Increasing Sales (Sales)
Improve the Sales Process / Skills
Compete through stronger Relationships
Develop Team Selling
Presenting a Compelling Solution to Customers
Increase Sales Managers’ Competence
Questioning Techniques
Learning Solutions (please contact us to meet and better understand your business)
Counsellor Sales Person (CSP)
Going to market with unique, high-quality products and services is no longer enough for creating a sustainable competitive advantage. Remaining viable in today’s business environment requires a sales force that can respond to customers’ business needs, priorities, and interests better than the competition. That means that salespeople must be able to quickly discover and understand the business issues related to strategy execution. It all begins with a consultative selling approach — working closely with customers to solve real business problems. The Counselor Salesperson (CSP) is built around a 4-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. Participants discover that having a different attitude, or a Counsellor Mindset, is the first step toward building long-term, win-win customer relationships. CSP establishes a basic philosophy of selling with a common and easily understood approach. CSP provides a win-win approach to selling that emphasizes problem solving from the customer’s point of view.
Managing Sales Performance (MSP)
The sales function is a key source of competitive advantage for organizations—and there’s no place where competition is more intense than in the sales arena. As the role and importance of sales in organizations expands, having a highly effective sales force and a consistent, developmental approach to sales management are absolute necessities. The ability of sales managers to develop their salespeople has a significant impact on sales team success and on revenue results. Consequently, the development of sales managers is a critical success factor for enhanced sales productivity. Managing Sales Performance (MSP) is a flexible, modular program that provides sales managers with the tools and skills they need to continually manage sales performance; the goal is to ensure the ongoing success and development of the salesperson. MSP instills a thorough understanding of the principles of coaching and reinforcement, and gives managers tactical skills to develop a team of top-performing salespeople.
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.
Turning Information Into Sales (TIS)
In a competitive marketplace, the salesperson that best understands the client’s needs has a distinct advantage. Many salespeople know how to listen for a need and then match a solution to that need. Learning to discover much more than simple connections can yield great rewards. Differentiating on the basis of superior client knowledge helps provide a sustainable competitive advantage. Better information about complex client situations lets the salesperson create high-value solutions for clients and improved sales results. In Turning Information into Sales (TIS), salespeople will be provided with tools to effectively discover business needs, identify what matters and apply it in successful sales. They will develop the essential ability to discover information needed to create highly satisfactory and compelling solutions. TIS expands Discovery into the interactive steps of Gather/Analyze/Use, with advanced models to help salespeople do more thorough discovery and know how to use the results.
Building Relationship Versatility (BRV)
Building Relationship Versatility is designed to help develop results-oriented communication skills used for working effectively with different people. Participants will deepen their understanding of the different ways people communicate with one another and learn how to use this knowledge to be more effective and productive on the job.
Negotiating to Yes (NTY) - sales edition
Negotiating To Yes (NTY) is a powerful program on the techniques and skills of principled negotiation. The course is based on the work of Dr. William Ury, from the Harvard Negotiations Team and co-author Getting to Yes. The program includes fresh insights from Ury’s latest books, Getting Past No and The Positive No. There is a strong emphasis on preparing one’s strategy and following a critical three-step process that includes aligning the people, exploring the issues and reaching agreement. Negotiation is an ever-present part of any sales process. It occurs informally throughout the sales process, and more formally when specific proposals and agreements are on the table. Effective negotiating protects sales revenue and improves profit margins. If you want your salespeople to improve profitability, compete on value rather than price, and enhance how customers perceive the value of your capabilities, products, and credibility, then Negotiating To Yes can instantly help your organization.
UPFRONT - Persuasion through Presentation
The purpose of UPFRONT: Persuasion Through Presentation is to equip participants to construct and deliver a persuasive presentation. The program offers a balanced approach between enhancing content development of a presentation and the delivery techniques necessary to persuade an audience to mobilize into action. In addition, depending upon the needs of the audience, participants will gain skills in the appropriate use of visual aids and handling difficult questions. Each participant will prepare for and deliver several presentations in front of the class. These presentations will reflect the core concepts of the workshop.
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”.
