Learning Track:Executive

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

• Confidently utilize structured questioning
• Be able to constructively build anxiety around the customer’s issues to motivate action
• Be able to lead your customers towards your offering
• Help you to quickly identify the business impact of your customer’s pain
• Establish credibility and gain access to a broader range of stakeholders
• Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

Overview:

Selling can be defined as influencing people to make decisions in our favor. Sounds simple enough. But the reality is we are all different. No two people respond in exactly the same way to external stimuli. However we each display characteristics, which, if carefully observed, can give others insight in to what we might be most responsive to. This course is designed to help you make those observations and then give guidance towards the actions that will help you positively influence the outcome you are aiming for.

Learning Outcomes:

• Be able to apply the six forms of influence to maximum effect
• Build rapport and trust with people
• Recognize and appreciate the motivation of others
• Use learning styles and social styles of others to influence
• Develop a structured approach to influencing and persuasion
• Handle conflict, disagreement and misunderstanding effectively
• Find shared solutions
• Gain and retain commitment

Who this course is for:

All sales people who need to persuade and influence in order to achieve their targets and goals. In addition, sales managers who are responsible for people management will benefit.

Benefits to you:

You will gain greater cooperation, both internally and externally, in order to meet goals, establishing principles and initiating action. You will become increasingly effective when communicating with colleagues and customers.

Benefits to your organization:

You will see an improvement in internal and external working relationships, as well as a greater acceptance of proposals for change in activities and corporate processes. Pull people together, move ideas forward, galvanize change and create constructive solutions.

Overview:

This module focuses on determining the Business Issues of your customer. Business issues affect the customer’s profitability and this course will help you determine which executive owns the resolution to the various issues. Knowing how to link your product or service to resolving their business issues will get you the ear of the relevant executives.

Learning Outcomes:

• Be able to determine your customer's Business Issues
• Understand how to discover the executive owner of the resolution of the Business Issue
• Know how to position your product or service with an executive
• Understand how to build credibility with senior executives
• Understand the motivation of executives

Who this course is for:

This course is for sales people and sales managers who want to engage in campaigns and dialog that relate their offerings to their customer’s key business metrics. This course is designed to help sales professional engage with customer executives in a business focused dialog.

Benefits to you:

Gain credibility by engaging with your customer’s executives, and sell solutions an order of magnitude larger by helping to solve the customer’s business issue.

Benefits to your organization:

Having your sales people resolve your customer’s business issues produces larger deals quicker, as your sales people are dealing directly with the ultimate decision makers.

Overview:

This course will develop powerful presenters; people who feel confident with their own performance. They will be able to build and maintain rapport with their audience and communicate in an impressive and influential manner. Delegates will practice skills to help them make their points understood and ensure the customer takes action at the end.

Presentations are a key element of the sales process and making sure the customer takes action as a result is extremely important. This is about ensuring the customer acts on what you have presented and not just found it informative. You will be more confident and impressive by the end of the program. Presenting with Stories is a great way to deliver your message and information as it connects with the emotions of the audience as well as delivering the key facts. We remember stories far more than just facts. When done well, it allows us to connect with our customer in a way that works for them.

 Learning Outcomes:

• Explore and practice the power of storytelling
• Gain confidence in the storytelling framework
• Practice connecting emotionally with your audience
• Learn how to weave stories into workplace conversations
• Develop techniques to embed stories within your presentation
• Understand how to open and close presentations for maximum impact
• Learn how to plan your presentation to create action
• Use structure and content to build credibility
• Learn how to be in control, relaxed and confident
• Understand the role of body, posture and language, what it says to the audience
• How to use images to tell stories

 Who this course is for:

Sales professionals wanting to improve the impact of their presentations and sales pitches, seeking to connect with their customers and audiences emotionally to create change and direct action.

 Benefits to you:

Storytelling allows you to build stronger relationships and communicate to get ‘buy-in’ more efficiently and succinctly. You will learn how to connect to the audiences emotion to facilitate change, decisions and create direct action. It will allow you to arrange large amounts of information in a manner your audience will remember and elicit an emotional response from your customer.

 Benefits to your organization:

Decisions and ‘next steps’ often come as a result of a presentation. It’s an important part of the sales cycle. The organization needs to ensure its sales people are getting it right. The result is more business, decision makers influenced positively and more opportunities are moved forward. Become a memory in your customer's mind – messages ‘stick’ and get passed on. You will be able to communicate ideas holistically and convey a rich yet clear company vision and align with your customer's values. The skills you learn will also ensure organizational communication is more ‘human’.

Overview:

Customers will have a formal process to determine the value of any purchase. Utilizing the eROI methodology allows you to engage with the customer to ‘estimate’ the Return on Investment early, to qualify and accelerate the opportunity with the customer.

Learning Outcomes:

• Become familiar and confident with financial terminology
• Estimate value to facilitate ROI conversations with the customer
• Utilize the estimate to accelerate deals or to qualify opportunities out
• Use value to gain access to executives and decision makers
• Have financial dialogue with financial people
• Learn how to use value to create compelling events

Who this course is for:

Sales professionals requiring the skills to be able to estimate value early and present the eROI to their customers.

Benefits to you:

By estimating the value early on in the sales process and discussing value with the customer allows you to accelerate opportunities with customers and quickly access stakeholders.

Benefits to your organization:

Sales people engage in opportunities and commit resources such as demos, without really understanding the value to the customer. Estimating the value early allows qualification of opportunities and then focusing on those opportunities most likely to result in a deal. Quantifying the value can create compelling events and enables the early engagement with power people.

Overview:

Engaging high and early with your customer’s executives can give you a competitive advantage. Accessing and maintaining access to Power is key to accelerating your deals and increasing the deal size with your customers.

Learning Outcomes:

• Build an understanding of formal and informal power in its various forms
• Build credibility with Power
• Understand the motivations of Power
• Gain access and maintain it with Power
• Work with your Power to re-assign or create new budget

Who this course is for:

Sales professionals looking to engage with their customer’s executives.

Benefits to you:

Develop the credibility and confidence to engage with your customer’s executives. Understand the personal motivations of power players and how to align your solutions. Understand how to build and sustain relationships at the most senior level.

Benefits to your organization:

Having your sales team engage credibly with Power allows your sales people to close larger sales opportunities, by selling both the business and personal value of your solutions to your customers.

Overview:

Too often we stop selling when the customer gives us the order or we deliver the product or service. Value occurs for the customer when they experience and achieve the value of their purchase. The Delivery Plan module helps sales people create a plan from the current position in the sales cycle through ordering to value realization.

Learning Outcomes:

• Understand the elements of a delivery plan
• Utilize a jointly created delivery plan to gain customer commitment
• Be able to deliver and articulate the plan across multiple stakeholders

Who this course is for:

Sales people who want to accelerate the deal closure by focusing on the important aspects of what is important to the customer; solving their business issues, problems and creating value.

Benefits to you:

Build a timeline of relevance based on value to the customer and in doing so, lock down important milestones including when the customer needs to order to realize the value.

Benefits to your organization:

Having your sales people build plans with their customers ensures that they are in control of their opportunities, so they can forecast accurately on when opportunities will close.