Open Enrollment Sales Training Seminars:

Location  Date
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th
Atlanta, Georgia Aug. 10th
Dallas, Texas Aug. 16th
Boston, Massachusetts Aug. 17th-18th

 


Value Added Selling Skills Opens New Doors

The turbulent environment faced by most industries during the past few years has caused many sales organizations to streamline existing sales processes in an attempt to focus efforts on the highest revenue accounts. However, simply shifting whom you sell to may prove to be shortsighted unless you also change how you sell. Many companies continue to cling to inefficient, outdated sales strategies that yield modest sales figures and produce only weak, transient customer relationships. Instead, they should be pursuing new, innovative methods that reflect recent changes in market conditions. Today’s savvy, successful companies are discovering that the most effective means of selling begins with first understanding client needs and business objectives. This strategy allows you to sell appropriate product or service solutions that are in line with what the customer considers valuable. By learning to work as a trusted advisor who is focused on meeting customer needs, you will not only be able to increase sales, you will also build long-term relationships that will consistently lead to more sales.


A Training Course That Equips You To Offer Real Value To Your Customers
Today’s competitive business environment demands that key sales methodologies focus on the ability to know and understand one’s customer in order to provide effective, accurate product and service solutions. Our comprehensive Value Added Selling Skills Seminar is designed specifically for account managers who want to focus their sales efforts on meeting the specific needs of their customer accounts. This informative and highly interactive training workshop provides corporate account managers, telesales reps and field reps with the ability to design a structured sales approach that mirrors client buying and decision processes in order to provide customers with service that they will truly value. During this three-day, intensive program, participants in the Value Added Selling Skills workshop will learn to use consultative sales skills to identify corporate needs and offer valuable solutions to their customers. Other topics covered include behavioral analysis, dealing with complex sales structures, closing, and sales performance evaluation. The interactive nature of this sales skill seminar allows participants to practice proven concepts using simulation sessions, group activities, self-analysis instruments, exercises, discussion sessions and lectures that reinforce the learning process. These activities help increase knowledge transfer and skill retention, and allow participants to put newly acquired sales skills to use in the quest to successfully secure and serve large corporate accounts.


By attending the Value Added Selling Skills Seminar, participants will learn to:

  • Understand how to exceed sales targets in any type of industry
  • Pursue opportunities within both small and large-sized corporate accounts
  • Take advantage of sales strategies to build a pipeline of future business
  • Focus on long-term product and service value over low cost solutions
  • Understand how to deal with complex buying structures and approval processes
  • Work with the needs of different buyer types within an organization
  • Establish rapport and build chemistry with new and existing contacts
  • Quantify post-sale costs that may be incurred subsequent to purchase
  • Bundle products and services to increase customer value and lower costs
  • Use strategic interview skills to identify buyer needs and priorities
  • Adjust a personal sales approach based on customer cues
  • Identify problem areas and potential product or service solutions
  • Create personal Feature, Advantage, Benefit statements
  • Develop an advantage over aggressive competitors pursuing customer accounts

Sales Training Courses
 

If you need to train a larger sales team or want to discuss a more comprehensive sales training program, we also provide on-site private, fully customizable sales training. These workshops can be tailored to your particular needs and delivered in your offices or at off-site locations. 
 

For free, no obligation information on how we can help you please contact us today.