SALES FORCE EFFECTIVENESS
In one battle alone, Samson killed over 1,000 Philistines with the jawbone of an ass!
Everyday ten times that many sales calls are killed with the exact same weapon!
- Unknown
Do your salespeople have a tendency to "product/service pitch" prior to uncovering prospect needs?
Can your sales people differentiate you from those competing options your prospects are considering?
Does your salesforce really create value for your customers or do they merely communicate it?
Are your sales people able to retain existing business when attacked by the competition?
If you've answered yes to any or all of these questions, perhaps it's time to re-evaluate how you are going to market. The field of sales has experienced some dramatic and far-reaching changes over recent years. Products and services are becoming more commoditized by the minute. Today's buyers are better educated, more informed, and have more options than ever before. In fact, customers have so many options to choose from they are very often confused on what the differences are between one offering or another. And with no perceived difference in the offering, price becomes the major criterion for the basis of a buying decision. These changes have created new challenges for sales organizations never experienced before. Success requires innovative ideas, a solid strategy and finely developed skills.
Whether you are selling a product or service, whether you represent a well-known, established company, or a new start up, one fact remains clear: it is unlikely that you will maintain a competitive advantage unless you discontinue doing things the way you have always done them. Success in the world of sales depends on your ability to reinvent yourself and your processes, and apply them for improved results consistent to your Customers' needs.
Our development solutions for Sales Leaders and Sales people are comprehensive, yet concise, practical and relevant. They will help develop a highly skilled and consistently successful sales force over time. We work with you to design, implement and reinforce our solutions that will lead to higher levels of achievement, including:
- Increased Sales
- Increased Market Share
- Strengthened Focus on Attracting, Servicing, and Keeping Customers
- More Repeat Business
- Increased Share of Wallet
- Competitive Business Converted
- Increased Income
- Higher Profits for You and Your Company
SALES EFFECTIVENESS TOPICS
Conducting Effective Product Launches Strategic & Tactical Sales Coaching
Creating Alignment Between Sales & Marketing The Art of Influence
Understanding Buyer Behavior Pre-Call Planning Building Competitive Immunity
Needs Identification Presenting Your Capabilities Working Through Buyer Challenges
Gaining Agreement Post-Call Analysis Building the Pipeline
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