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In this workshop sales people will learn how to execute the key selling skills, including:
- prospecting/business development
- need development
- identification and creation of unique business value
- prospect qualification and disqualification
- sales process control
- negotiation and expectation management
In addition to attending lectures understand the "how and why", participants will be
required to practice these skills in, in-class labs, and role-plays with their CustomerCentric Selling® coach and in their evening group Case Study assignment.
The Case Study assignment teams focus on improving the probability of success in a large
"live" opportunity. The participants have the opportunity to form or fine-tune specific strategies on how to better handle an existing large opportunity using CustomerCentric Selling®
tactics and tools. The evening work culminates with a presentation to the entire group on the final day of the workshop. This item alone has resulted in an immediate return of the program costs for many
companies.
The organizational benefit is increased revenues, improved forecasting accuracy, and most importantly, improved
margins. Margin improvements typically come from shorter sales cycles, more effective marketing campaigns and a lower cost of sales management and administration due to the implementation of repeatable
objective processes.
This instructor-led workshop is delivered publicly and to individual organizations. Content can be customized to
reflect the client's specific product/service offering and markets.
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