Our Business Development Program combines best practices in selling methodology with proven and powerful sales training to help businesses transform the way their sales force sells. We offer solutions that address the tougher and more competitive selling environment created by customers demanding more value, speed and control of the process. Using a powerful combination of sales methodology, training, and sustainment to accelerate behavior change leading to more consistent and higher levels of performance it will enable sales people to identify more opportunities in their existing accounts and with prospects and provides the tactics and strategy to pursue and win competitive deals.
1) Asking the Right Question and Overcoming the Objections That You Know Will Come!
- Start the questions with one of 7 words!
- Decide prior to the conversation what you are trying to accomplish
- There are only 6 ½ objections-know what your responses need to be
- Anticipate which objections you will receive
2) Discover What Kind of Presentation to Deliver and How to Deliver the Presentation
- Do you have the right people in the room?
- Should the presentation be a lunch & learn; a meet & greet; PowerPoint with leave behinds?
- Leave behinds should be just that
- Discover the do’s and don’ts of a winning presentation
3) Goal Setting and Planning
- Understanding the difference between a vision and a goal
- Creating a plan that include actionable steps
- Making sure your timeline aligns with your goal
- Using what we can control to achieve our goal
- What holds you back?
4) Personal Profiling System-DiSC — This can be a different interpretation of the test they have recently completed
- Discussing the 4 characteristics along with strengths and weaknesses
- Gaining new skills to communicate with the 4 different types
- Clues for differentiating the 4 types
- Using your knowledge to better manage your team members
- Understand what motivates other people and how to influence them
5) How the Experts Earn Long-Term Accounts
- Customer Retention: The Four Open Doors
- You must be the trusted advisor
- Account Retention: Little Signs of Big Trouble
- Building the right relationship for each account
6) The Keys to Consultative Selling
- Learn why consultative selling is becoming the only way to sell
- What are the changes you need to make in order to be consultative
- Understand the hidden sales weaknesses that prevent many sales professionals from successful execution
- How to deliver the ROI to your customer
7) Manage the Relationship Not Just the Project
- What do clients really want in a provider?
- Why clients stop buying from you
- Getting to the decision maker
Statistics about clients and what drives them away…make sure you are aware of how your service and attitude affects your clients!
8) Sell More Solutions to your Current Customer Base
- Being their trusted provider
- Maintaining and building relationships
- Overcoming objections
- Understanding your clients’ needs
- Building a compelling value proposition
- Anticipate which objections you will receive
9) How to Get that First Appointment
- Voice mail strategies
- Develop a sales cycle for each account
- Yes… a script is still relevant
- How to get to the correct decision maker
10) Goal Setting and Planning
- Understanding the difference between a vision and a goal
- Creating a plan that include actionable steps
- Making sure your timeline aligns with your goal
Using what we can control to achieve our goal- What holds you back?
11) Personal Profiling System-DiSC ($32 per booklet for each participant)- 2 hour session
- Discussing the 4 characteristics and strengths and weaknesses
- Gaining new skills to communicate with the 4 different types
- Clues for differentiating the 4 types
- Using your knowledge to build better relationships
12) Professional Selling Skills
- Creating scripts
- Dealing with voice mail
- Asking the correct question
- Closing the sale
13) Active Listening Skills and Body Language
- Common listening mistakes
- 15 ways to lose out at listening
- Different ways to listen
- Making a favorable impression
- Reading the body language of others
- Communicating using body language
