Professional Sales Training

Sales Training Courses
Think back to your school days what teachers inspired you and which one just bored you out of your mind? How many times have you been on the edge of your seat as an instructor lectured you to death? Or was it when you were engaged in the class, participating actively that you enjoyed and got the most out of it. All too often training in the corporate world suffer the same fate. Too much lecture and not enough inter action and that is where we differ.

There’s hole in my bucket! Prospecting in the real world.
Prospecting, lead generation, and cold calling is one of the most challenging aspects of professional selling. If you’re a sales manager tracking and chasing a sales team reluctant to work the phones is no fun. If you’re a rep and your funnel is less than full only hard work and focus will help. If you are still staring at the yellow pages and hoping some one calls you rather than dialing for dollars, working your network and taking advantage of what technology has to offer chances are no matter how hard you try your results will not be what you hoped.
Over two days of high intensity sales training you will have the opportunity to identify
o The right type of prospect for your business
o How to best use technology to improve the time spent prospecting
o Set new business objectives
o Prepare to make the call
o Simplify follow up
o Stand out from your competition
o Deal with gates keepers
o Use referrals
o Prospect across multiple levels in an organization

Team Selling for Sales Professionals
This sales training course was created to help the sales organization maximize the impact of their internal and external resources as part of the sales process. Customers my by from a sales person but including the power of the people they will interact with day to day after the fact adds to your value proposition.

By expanding providing the sales team with tools to the understanding of how to integrate of subject matter experts area’s of expertise impacts both the sales process and ultimately the customer experience, this will enable them to improve their effectiveness in client facing situations. This will also allow them to understand client expectations and the ability to achieve them.
Participants will have an opportunity to:

o Determine what the internal and external resources are and when to use them
o participate in Precall planning exercises so all parties involved understand the opportunity and their role as part of the sales team
o Presentation skills for handling multiple presenters
o Best Practices for incorporating remote resources via technology
o Matching customer needs and requirements to area’s of expertise
o Post call follow – using the team to win
o participate in role play exercises that simulate both Sales, Subject matter expert and customer interaction

Team Selling Training for Non Sales Professionals
This sales training course is geared toward non sales professionals that are moving into or participate in a customer facing role during the sales process as a subject matter expert and team resource. After completion, each individual will be able to demonstrate their unique value to the client and enhance the product or service that is being offered. There are many deciding factors in a customer’s buying decision and over all satisfaction; often depth of resources is a major consideration.

By expanding the understanding of how each student’s area of expertise impacts both the sales process and ultimately the customer experience, this will enable them to improve their effectiveness in client facing situations. This will also allow them to understand client expectations and the ability to achieve them.
Participants will have an opportunity to:

o actively engage in the learning process
o build on previously covered concepts in each exercise
o practice and refine their customer facing skills in a classroom environment
o define and deliver their own unique value as part of the selling solution
o understand and identify customer needs, requests, and requirements through questioning and improve listening skills
o prepare for a sales call
o participate in role play exercises that simulate both customer and sales role interaction

Team Selling for the whole Team
This Sales Training course offers one day of focused instruction for the sales organization covering the key concepts of Team Selling for Sales Professionals. A second dedicated training for the line of business professionals and SME’s teaches Team Selling Training for Non Sales Professional . On The third day both the Line of Business Professionals/Subject Matter Experts and the Sales Teams are brought together to practice their roles, plan for customer interaction, define their roles and expectations prior to being on a “live” sales call between the two groups by completing custom designed case studies for your organizations industry and client types.

Positive Impressions and Increased Sales through Customer Service
How many great opportunities are left undiscovered because sales didn’t find them and your Delivery, Finance, or Customer service staff didn’t think to look or know speak up. It happens in every organization far more often than sales management and ownership would like to believe. This course provides a deeper understanding of what drives your business and how it these types of contributions can mean greater security and rewards for everyone. It provides a day in the life role pay so that non-sales people can understand that portion of the organization and how their own jobs are an important and valued part of the company.
Use it as a reward a break from their regular day or as part of your company’s over all training or cross training program.

Higher and Wider: a masters class in cross selling
The days of a single decision maker are long gone. Complex and Matrix based companies have created the need to not only know the line of business decision makers but also be able to understand what drives the business affecting issues through out an organization from the hands on staff to the executive office. It delivers through a series of self study and role play strategies and techniques for spreading your sales reach throughout an organization.