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Sales TrainingCustomer-Oriented SellingCustomer-Oriented Selling (COS) teaches consultative process for developing understanding and agreement between the customer and your salespeople, throughout the sales process. It's a logical, non-manipulative approach that works. COS develops proven selling skills while teaching your salespeople to be responsive consultants, individuals sincerely interested in helping to achieve the business objectives of their customers, with your products and services. (pdf) Course Length: 1, 2 or 3 days Account StrategyAccount Strategy is a new, advanced training program to give your salespeople an edge in meeting the challenges of major account selling. Using a straightforward, practical process, they work quickly through complex selling issues. The result is salespeople who are able to develop major accounts more effectively. Also, salespeople who are able to leverage strengths, maximize opportunities, face competition, avoid costly mistakes, and emphasize long-term account relationships. Course Length: 2-days Coaching for ResultsNo amount of sales training will be successful without sales management support and feedback. That's why we offer Coaching for Results for your sales managers. Your managers will learn to evaluate effective sales behaviors. They will learn and practice a coaching philosophy and process that will enable them to reinforce and to improve your sales representatives' selling skills. (pdf) Course Length: 1-day Telephone Prospecting and QualifyingTelephone Prospecting and Qualifying (TPQ) teaches sales representatives why and how to prospect and qualify over the phone. This program explores why prospecting is important and helps each sales representative establish a profile of a qualified prospect. It teaches participants how to plan and conduct successful prospecting calls that will result in an agreement to further the sales process or to disqualify the prospect. Sales representatives learn techniques for handling special obstacles that arise when using the phone; such as getting through a screener or dealing with answering machines. Finally, the workshop addresses the communication skills to enable sales representatives to project a positive image for your organization. (pdf) Course Length: 1-day Sales Skills Builders OnlineSkill Builders is a flexible reinforcement tool that enables sales managers and salespeople to focus on a particular skill area in depth. This program has a flexible format that may be used in a number of ways; such as a two-hour "mini-workshop", a coaching tool for your sales managers, or a self-study tool for individual salespeople who have been trained in Customer-Oriented Selling. (pdf) Course Length: 1 hour each |