For years, fully customized workshops have been the hallmark of our success. Simply put, we customize our workshops to a degree very few training organizations are willing to do.
For many training organizations, customization simply means putting the client’s name on the cover of the workbook and the course diploma. At SalesForce, we believe that customization means more than that. Our customized programs ensure that the course material and content reflect the client’s real world needs and selling environment. In addition, the workbook is full of company-specific examples, turning it into the company’s sales tactics manual.
Depending on the program, we will spend up to three days at your company doing preprogram research to:
- Gain insights into the corporate culture
- Have detailed discussions to define your needs
- Develop appropriate selling examples for the workbook
- Make actual sales calls with selected salespeople to understand the selling environment
- Conduct a participant survey to uncover hidden training needs
- Perform detailed assessments on your salespeople and their role – JOB FIT and TALENT FIT
Once the information is collected, the workbook customization process begins. Up to 30 to 40 percent of the course material will be changed. This includes:
- Removing non-relevant workbook material
- Adding company-specific material
- Customizing up to 80 percent of the examples and exercises
- Developing a typical sales call using your product or service
- Prepare a report for management highlighting the findings from the planning survey
During the workshop, emphasis is placed on the specific areas identified during the preprogram research as requiring special attention.
Learn more by clicking on one of our sales improvement programs below:
Sales Foundations Training – Value-Based Selling
Tactical Selling Skills used when you are face-to-face, or on the telephone with a client or prospect.
Sales Excellence Training – Major Account Selling and Opportunity Management Skills
Strategic Selling Skills that are done either by the sales person or sales team away from the client for prospect.
Customer Service Excellence Training – Selling on the Inbound Call
Tactical Selling Skills for people who ‘farm’ existing accounts and / or provide telephone-based customer service and support.
Sales Performance Management Training – Coaching and Sales Management Skills
A combination of tactical and coaching skills designed to increase the effectiveness of sales managers.
Value-Based Selling
Most successful sellers, consultants and / or influencers believe the key to their success is the ability to communicate effectively with clients, and to develop and grow strong relationships with them. Very few of us are born with these skills and therefore, in order to be successful, we must learn and practice them.
In Value-Based Selling Skills Workshop, working with an experienced sales trainer, you will learn how to create added value, build trust and credibility and improve your ability to effectively communicate and build relationships with your clients and prospects. Each session includes various skills-building activities, one-on-one practice, group activities and role-plays, as well as demonstrations and exercises. Participants use their own real-world client and prospect situations for every role-play and practice session as this helps to increase the relevance and improve the learning.
- Keys to relationship and consultative selling
- Finding new prospects through ‘Warm’ prospecting
- Sales Call Structure and Planning
- Selling against the competition
- Secrets of effective qualifying
- Adding real value to the sale
- Handling common objections
- Getting Commitment and Closing
- Buying and Selling Styles
- Selling to Senior Executives
- Making Effective Team Calls
- Networking for Results
- Asking for Referrals
This workshop is a must for new salespeople who want to develop a sound foundation on which to build a successful sales career and for experienced salespeople who want to sharpen their selling skills. It is also ideal for inside sales and sales support personnel and key management staff who manage, coach and mentor sales teams. The modular approach of the Value-Based Selling workshop allows for the creation of workshops in a format that best suits the needs of you and your sales team. From as little as a 90-minute time block, to a two-day format, any workshop can be designed to meet your needs.
Major Account Selling and Opportunity Management Skills
To successfully close major sales within large accounts, salespeople must develop their selling skills beyond the basics. When selling to large accounts, salespeople have to more than sell, they have to manage the account, seek out opportunities within these accounts and then manage any resulting sales opportunity.
This program outlines the importance of data collection and information gathering, finding and cultivating key contacts and decision makers, uncovering and/or developing opportunities within an account, developing a strategic partnership with the client, and managing the sale through situation reviews, key factor assessments, as well as industry and competitive analysis.
Major Account Selling and Opportunity Management Skills will take a detailed look at:
- Account and Relationship Management
- Opportunity Seeking
- Opportunity Management
- Strategic Design
- Planning and Team Selling Skills
- Using LinkedIn for Business Advantage
The benefit of this workshop is it provides you with a proven methodology and framework for developing and maintaining a strategic account plan, as well as a single page / screen tool for managing the complexities of a single opportunity within an account. In the workshop, you will use one of more of your current accounts and opportunities to understand and develop strategic account plans and opportunity MAPS.
Account Management and Customer Service Excellence Skills
Most successful customer service reps believe the key to their success is the ability to efficiently and effectively deal with inbound customer inquiries and issues, and then transition the call into a selling opportunity.
Many call centre agents lack the confidence and comfort required to effectively initiate a selling conversation with an inbound call. Traditional training focuses customer service, not the communication skills and tools required to increase their ability to cross-sell.
In our Selling on the Inbound Call Workshop, we specifically focus on the processes, skills and tools necessary to improve your ability to effectively address inquiries, resolve inbound customer issues, and then confidently transition into a cross selling dialogue with the customer. We do this through a combination of interactive lecture and ‘doing-it’ role-plays, based on your real-world customer situations.
This workshop typically consists of the following modules:
- Customer Service and Selling
- Call Structure for Inbound Selling
- Answering the Call and Getting Attention
- Investigating and Resolving the Customer’s Issue
- Validating the Selling Need
- Making a Compelling Recommendation
- Handling Objections and Getting Customer Agreement
- Coaching and Mentoring the Process
- Role-Play Practice Clinics
The benefits of this workshop and the proven methodologies, skills and tools you will learn and practice, are improved handling of inbound customer inquiries and issues, and the increased confidence to initiate and develop selling opportunities.
Coaching and Sales Management Skills
One of the main functions of a Sales Manager’s job is to provide direction and to improve their sales team’s performance, and consequently the sales results. Even top performers look for ways to continue their development and are motivated by coaching discussions.
Effective coaching relies on a Sales Manager’s ability to define acceptable and exceptional performance standards, analyze a sales person’s performance against those standards and explore developmental opportunities with each individual.
This workshop typically consists of the following modules:
- Sales Managers’ Role and Activities
- WIN-WIN Sales Management
- The Sell Cycle
- Forecasting
- Managing Sales Processes and Tools
- Conducting Effective Monthly Sales Reviews
- Performance Improvement Programs
- Conducting Effective Sales Meetings
- Managing By Results
By attending this program Sales Managers will receive the tools and resources they need to improve their coaching skills and make the time they spend with their salespeople more productive.
