TRAINING PROGRAMS

SELLING ESSENTIALS (and Understanding the Buying Process)

 

A 2 day program focused on understanding the Customer Buying process in alignment with a Sales Process.  This workshop captures the following:

 

  • Defining a sales process
  • Prospecting & qualifying opportunities
  • Engaging with your Customer
    • Needs Assessment applying questioning techniques
    • Handling Objections
  • Proposals & Presentations
  • Closing
  • Elevation
    • Strengthening account relationships
    • Selling value higher in the organization
SSD_TP_SellingSkills

SELLING VALUE & DIFFERENTIATION

 

Commoditization has put pressure on sales organizations to find ways to demonstrate a Unique Value Proposition (UVP), and create differentiation amongst competition.  It is becoming increasingly important to focus on helping Customers succeed (resolve their business issues and/or attain their goals/targets).  Selling Value is a one day workshop that will enable you to:

 

  • Develop a Unique Value Proposition (UVP)
  • Build a Value File
  • Quantify your value
  • Communicate value

SALES COACHING

 

Coaching is a critical element to maximize any investment in training and drive behavioral change to impact sales performance.  Managers should understand the essence of coaching and how to coach effectively (see The Power of Coaching INSIGHTS).  Coaching is about untapping the potential of your colleagues through mutual exploration looking forward (guided by the Coach), not evaluating the past.  It can lead to improved sales, motivating your team and reducing employee turnover.  In this program, the focus is on using the G.R.O.W. coaching model to elevate Coach/Coachee conversations.  Additionally, there is an element of Sales Management (ie. setting team expectations) to enhance the workshop.  Typically, it is a 2 day workshop with practice modules to embed learning.

NEGOTIATION SKILLS

 

Negotiation is an integral part of selling.  Given the competitive environment today, it can be easy to give up margins when dealing with a savvy Purchasing contact.  This one day workshop highlights key skills, concepts and techniques around conducting a successful negotiation.

TIME & TERRITORY MANAGEMENT

 

Customers demand more today than ever before, and you are constantly searching to find ways to differentiate yourself. Should all Customers be treated equally? How do you allocate your time to maximize your sales effectiveness? How effective are you in managing time and your territory?

This one day program takes a deeper dive into your current territory approach, with a key objective on improving sales efficiency and effectiveness.  It is customized to make it relevant for your business.

PRESENTATION & FACILITATION SKILLS (2 DAYS)

 

Your Customers will often form quick judgement on your ability to deliver compelling presentations and capture their attention. Overall, how would you rate yourself on a scale of 1-10 (10 being outstanding)? What are your presentation strengths and what can be improved?

 

This workshop focuses on how to elevate your presentation & facilitation skills, expand your techniques beyond PowerPoint to incorporate Visual Messaging which is far more impactful and memorable to your audience. You will be asked to make 2 presentations to apply new techniques learned in this 2 day program.

 

Confident mature businessman giving a presentation to his team in modern office. Business brief with annual goals with employees. Leadership man training businessmen and businesswomen in conference room.

EVERYTHING DiSC (Workplace & Sales)

 

For almost four decades, thousands of organizations have recognized the power of a DiSC® experience.  One of the reasons Everything DiSC® is used by so many organizations is because the model is simple and memorable.  Learners carry the four styles out of the classroom and can immediately infuse the ideas into their work culture.  In addition, the circumplex model is a powerful yet easy way to see how you relate to other people.

 

EVERYTHING DiSC SALES FOCUSES ON:

 

  • Understanding Your DiSC Style
  • Recognizing and Understanding Customer Buying Styles
  • Adapting Your Sales Style to Your Customer’s Buying Style

FIVE BEHAVIORS OF A COHESIVE TEAM

 

THE FIVE BEHAVIORS OF A COHESIVE TEAM is an assessment-based learning experience that helps individuals and organizations reveal what it takes to build a truly cohesive and effective team in the most approachable, competent, and effective way possible. Powered by Everything DiSC®, the profiles help participants understand their own DiSC® styles. Bringing together everyone’s personalities and preferences to form a cohesive, productive team takes work, but the payoff can be huge—for individuals, the team, and the organization.

 

To gain this advantage, teams must:

 

Trust One Another

When team members are genuinely transparent and honest with one another, they are able to build vulnerability-based trust.

 

Engage in Conflict Around Ideas

When there is trust, team members are able to engage in unfiltered, constructive debate of ideas.

 

Commit to Decisions

When team members are able to offer opinions and debate ideas, they will be more likely to commit to decisions.

 

Hold One Another Accountable

When everyone is committed to a clear plan of action, they will be more willing to hold one another accountable.- Focus on Achieving Collective Results
The ultimate goal of building greater trust, conflict, commitment, and accountability is one thing: the achievement of results.