ACCELERATED PERFORMANCE MODULES
Accelerated Performance modules are advanced sales training courses designed to delve deeper into Integrity Selling (ethical sales programmes for forging productive and long-term business partnerships). These interactive, 90-minute sales training modules give sales professionals the skills and tools needed to take their selling efforts to the next level.
Setting & Achieving Business Goals
What Participants Learn:
- The link between clear, attainable goals and sales success
- The value of having clear, specific, written goals and action steps for target accounts
- A framework for writing relevant sales goals that are personalised, specific, and define responsibilities clearly
- Tool and tips for staying the course when the road gets rough
Benefits to Your Organisation
- Stronger focus on results-producing activities
- Prevalent rise self-accountability and goal achievement
Planning: More than Information Gathering
What Participants Learn On Our Advanced Sales Training Courses:
- How effective preparation is essential for overcoming challenges and creating value in a competitive environment
- A simple-to-follow Roadmap that takes you from preparing for your first meeting to identifying the desired closing action
- A formula for presenting mutually-beneficial goals
- Tips for preparing a value proposition that blends your goal and your customer’s perceptions
Benefits to Your Organisation
- Increase in sales performance
- Strengthened customer partnerships
Negotiating a Win/Win Outcome
What Participants Learn:
- Ways to appreciate objections as an opportunity to collaborate with customers on creative solutions
- The significance of anticipating objections and being prepared to address them head on
- How to listen empathetically in contentious negotiating situations so that conflict can be resolved quickly and effectively
- A simple and logical process for working through customer objections
Benefits to Your Organisation
- Significant improvement in closing ratios sales and revenue
- Stronger and longer relationships
Digging Deeper into Customer Needs
What Participants Learn:
- The quality of your questions is a sales differentiator
- How to communicate intent to create value by asking quality questions
- To further explore the GAP Model to craft questions that help customers understand their needs and decisions
- How to develop thought-proving questions that get beyond the surface and uncover emotional drivers that influence buying decisions
Benefits to Your Organisation
- New sales opportunities otherwise left unearthed
- Increase in sales performance
Stop Negotiating Price – Start Selling Value
What Participants Learn On Our Advanced Sales Training Courses:
- How your mindset and beliefs impact price discussions
- Principles and a Roadmap for having effective price and value conversations
- Knowledge that trust and mutual respect influence outcomes
- Ways to promote value, removing price from being the central focus
Benefits to Your Organisation
- Significant impact on sales revenue and profit
- Increase in value-based conversations – and outcomes
High Impact Prospecting
What Participants Learn:
- The Cycle of Prospecting
- How to craft a compelling Statement of Intent when asking for referrals
- Strategies for thoroughly researching your prospect prior to a first call
- Guidelines for completing a detailed Prospecting Plan
Benefits to Your Organisation
- Increase in market share
- Increased customer loyalty
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