Our R3 Solutions

R3 Service® enables service professionals to take communications with customers to a new level. The skills, techniques and approaches provide a framework for interfacing with customers in field or call center service environments. Participants focus on achieving optimal results with product and service solutions and thereby developing stronger relationships and ongoing profitable revenue.

Selling To The C-Suite is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.

The Consultative Approach virtual track provides the strategies, skills and approaches that will help sales professionals develop more effective pursuit strategies in order to consistently develop new business, focus more heavily on opportunities that are high-value and high-probability, ensure strong pipelines, attain new logos, effectively manage customer resistance, and differentiate your organization in today’s crowded marketplace.

The Consultative Selling Virtual Training Track includes:

• Influencing Customer Perception and Behavior throughout the entire Buying Process
• Preparing and Opening Virtual Meetings that Set the Tone and Direction for the Customer Relationship
• Qualifying Opportunities While Strengthening Relationships at all Levels of a Customer Organization
• Managing Resistance in Ways that Build Momentum Toward Closing the Sale  

Creating a Coaching Space in a Virtual Place provides leaders with a “big picture” view of their role, focusing on the influence they have with their teams and how that influence impacts their organization as a whole. Leaders who embrace their coaching role, and actively work toward the development of their teams, have a positive impact on retention and employee loyalty and set the tone for the organizational culture. They impact bottom-line results in more ways than simply meeting their revenue targets.

The Collaborative Negotiation Training Track provides the strategic thinking, processes, and skills that are required for participants to guide customer negotiations in ways that can elevate the level of relationships, accelerate the customer decision process, effectively respond to customer tactics and demands, and manage the entire negotiation process in ways that ensure  mutually rewarding outcomes.

The Negotiation Virtual Training Track includes four modules:

1. Elevating Levels of Relationship and Negotiation 
2. Creating Influence and Power throughout the Customer Decision Process 
3. Managing Customer Tactics to Protect Brand and Margin and Avoid Costly Concessions 
4. Managing Negotiations in Ways that Create Equity and Balance

The R3 Service Virtual Solution provides a solid foundation of skills, techniques, and approaches that enable service professionals to take communication with customers to a new level – without or without the benefit of face-to-face contact. Participant will be better able to diagnose problems and identify needs – beyond the obvious.  And they will be more skilled at guiding customers toward achieving optimal results with your product and service solutions.

The R3 Service virtual solution includes these four modules:

1. Building and Strengthening Customer Relationships
2. Preparing and Conducting Effective Service Calls, both on-site and remotely
3. Involving and Informing Customers
4. Upsolving®

The Strategic Presentations Virtual Training Track helps participants develop the skills, confidence and conviction necessary to prepare and deliver highly targeted strategic presentations that involve, inform, and inspire customers to take action. The Strategic Presentations approach enables business professionals to effectively deliver both formal and informal, virtual or in-person presentations to any size group.

The Strategic Presentations Virtual Training Track includes four modules:

1. Influencing the Customer’s Decision Process through Strategic Presentations
2. Preparing and Opening Targeted Value-based Stories and/or Solution Presentations
3. Leveraging Delivery Techniques for Compelling Presentations
4. Delivering Value-based Stories and/or Solution Presentations that Involve, Inform and Inspire Customers to Take Action

Participants learn the importance of understanding the customer’s decision process and knowing where the customer is in the process. They learn to influence customer perception, attitude, and behavior throughout their interactions with customers. They learn to create perception strategies that drive customer attitude and influence customer buying behavior.

Based on a thorough understanding of how perception drives attitude and ultimately drives buying behavior, participants will learn to analyze and leverage the “customer treat/regard spiral.”

Participants learn the four components that are essential for building strong, lasting relationships.

Participants learn how to identify a customer’s positional and personal needs, and how to leverage this insight to help solidify relationships. And they learn to take a disciplined and strategic approach to meeting customers’ personal needs when working virtually.

Participants learn what the seven sources of power are and why they are necessary for successful negotiations. Emphasis is placed on building core power within an account: the power of insight, the power of legitimacy, the power of relationship, and the power of need/solution.

Participants learn the three levels of relationships and negotiation, emphasizing typical customer driving perceptions at each level. They learn that each level is driven by the customer’s perception of needs, motivation, trust, and their approach to power.

They learn to elevate relationships from the competitive level to the cooperative level and finally to the collaborative level.

Participants learn to prepare for meetings by researching accounts and setting objectives that are valuable, measurable, and achievable. They also learn to prepare strategies that enable them to achieve their objectives for the meeting and the opportunity.

Participants learn a validated six-step process for effectively guiding the opening of meetings – especially virtual meetings – in a way that sets a productive tone, direction, and focus while also effectively meeting the personal needs of everyone involved.

Participants learn that when opening a virtual meeting, it is critical to include and involve everyone in the meeting from the start.

Participants learn to use The Consultative Approach® to get beyond the obvious when diagnosing customer goals, problems, and needs. They learn that the power of the Consultative Approach comes from the sales professional having the insight needed to recommend approaches and solutions that connect to each individual’s personal and positional needs.

