Articles & Whitepapers
Effective Sales Communication
A salesperson’s success is linked to his or her ability to communicate clearly, concisely and openly, while maintaining positive client relationships. This involves strong presentation skills, the ability to engage in business conversations with customers at all levels, negotiating from a win-win stance as well as communicating customer needs within their own company. Furthermore, it’s critical for salespeople to adapt their message to the needs and preferences of the customer. In fact, our research shows that versatile salespeople can be over 50% more successful than their less adaptable counterparts.
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create and position the business value of their offering to meet these requirements. learn more
Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. learn more
Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don't have the networks they need to accomplish their goals. learn more
UPFRONT Persuasion Through Presentation is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop and Close. learn more
The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. learn more