Sales Excellence® Core Methodology Contents
Our complete 12-module program shot in hi-def video over a three-day workshop covering the major topics of selling including prospecting, selling value, qualification, deal management, negotiation, time management, and more.
- Understand, measure, and manage the four factors that determine your revenue results
- Learn the criteria-based qualification process based on the ten elements of why customers buy
- Learn the stages and players in the customer buying process
- Create a Customer Results Plan to drive the customer through their buying process
- Learn how to prevent and overcome objections
- Determine and build relationships with influencers and approvers. Understand what they value and what drives them to make decisions.
This Learning Plan contains all 12 modules of the Sales Excellence Core Methodology.
Module 01 - Learning to Think Like Your Customer
Module 02 - Selling Business Value and Results
Module 03 - Finding and Creating Sales Opportunities
Module 04 - Strategic Prospecting and Business Development
Module 05 - Developing a Relationship Map
Module 06 - Expanding Your Relationship Footprint
Module 07 - Facilitating Your Customer’s Buying Process
Module 08 - Sales Qualification and Forecasting
Module 09 - Managing Complex Sales Opportunities
Module 10 - The Advanced Basics of Sales Negotiation
Module 11 - Developing Accounts Strategically
Module 12 - Time Management for Sales Professionals