Most experienced salespeople know how to identify information about a customer's products and market position, and how to ask questions to uncover business issues important to the customer. The real opportunity to stand out from the competition lies in becoming a true consultant to the business, asking a different set of questions focused on the customer's core business processes. Once the salesperson thoroughly understands these processes—how they link to each other and what kind of information is exchanged among them—it is possible to identify unique opportunities to improve key metrics, such as inventory turn, labor costs, or time to market. By offering a solution to a concrete problem, the salesperson moves beyond consultative selling to a distinctive role as a true business consultant able to make a substantive contribution to the overall success of the business.
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. 詳しくはこちらへ
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. 詳しくはこちらへ
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. 詳しくはこちらへ
Global Effectiveness is based on working within the five cultural dimensions. This program will teach participants what types of behaviors to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset. 詳しくはこちらへ
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. 詳しくはこちらへ