This consultative, relationship-based approach to selling skills is based on the "best practices" demonstrated by top salespeople in a variety of Fortune 1000 organizations. Through customized case studies, role plays, team exercises, and video models, participants in this two-day interactive workshop learn sales process and practical selling skills to guide their customers through a defined "customer decision process." Pre-workshop materials and post-workshop reinforcement tools ensure a systematized approach to learning that is easily transferable to the field sales environment.

• Building trust relationships
  
• Providing value to your customers
  
• Planning effective sales calls
  
• Opening the sales call (the three essential elements)
  
• Asking "FOCUS" questions to identify customer needs,
  priorities, and goals
  
• The sales presentation: relating benefits to customer priorities
  
• Obtaining feedback
  
• Active listening skills
  
• Handling customer resistance
  
• Gaining commitment/closing
  
• Following up

A one-and-a-half- to two-day workshop designed to help move salespeople from tactical sales calls to long-term strategic selling. Enhances the salesforce's ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts.

• Analyze major accounts to identify strategic opportunities
  
• Establish sales, strategic, and "value" goals for accounts
  
• Implement an alignment strategy to strategically position themselves as a preferred vendor, business consultant, or partner/ally
  
• Allocate resources according to account potential
  
• Access vertical and horizontal decision-makers and influencers
  
• Interface with top-level executives
  
• Employ strategies such as negotiating, team selling, consultative selling, & more
  
• Develop and execute a strategic action plan for every major account

Participants receive a workbook/reference guide as well as a Strategic ToolBox of diagnostic and planning tools to help them systematically identify opportunities and plan and execute account strategies.

A highly interactive and practical workshop that helps salespeople negotiate customer demands for better service, delivery, products, pricing, and other issues while meeting their own objectives. One-and-one-half and two-day versions.

Planning a collaborative negotiation Analyzing negotiating styles Valuing tradeable issues	Defining parameters and sequencing offers Creatively offering options Handling customer negotiating tactics
Consultative Selling Team Selling

Today's field sales managers - challenged by expanded sales teams, greater responsibility, competitive pressures - need a performance management system to facilitate decisions, accelerate sales growth, and minimize turnover.

ManageAbility, a half-day workshop, will help your sales managers:

• Recognize performance "warning signs and symptoms" before they become sales performance problems
  
• Analyze a wide range of performance indicators that many managers overlook
  
• Proactively develop their people by identifying gains and gaps in expected performance
  
• Determine root causes of performance problems and choose from a wide menu of solutions
• Select the most appropriate actions to reinforce gains and eliminate gaps

A highly interactive one-day workshop designed to help field sales managers:

• Assess their Own Coaching Strengths and Development Needs through a 360° Diagnostic Tool
  
• Implement Strategic Coaching
  
• Allocate Coaching Time According to ROI
  
• Plan Motivational Coaching Visits
  
• Act as Coaches (Not Players) on Sales Calls
  
• Conduct Constructive Tactical Coaching Conferences
  
• Collaborate with Direct Reports for Ongoing Professional Development

Offering a practical approach to improving field sales managers' leadership skills, this one to one-and-a-half-day workshop focuses on:

• 360-Degree Feedback on 40 Leadership Competencies
  
• Creating and Executing a Sales Vision
  
• Enhancing Decision-Making Skills
  
• Exerting Positive Influence to Motivate the Sales Team
  
• Improving Personal Leadership Abilities

Designed to help managers "excite and ignite" their teams before, during, and after sales meetings, this one-day workshop covers:

• A Personalized Profile of 30 Sales Meeting Competencies
  
• Establishing Meeting Objectives and Agendas
  
• Site Selection
  
• Planning and Executing a Motivational Meeting
  
• Avoiding the Ho-Hum Syndrome
  
• Improving Personal Delivery Style

• Search efficiently for and select high-potential salespeople
  who can develop quickly to achieve success
  
• Reduce the significant cost of sales turnover with improved interviewing skills and selection decisions

Recruiting and Selecting Stars is a one-day training program that provides a fail-safe selection system.

Recruiting and Selecting Stars is fast-paced and starts with a brief "Star Search" simulation to set the stage and to challenge the participants. It uses a variety of individual and team application exercises including screening and interviewing role practice. Most important, the program includes custom components such as a profile of your "ideal" sales candidate and realistic resumes (with backgrounders) to fit your marketplace.

This interactive, informative, and engaging self-study program gets to the heart of effective sales management: managing sales performance, decision-making, motivating the sales team, selecting the "right" leadership style in different situations, coaching and counseling for improved performance, and more!

Learning is brought to life via assessments, quizzes, and practical applications to real-life management challenges. No fancy gimmicks here - just the essential skills and tools to be a great sales manager!

A program option allows the learner to progress through the program and apply sales management skills with the help of a professional mentor, who provides guidance, assistance, advice, and motivation throughout the program. Call or e-mail us for details!