Just yourself? Learn about our highly effective and rewarding one-on-one Sales Coaching program.

 

A Value Selling tip:

Home | About Us | Resource Links | Site Map | Sales Tips | Contact Us | Blog Site

Skills and Techniques: Selling, Leading, Communicating, and Managing since 1987

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Contact Us About Training & Coaching

Sales Skills Development Training

Value Based Sales Skills and Sales Techniques Training Programs that get Results

We customize all of our sales skills and techniques training courses to match the skill sets needed to establish credibility and get results fast. Take advantage of our recent successful training programs with international sales forces as we blend business acumen skills, negotiation skills, and consultative skills to establish a relationship; not just get one order. Following are some of our sales techniques and skills training courses in:

Sales Negotiation Skills

National / Major Account Sales Skills

Price - Value Sales Skills

Competitive Selling Skills

Retailer - Consumer Sales Skills

Selling innovative solutions to prospects and customers is an effective approach to a meaningful, sustainable relationship with the customer base. But with the current highly competitive selling environment, suppliers are focusing on maintaining their customer base at almost any cost. The point: if there is no problem to solve there can be no selling of any solution. The challenge is to introduce innovative solutions to guide the prospect to discover for themselves that your product or service unlocks value untapped by their current supplier and they should give you a chance. Especially in markets where it is a non-durable product or renewable agreement the incumbent has a significant advantage in maintaining the business. As a result, if the value proposition is based on little more that a lower quote, chances are the prospect will use your quote as leverage with the incumbent - you and the incumbent loss. And when engaging with the prospect or customer you need to talk in the language of business. Referencing how you offerings will impact the Key Performance Indicators (KPI) such as: cash generation, working capital, return on assets, margin / income, NPV of projects, IRR hurdles, etc.

When you are the incumbent,as Andy Grove would say, "being a little paranoid won't hurt", our sales skills and techniques training courses focus on the sustainability of relationship / consultative selling where you need to be perceived as a planning partner to neutralize the competitive selling efforts of your competitors. Why not give us a call and see how we can develop a sales training workshop with sales strategies that will help achieve your organic growth goal.

Delivery methods:
  • One-on-one coaching
  • National / annual sales meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

Get more details on these value focused sales training courses

 
 

 
Google