In our sales training, we teach salespeople to use a problem solving orientation in sales calls. They build more trust and stronger relationships. They learn more about their customers, uncover more needs, make more tailored recommendations, and get results faster. The outcome is better sales performance and loyal customers.
The Baron Group offers programs and services in three specific areas, all of which focus on the Sales Process:
Situation Analysis
Training and Development
Consulting
Situation Analysis
We work with companies to assess both the quality of their sales process and the people in the organization required to implement that process. We provide the following three services:
Needs Assessment We will provide you with an understanding of the skill level of your salespeople and managers through interviews, questionnaires, joint sales calls, needs assessment, specific assessment tools and a review of internal information. Training Audit We will review your current sales training curriculum and observe selected programs to help identify areas of need and compare offerings with what is competitively available in the marketplace.
Customer Focus Groups We will learn how your organization is perceived as well as the needs of your customers through focus groups with typical customers.
Training and Development 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.
Consulting We provide two types of consulting services:
Meeting Facilitation Our role is to act as process facilitators to help groups derive solutions to their own problems. The Sales Managers Workshop is a good example of our work in this area.
Sales ConsultingWe work with clients in a standard consulting role to help derive solutions to sales related issues.