Move the needle on every sales call
Sales has changed. And now, it’s time for your sales career to change too.
“Find a need and sell a solution” is an antiquated and ineffective cliché. Markets have become increasingly complex and competitive. Those with sales careers know it’s harder to communicate through sales calls, and that the sales cycle and the buying process have become more complicated and harder to complete than ever before.
New behaviors are required to succeed. Specifically, selling today requires alignment with client goals. This class is designed to help improve your career in sales, whether you have a pharmaceutical sales career, an insurance sales career, or something in between.
Who benefits?
- Salespeople who desire to update skills and improve their effectiveness
- Anyone starting or thinking of starting a sales career
- Salespeople who have not updated their skills in the last 5 years
- Sales people with long, technical and complex sales cycles
- Technical and other experts who support sales
You’ll walk away knowing how to:
- Gain access to the real decision maker and understand their buying decision process
- Adapt to the buyer's social style, an integral piece of customer relationship strategy
- Use effective cold calling sales techniques
- Improve customer relationship tools
- Demonstrate positive intent when making sales calls
- Discover clients' top priorities, building customer relationships with high credibility
- Probe and listen your way to success
- Add power to your sales presentations
- Sell payoff, not features and price
- Positively resolve client objections
- Consistently achieve desired client action
- Grow your territory with four easy organizing tools
In-class exercises and role-playing help to transform your understanding into new daily behaviors.