Participants learn to gain the insight they need through effective probing and listening techniques. They learn specific skills for guiding a customer dialogue – even a difficult dialogue – to help a customer justify the decision to work with them. They learn that these skills are especially critical in virtual meetings because they are the verbal means for communicating listening and that what the customer is saying is important. Because these skills serve to meet the personal needs of a customer or prospect, participants learn powerful ways to continue strengthening the customer relationship, even without the benefit of a face-to-face meeting.

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 needs, as well as decision process, financial factors, and competition for the opportunity – and timing as it relates to each factor. They learn to use the insight gained in qualifying to identify and overcome competitive challenges, determine a solution that fits with the customer’s budget, make the best use of their time, and ensure that all relevant decision makers are included in a presentation.

Participants learn to create relationships at multiple levels in a customer organization in order to refine their insight, increase opportunities, and expand and insulate their position within the account. They learn to work effectively with gatekeepers. Participants learn how to be even more deliberate and strategic with their qualifying techniques when confined to a virtual meeting platform.

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 focus on what is of value to the customer.

Participants learn to close the sale in ways that reaffirm how the solution supports the customer’s goals and needs. They learn to be sure the customer agrees before proposing next steps. Participants learn to be disciplined in probing for acceptance verbally when they do not have the advantage of visual cues.

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 goals, problems, and needs and the proposed solutions.

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 most effective approach for responding to each type of resistance.

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 demand. Participants learn to slow the conversation down, rather than making “knee-jerk” responses, and to provide themselves time to think through both the short- and long-term implications of whatever decision they make in response to the customer.

Participants learn to gain insight, clearly explain items they will not negotiate on, and defer issues as needed. They learn to test and clarify to ensure alignment with the customer.

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 align with their customer throughout the entire negotiation process.  They learn specific skills to Align, Adapt, Assert, and Assure throughout the process, in order to bring equity and balance to the negotiation and the relationship.

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 elevates the relationship and moves the decision process forward.

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. And they learn to assess the reactions of their audience when presenting virtually.

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 and needs.

The Territory Planning & Management Virtual Training Track provides the principles, strategies, and skills required to identify, pursue, and win major business opportunities, to better allocate time and resources, to create and implement a strategic business plan and manage a robust sales pipeline.

The Territory Planning & Management Virtual Training Track includes:

1. Calculating the Value of your Time and Effectively Allocating Resources
2. Analyzing Five Lenses of Territory Planning and Management
3. Strategically Growing and Maintaining Your Customer Base while Segmenting into Primary, Secondary and Tertiary Markets
4. Forecasting the Potential and the Probability and Intensifying Sales Opportunities

The Strategic Customer Messaging Virtual Training Track provides the strategies, skills and approaches that will help all members of an organization to develop insightful and compelling presentations – whether formal or informal — that inform, involve, and inspire customers to take action.

The Strategic Customer Messaging Virtual Training Track includes:

1. Influencing Customer Perception and Behavior through Targeted Virtual Presentations
2. Preparing and Opening Value-based Stories and/or Solution Presentations
3. Crafting Insightful and Strategic Messages that Inspire Customers to Action
4. Managing Participant Involvement and the Q&A Process

A proven process for preparation and a powerful model for contacting prospects using the phone, voicemail, email, social media and traditional mail. Participants learn to maximize vocal impact, create and deliver targeted, relevant messages as they prepare for and practice making calls with their own prospecting opportunities.

The Getting The Meeting Virtual Training Track includes:

1. Preparation: Gaining Beyond the Obvious Insight
2. Making the Call®
3. Working With Gatekeepers
4. Leveraging Social Selling Techniques for Creating an Awareness Campaign

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 than just a year ago.  Business leaders may feel more reluctant to buy products and services today; they are not more reluctant to gain insight, receive expert counsel, and invest in assurance.

Getting the Meeting® delivers a proven process for preparation and a powerful model for connecting with prospects while clearly and concisely communicating relevant and meaningful value – not just in their products and services, but in the time spent meeting altogether.

During the workshop, participants shift their mindset from “seller” to “value-creating partner,” and learn how to develop and implement effective messaging campaigns tailored to the individual they are calling on. They also prepare for and practice making actual calls with their own prospecting opportunities. Getting the Meeting provides the principles, skills, and techniques necessary to initiate new sales opportunities. The session is an exciting, intensive, and fun-filled hour focused on:

• Embracing the challenge and opportunity of prospecting.
• Mastering a proven and validated communication model for Getting the Meeting.
• Managing resistance and differentiating value

The Major Account Planning & Strategy Virtual Training Track provides the strategic approaches, strategies, and skills needed to effectively manage large, complex accounts. It provides a process for creating and implementing strategic Relationship and MindShare plans to initiate, penetrate, and/or insulate an organization’s position within its most strategic accounts, resulting in more profitable, predictable revenue.

The Major Account Planning & Strategy Virtual Training Track includes:

1. Creating Influence Strategies to Influence the Behavior of Key Players in your Client Organization
2. Developing Relationship and Mindshare Account Plans with 30-, 60- and 90-day Goals, Objectives, and Strategies
3. Assessing and Elevating Your Competitive Position
4. Qualifying Opportunities and Creating Pursuit Strategies and Strategic Win Themes

Selling To The C-Suite in a Virtual Setting is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.