We provide programs for salespeople and sales managers.
Consultative Selling Skills
Our flagship program teaches consultative selling with a problem-solving orientation, which means the ability to work with clients or prospects to solve their business problems. Consultative salespeople understand what is involved in transforming a sales call into a problem-solving opportunity. They understand how to listen for ideas and perspectives as well as needs throughout the needs identification process and the value of offering ideas in addition to products and services. And in managing inevitable resistance that arises when presenting ideas when they know how to apply problem-solving skills.
Needs Driven Selling Skills
A two-day basic course in needs driven selling skills for less experienced salespeople.
Problem-Solving Selling Skills
A three-day advanced course that teaches participants the consultative selling approach as well as sophisticated problem-solving skills, such as managing meeting dynamics, facilitation, idea generation and idea development and managing resistance.
Innovative Team Selling
A three-day program for Sales Teams that teaches participants problem solving skills they can use both internally and externally as well as consultative selling skills that they can use in joint sales call situations.
We provide three programs for sales managers
Coaching for Sales Performance
A two-day program that teaches sales managers how to reinforce skills their people have learned in sales training through consistent coaching.
Conducting Effective Sales Meetings
A two-day program that teaches sales managers how to conduct effective sales meetings to help their people retain skills and resolve sales challenges they encounter.
Sales Managers Workshop
This workshop is purely result-oriented and consists of a sales manager and his or her direct reports. Each salesperson brings one sales related problem to the session, which is then presented to the group to generate ideas.
We offer variations on these programs as needed. All are customized based on what is learned in the Situation Analysis.