Sales Excellence® Core Methodology contains our complete, comprehensive twelve-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.
The four most popular and essential topics from our Core Methodology program, including Learning to Think Like Your Customer, Selling Business Value and Results, Developing a Relationship Map, and Facilitating Your Customer's Buying Process.
These two modules from our Core Methodology program will give you a strong foundation for how to create sales opportunities once you reach your prospective client as well as a detailed 30-Day Plan of exactly what you need to do to get through to the people you really want to be selling to.
Of all the aspects of professional sales, none poses a greater challenge than maximizing your personal productivity. The nature of our world today is a constant series of distractions. But with some discipline around simple structure and focus can make us for more effective.
Maximizing the potential with your best accounts requires more than just Strategic Account Management; we have to learn to "develop" those accounts and manage them in a more strategic way. In this module we will rethink how we approach, strengthen and expand the relationship with our best accounts.
Negotiation is one of the most dreaded aspects of the selling profession (second only to prospecting, maybe). But it's possible that the reason it seems so intimidating is that we don't have a clear approach and strategy for negotiation. Or maybe we simply haven't practiced enough. This module will address both of those challenges and many more!
The foundation of sales success is to stop thinking like a salesperson and learn to understand more about why customers buy and how customers buy! Don't focus just on making a sale. Seek first to understand your customer's current state and their desired future state. Then you can position what you offer to help them get from here to there.
Of all the aptitudes and skills of the selling profession, this surely must be one of the most critical. You can't actively manage or close deals you don't have. Consistent prospecting and filling the sales pipeline is what separates those who struggle from those who achieve long-term success.