Sales Training

Customer Focused Selling

Customer Focused Selling provides account managers the ability to differentiate themselves and move away from a focus on price. They learn that by understanding the needs that motivate the customer’s behavior, they are able to present their company’s products and services as ways to meet those needs. This is the critical skill needed for a successful customer-focused relationship.

Workshop participants learn what is involved in transforming a sales call into a problem-solving opportunity. They learn how to listen for ideas and perspectives as well as needs during the needs-identification process. They practice the skill of offering value-adding ideas in addition to products and services. Participants learn how to apply problem solving skills in managing the inevitable resistance that occurs when presenting products and services.

Video is used extensively in simulated selling situations as a way to practice the skills learned. “Sales calls” are conducted in role-play situations that are developed specifically for your business. The cases are customized to reflect realistic situations.

As a result of participating in this workshop, participants will be able to:

• Differentiate themselves from competitors
• Build trusting relationships with customers
• Facilitate effective sales meetings with customers
• Determine their customers’ situations and needs
• Present their ideas as solutions to that customer’s needs
• Resolve a customer’s issues and objections using a problem-solving strategy
• Close more business faster

Team Selling

Team Selling uses a highly interactive format to develop productive sales and customer teams. Team members use group activities to demonstrate the value of teamwork, discover their roles, determine team operating procedures and develop customer-focused plans. Additionally, team members learn and practice team problem solving and teamwork skills. The teams learn techniques for making effective joint sales calls and practice both internal and external team meetings.

As a result of participating in this workshop, participants will be able to:

• Understand the strategic need for operating as high performing account teams
• Be clear about their individual and collective roles and responsibilities on the team
• Use effective team processes to determine customer’s needs and generate account plans
• Conduct effective internal meetings to develop innovative strategies for customers
• Transform selling situations into problem solving opportunities
• Conduct effective joint sales calls in a professional manner utilizing all team members
• Apply conflict management process to address team issues

Sales Negotiation Strategies

Sales Negotiation Strategies enables account managers to negotiate win/win solutions with customers while building the relationship. This approach is not based on manipulative tactics that can undermine long-term relationships. Participants learn how to determine the customer’s needs, then develop negotiating positions that address their needs while protecting your company’s bottom line.

As a result of participating in this workshop, participants will be able to:

• Bring a win/win mindset to negotiations
• Understand the needs and motivations behind a customer’s demands
• Develop negotiating positions with alternative solutions that satisfy the needs of both parties
• Present their positions using an effective step-by-step process
• Defend themselves when manipulative tactics are used on them
• Resolve negotiation deadlocks without caving-in to customer pressure
• Reach resolutions that build the sales-customer relationship