After working on several sales competencies we end up with 15 key competencies that is valid and critical for all the sales types and many of the industries. All the training titles are designed with real sales scenarios in mind armed with precise action templates and implementation exercises.
Cold calling can be a real struggle for many sales people. You can not pass to the next step in your sales process without succeeding in cold calling. It is also a very powerful tool in sorting and eliminating the leads to get you close to your target. Cold calling process has a huge impact on your success with a well designed message. Training will end up with a full demonstration and simulation with solid feed-back to trainee.
B2B sales people and lead generation teams who use telephone
Customers are investment portfolio of a sales person. To get the most of it sales person should allocate his or her time which is the most valuable asset to the right customers. Logic is simple: You cannot manage hundreds of customers but 5 or 6 well defined segments. The goal of this training is to divide the whole customer portfolio into distinctive parts according to sales strategies and how to manage with high quality sales actions specifically designed for these segments.
Who should attend?
Sales people who has a specific customer portfolio and sales managers who determines portfolio strategies and actions
Duration: 1 day
Training content:
Needs analysis is the most critical step in sales process. The lock of the sales is the need. All the effort and words said is obsolete without thorough understanding of overt and covert needs of the customer. When a proper needs analysis is done sales people can reveal some critical hidden points such as at which step the customer is of the buying process, his or her understanding of the competition, real priorities, who is the real decision maker. The main goal of this training title is to ensure questioning some vital issues, reaching an understanding of the customer and his motivation before finalizing sales strategy by offering a solid guidance. It is for sure if sales person cannot convey his or her understanding of customer’s needs in any means customer will not be receptive to any message.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
The key of sales is effective use of value propositions. Value propositions are the reasons customers purchase. So they should be scrutinized to target the needs in a tone that can be easily understood and digested by the customer. The more sales person uses value language the more likely he or she can be successful in closing the sales.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
In all aspects of life you have to persuade someone to get what you want. One of the key goals of this title is to break the boundaries of win-lose framework and build base for common grounds. Objection handling should feel like a natural process and open dialogue if handled correctly. To decrease friction and increase velocity in persuasion funnel it takes lots of preparation that attendees will get to know.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
Whether or not it is closed a sales negotiation is successful if you learn some lessons from it. In sales every customer and every situation is quite different and requires to be analysed individually. This training title will give you valuable insights on how to analyse a particular sales opportunity, detecting barriers and pitfalls, choosing right strategies to cope with in light of several real case studies. Sales person as an attendee will transform his communication skills as core competency into being strategical problem solver. This will shift sales person’s role to proactive mode and exert real power on sales conundrums.
Who should attend?
B2B sales people and sales managers
Duration: 1 day
Training content:
While dealing with emotions and human math is the tool for sales people to connect with reality. You need math while determining sales price, negotiating a discount request, evaluating sales performance or commenting on sales reports. Even some experienced sales people may lack the fundamental math skills to fully benefit from power of maths. When you bring math into play you will tap into analytics power base which will transform sales into a more predictable and plannable.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
Your key customer accounts have huge importance in leveraging your sales performance in either positive or negative way. This is the main reason why we manage them separately to be able to focus on them. Main goal is to establish and maintain multi-connections between two companies which will diminish competition with strategical indispensable relation. If you have to take just one action to increase your sales KAM may be your best bet with a high leverage.
Who should attend?
B2B sales people who has key account candidates in their customer portfolio
Customers will approach sales people in biased manner and defensive attitude. It is sales people’s role to close the distance and build a trustable relation incrementally. This training title will give handful insights and real life tips to this in fast and reliable way.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
Sales people easily get distracted while extinguishing urgent mini fires. They have difficulty in focusing on real priorities which is a must for sustainable long-term success. This is the main reason they need well balanced personal working framework which will enable them to cope with unexpected urgencies while focusing them on efficiency.
Who should attend?
B2B sales people and sales managers
Duration: 1 day
Training content:
Connecting customer need with the product benefits is not enough you have to screen the competition too. To accomplish this sales person should do his or her homework like accumulating market and competition info, analyse these and deduct preventive strategies to utilize in sales approach.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content:
Building and developing lasting relations is one of the prerequisites of sales success. Attendees will have the insights and methods to make new connections, develop and nourishing them.
Who should attend?
B2B sales people and sales managers
Duration: 1 day
Training content:
B2B sales process begins with collection risk assessment and ends with collection. Risk management aims to eliminate or diminish risks before they turn into real problems. This training will give you insights and tools to make collection risks predictable and manageable plus speeding up the average due dates.
Here below you can find what the requirements for a successful collection system.
Who should attend?
B2B sales people and sales managers
Duration: 1 day
Training content:
Hard working, ambition, training, experience are among the traits for successful sales people. But all these may be obsolete without resilience which is key to maintain the momentum when things get tough. Fear of rejection and failure is not friend of a sales person. This training title is specially tailored for sales people who have sought success from failures.
Who should attend?
All sales people from all sales types and industries
Duration: 1 day
Training content: