Even the most confident sales professionals can experience anxiety and frustration when prospecting for new business – especially cold calling. And this new, almost entirely virtual business environment requires that the sales professional now approach their prospects with even more skill, insight and conviction …
Participants learn techniques and strategies for preparing well-organized, targeted presentations. They learn the importance of setting objectives for their presentations – objectives that are measurable, valuable, and achievable. They also learn to ensure that what they present is clearly tied to specific client goals …
Participants learn to deliver compelling presentations of their proposed solutions. They learn to explore differences in messages targeted for different levels (executive, departmental, project/user) in a client organization. They learn to link goals/problems/needs to specific solution features/functions by creating powerful and relevant benefit statements. …
Participants learn to recognize and neutralize negotiation tactics. They gain an understanding of how tactics can be prevented through the development of power prior to negotiation. And they learn to use specific counter‐tactics which can neutralize a tactic in a way that strengthens and …
Participants learn to manage concessions and non-concessions, the importance of providing strong rationales for their decisions, and responding with appropriate counter-demands. They learn to do all of this in ways that preserve – and can elevate – the level of relationship. Participants learn to …
Participants learn how the Framework for Negotiation relates to their customer situations. They learn to listen for the personal need behind the demand or request. They learn to acknowledge the customer demand/request, clarify to test their understanding, and to identify the need behind the …
Participants learn that responding to resistance (or objections) quickly and appropriately helps to more quickly advance the decision process and move toward the close of the sale. They learn to identify the three specific types of resistance: misperceptions, skepticism, and concerns. And they learn the …
Participants learn to craft and deliver a customized Value-based Story to influence the customer’s or prospect’s decision process. They learn that Value-based Stories are most effective when the team member has gained significant insight into the account and can make the connections between customer …
Participants learn to recommend approaches for direction and for solutions that clearly tie the features, functions, and benefits of their products/services to identified customer goals and problems. They learn to present their products and services in the most succinct manner possible, always keeping the …
Participants learn to fully qualify new and existing opportunities to help them prioritize their time and resources so that they focus most heavily on those opportunities that have the greatest potential and probability. Participants learn to effectively probe for a customer’s goals, problems and …