one appointment; about 7 appointments make one sale. Multiplied, that’s about 140 calls to make one sale. How much do 140 calls cost in time and money? Calculate for yourself! Counsellor Prospecting teaches techniques and concepts to narrow down the prospecting process, make it more efficient, and thus shortens the list of suspects. It starts by refining the way to find prospects in the market place, how to access the right point of contact with a high-impact access message, and how to use self-motivating tools to keep going and overcome the obstacle of “call-reluctance”.
Versatile Sales Person (VSP)
Even the most unique, innovative products and services have limited appeal on their own. To respond to customers’ business needs, interests, and priorities better than the competition, salespeople need to add value. This process begins with being able to quickly strike a chord with customers — to make them feel comfortable talking about real business issues. In other words, sales success is as much about the “how” of sales as it is about the “what” of sales. People buy from people they are comfortable with. VSP gives salespeople a simple method for improving their ability to quickly build rapport with customers and prospects of all levels. VSP enables a more comfortable customer experience, offers effective coaching and performance management with a variety of tools, and can increase top line sales performance. Based on solid behavioural research (20 years of research, over 3 million people surveyed; reviewed, updated, and revalidated on a regular basis), The Versatile Salesperson (VSP) is built around a 4- quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others’ Social Styles and temporarily adjust their own to communicate more easily and effectively with others.
