“How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.”
The world of selling has changed dramatically in the last few years. The best organizations have responded to this by helping their salespeople develop skills that position them for success in our competitive and commoditized world. The top sales performers in most organizations are usually responsible for most of the sales results. Organizations need to develop these top performers and help their other people to become top performers.
"The questions you ask are more important than the things you could ever say"
Grow Profitable Sales
We work with your salespeople to improve their selling skills, behaviors and attitude in order to improve overall sales performance.
Our Sales Model
We help your sales professionals to improve effectiveness at each step of the sales call using our 5-step Sales Effectiveness Model.
Sales Preferences Matter
We identify people’s selling style using our DYNAMIX® profile. Sales managers use this profile as a coaching tool to help their people to improve their performance.
Your Unique Selling StyleYou will receive your DYNAMIX® Sales Profile outlining your selling strengths and areas to improve
Adapting To Your Client's StyleLearn how to identify your client's unique buying style and how to adjust your sales approach to meet their needs
Preparing
Understanding How Your Clients Make Buying DecisionsWe link our 5-Step Sales Model to your client’s buying model in order to close more sales.
The Winning Edge PrincipleThe difference between winning a sale and losing it is small. Confidence, optimism and a take-charge attitude, along with other positive thinking strategies, are used to give you that winning edge.
Your Personal BrandPeople buy you first. Your personal brand and how you represent yourself distinguish you from others. First impressions make a difference and what clients remember after you leave matters.
Working S.M.A.R.T.Clear sales goals, call objectives and call advance strategies are necessary to maximize your sales performance.
Organizing Your Time And TerritoryGet more done in less time and spend more quality time with better customers.
The Ideal Sales CallPlan your call, implement your plan and debrief each call to advance to the next step and close more sales faster.
Winning Against The CompetitionIdentify your unique selling proposition and leverage your strengths while overcoming competitive tactics.
Filling Your Sales Funnel With ProspectsSystematically identify your ideal prospects and clients and get more appointments using a variety of methods.
LISTENING AND ASKING
Listening Between The LinesUncover your client’s real needs and concerns by improving your empathic listening skills. This builds trust and confirms that you really understand your client’s situation.
Consultative Questioning SkillsWell-crafted consultative questions position you as a problem solver. They add value to each sales call and move you closer to finding a solution that will help your client.
Strategic Account ManagementYou need to get to know your key accounts really well in order to differentiate your solution and offer extraordinary service. Here, we cover strategies to manage and retain accounts that are critical to your business.
PRESENTING SOLUTIONS
Selling and Presenting To Different Types Of BuyersDifferent types of buyers have unique needs and interests. You need to know how to communicate your value proposition at different levels in your client’s organization.
Influencing Without ManipulatingPositive influencing helps clients to achieve their goals, while manipulating erodes trust. There are powerful ways to influence and help your clients to make good decisions.
Powerful Proposals and PresentationsThe way that you make your proposals and how you present your solutions will determine if and how quickly you move on to the next step.
REMOVING BARRIERS
Negotiating Win/Win DealsThe ability to negotiate win/win deals with clients is an important skill. We teach you practical ways to overcome resistance and negotiate successful agreements.
Uncovering And Overcoming ObjectionsYour ability to uncover and overcome objections will determine how many sales you will make and how fast you will make them. We will teach you how to identify and overcome even the most difficult objections.
CONCLUSION AND FOLLOW-UP
Closing More Sales FasterMoving the sales process along at the right speed, and gaining increased levels of commitment on each sales call is a critical success factor. Ultimately, this will enable you to close more sales.
Extraordinary Follow-Up and ServiceGetting a sale is one thing, getting the second sale and keeping your customers is another. Here we will give you techniques to ensure that you give your clients more than expected.
