As Peter Drucker said “The purpose of the organization, and everyone in it, is to create and keep a good customer”. This begins with setting your team up to apply this strategy successfully.
Refocus on the relevant elements and eliminate the need for the hard sell. Follow 6 one day sessions to help your organisation think strategically about the customer experience. Improve your understanding of current sales practices and use the Alignment Conversations© to drive innovation and sales success through relationship selling.
A minimum of 10 participants is required for general registration. Contact us for a free consultation to design your in-house programs.
This program has 6 sessions:
- Introduction to Sales
- Basic Sales interaction
- Market segmentation
- Value Propositions & key messages
- Creating your marketing plan
- Sales presentations
Innovation is built on a solid foundation of customer and market knowledge. This modules reviews sales basics and provides a platform for improved customer with your collaboration. During the session, participants develop their plans using real-time data and information.
- Why people buy
- Mechanics of selling
- Prospecting: sales funnel vs sales net
- The new sales pipeline, targets & goals
- The new conversation: Sales Alignment
- Sales research & needs assessments
- Standardized sales procedures
- Documentation & templates; scripts & presentations; sales logs & feedback capture
The customer experience begins before you even meet. This module helps you understand the importance of the Alignment Conversations© and anchor 7 positive, collaborative practices for connecting with your prospects and mining their needs for new and innovative ways to excel.
- Create a positive selling environment with words & phrases
- Practice body language to enhance your interaction
- Prepare to prevent objections
- Handle / meet objections
- Gain commitment
- Create the ‘PPP fit’
- Find & handle the ‘pain’ threshold
- Benefit from the golden rules of selling
Defining and understanding your market segments is one of the fundamental steps in creating a scalable business. This session assists you in understanding and capitalizing on your potential markets.
- Segment your markets
- Differentiate based upon segment
- Create the competitive points list
- Track important customer / segment information
- Use TAP to win sales
Defining your unique ability, product or feature can be daunting but is essential to setting your company apart. Using a series of simple exercises, we help you pin point your uniqueness and tailor it to your customer segments.
- Build customer knowledge
- Map customer experience(s)
- Leverage emotional drivers
- Develop your creative brief
- Perceived competitive advantage
- Create your Unique Value, and Selling, Proposition
- Use the Alignment Conversation© to leverage segment knowledge
It is not enough to defining a scalable but realistic marketing plan. Understanding integration points and creating a pipeline for innovation can stand between success and failure. Use our 5 Step Innovation Model to create a Sales & Marketing approach that will change the way your whole organization looks at sales.
- Create goals: short-, mid- & long-term
- Understand the buying process
- Understand your customers
- Understand sales types
- Manage your sales pipeline
- 5 Step Innovation & Align© Model
Whether you are selling a product, service or concept for your business, in person or remotely, this modules allows you to define, tailor and craft your presentation for maximum impact.
- Leverage features, values, benefits
- Create the elevator speech
- Craft cold call scripts
- Build networking pitch
- Develop trial closes
- Fashion qualifying questions
- Control & manage objections