Sales Training Workshops:

• Intro to Sales
• Sales Management
• Sales Negotiations
• Sales Presentations
• Telephone Sales Skills
• Consultative Sales Skills

 

Sales Training in Massachusetts

Boston, Worcester, Springfield

We offer standard or unique, private, sales training which can be tailored to your needs and delivered on-site at the time and location of your choice. Cities in Massachusetts include Boston, Springfield and Worcester. 

 

 

If you don't see your city listed please contact us to see if one can be arranged.

 

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Professional Service Sales Skills Training

Recent economic swings and changes in technology have forced the professional services industry to deal with rapid changes in their environment. During the halcyon years of the late 90s, just as software and hardware companies flourished thanks to a limitless flow of venture capital, professional services firms flourished as customers demanded and gladly paid for assistance with product implementations and customization services. When the bubble burst, the industry took a turn for the worse while consolidation, bankruptcy and downsizing consumed even the largest market leaders. Yet, despite these unpredictable economic conditions, many professional services companies survived and continued to grow in a highly competitive environment. In order for a professional services firm to differentiate its offerings, regardless of whether it operates as a stand-alone firm servicing multiple products or if it serves as the internal services arm of an OEM, actions must be taken to increase sales effectiveness to drive revenue. The Professional Service Sales Skills Training seminar was conceived for those services firms whose sales efforts are primarily driven by a sales organization tasked with managing local, regional or national sales territories.

Sales training Boston, Worchester, Springfield, Massachusetts

Focused on the integration and use of a consultative selling approach to selling, our Professional Service Sales Skills Training workshop teaches essential strategies and time-tested methodologies to drive growth and increase market share for professional services sales reps. Senior account managers, telesales reps, inside sales executives and telemarketers can benefit from this class Central to the learning process is a comprehensive analysis of customer buyer types, sales structures and the effect customer behavior plays in the sales process. Time is also spent on each facet of the sales process from how to uncover hidden concerns and needs to the ability to steer sales calls towards appropriate service recommendations. This highly participatory training program provides professional services sales reps with multiple opportunities to put newly learned skills to use via simulation sessions, group exercises, individual activities, Q&A sessions and lectures. These opportunities revolve around increasing knowledge transfer of sales reps who plan on implementing new sales skills in their territory. With these skills in hand, professional services sales reps will be able to focus on productive activities that will lead to increased sales numbers and quota attainment.

Professional Service Sales Skills Training participants will learn to:

• Understand the challenges and opportunities found in professional services sales
• Utilize proven strategies to build a pipeline and increase closing ratios
• Focus on the advantage of long-term service value over low cost solutions
• Differentiate higher quality professional services offerings over offshore options
• Work with the needs of different buyer types and sales structures
• Establish rapport and build chemistry
• Quantify customization costs that may be incurred due to product purchases
• Bundle service and training offerings to increase customer value and revenue
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their sales approach based on customer cues and buyer behavior
• Identify areas of concern and recommend appropriate solutions
• Create personal Feature, Advantage, Benefit statements
• Understand the Sales Process
• Handle sales objections and close the sale

For More Information, call 713-627-7700 or fill in this form.

Sales Training Boston, Springfield, and Worcester, Massachusetts

 

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