Building Integrity Into Every

Customer Experience

AUSTRALIA :: NEW ZEALAND :: ASIA PACIFIC :: PLUS 120 COUNTRIES

We are changing the way the world leads, sells and serves people

TRAINING FOR SALES MANAGERS

NAVIGATING THE COMPLEX SALE

Navigating the Complex Sale provides sales executives with the tools needed to confidently and skillfully manage strategic accounts in which multiple and diverse personalities are involved in the decision making process. At the core of Navigating the Complex Sale is Integrity Selling.

Participants Will Learn:

  • Use Account Mapping for optimal time management
  • Clarify the decision making process and identify the key decision makers
  • Use a simple 5-step process to effectively strategize and prioritise accounts
  • Analyse different buying objectives and establish effective sales plans
  • Address objections and capitalise on strengths to achieve sales goals
  • Advance key stakeholders to higher levels of trusting, mutually-rewarding partnerships
  • Importance of values, ethics, and beliefs, aka INTEGRITY

HOW WE WORK WITH YOU

MANAGER OVERVIEW / TRAINER CERTIFICATION
PRE-WORK WITH TARGET ACCOUNTS
INTERACTIVE 1-2 DAY WORKSHOP
8-WEEK SUSTAINMENT & ACCOUNTABILITY PROGRAMME
SUPPORTIVE COACHING

WHAT MAKES NAVIGATING THE COMPLEX SALE SO VALUABLE?

1

Content customised for relevancy

2

Pre-work with target accounts

3

Managers prepared to facilitate, model and coach

4

Highly interactive learning dynamics

5

Groups develop best practices specific to your business

6

Structured sustainment and accountability programme ensures application in key accounts

BENEFITS TO YOUR ORGANISATION

INCREASE
CALL EFFECTIVENESS

MORE
EFFICIENT USE OF TIME

STRONGER
CUSTOMER RELATIONSHIPS

IMPROVED
CLOSING RATIOS

SHORTENED
SALES CYCLE
"The team is more focused, organised and purposeful in their approach and interactions with their accounts. They also recognise their shortcomings and are working to improve them. I’m extremely pleased.”

MIKE MINERS, BUSINESS BANKING MANAGER, TSB BANK NEW ZEALAND