Building a Value Driven, Consultative Sales Approach

This one and a half day program will teach you and your organization how to develop a consultative approach with a value driven sales process. It will include tactical tools that craft a sale's cycle and educationally motivates your client to buy from you during rough or smooth times. Your competitors will not have a chance.

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Learn how to:

• position you, your offering and your company through the clients eyes as a value rather then a list of features and benefits.
  
• offer a Value-process that rapidly cycles a complex sale into an earlier decision because of the speed which it outlines the pain and the remedy.
  
• gain a permanent seat at the clientís planning table.
  
• analyze an account and understand the dynamics that can affect your sale,
  
• investigate the various people who impact the buying decision,
  
• create a compelling strategy that captivates your client even when they are suffering economically,
  
• build an executable plan, and create Tactics Inside the Planned Strategy (TIPSÆ) ó that drive the client to a self-close through cognitive processes.
  
• Create an use cognitive questions and agendas that control the sales process.
  
• Return with usable spreadsheet process tools that put learning into action.
  
• Sample Internal Sales Process Templates: - CRM Templates
  
  • Selling Templates
    
  • Spreadsheets for Testing Win Probability Ratios
    
  • Account Profile Templates
    
  • Cheat-Sheets for Rapid Utilization

AUDIENCE:

Recommended that Sales Management, Sales Executives and Sales Support come as a team