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Does
your Sales Force...
q Know how to sell
high $ Value Deals by selling high Business Value to high level
Executives, versus just pushing Products & Services?
q
Know
how to contact & conduct Sales Calls with Execs with whom
they have not done business before?
Objectives:
With economic pressures working against any kinds of expenditures,
the need for your sales force to be calling on prospect and customer
executives is even more vital than before.
So often, too much effort is wasted by sales teams on campaigns
that don't stand a chance of making it through the budget or executive
approval processes.
Wouldn't it be useful to find out beforehand the key opportunities
and problems of the executives and then match the sales efforts
to these?
Experience shows that the majority of sales professionals shy
away from calling high as they do not feel comfortable with their
understanding of what the executives would wish to discuss with
them, and they are outside their comfort zone of product knowledge.
Our workshop is aimed at helping your sales professionals overcome
this fear.
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Selling
High! is designed to assist your sales force to understand:
the kinds of issues that executives might be interested in discussing;
how to get an appointment; and then, how to conduct the executive
call in a consultative manner.
Outline of the 2-3 day workshop:
q
Introduction
q
Selling Value & Solutions
q
The Need To Sell High
q
The Three (?) Phases
q
Intelligence Gathering
q
Phoning For An Appointment ###
q
The Executive (Consultative) Call
q
Wrap Up & Evaluations
Target Audience:
Experienced sales professionals who have been through basic and
advanced sales training. Participants must bring details of an
account which they wish to penetrate, eg: annual report, executive
background, etc.)
Customization
Our associates can provide consulting services to assist you
in modifying or adding to the standard programs, workshops and
role plays to make them truly reflective of your company's environment.
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