SalesForce Training - Training & Consulting

The Sales Management Challenge
Price objections arise for one of three basic reasons:

1. Your product or service IS overpriced.
   This means that the prospect can get exactly the same product and exactly the same service for less money somewhere down the road.  We’re sceptical that THIS is really your problem.
   
   
2. The prospect CAN’T AFFORD your product or service.
   Now your reps should have found this out back in the discovery or qualifying stage of the sales process by asking the prospect whether or not he or she can afford your solution.  Now this might be your problem on some occasions.
   
   
3. The prospect doesn’t want to afford it.
   This is by far the biggest reason why the price objection ever comes up.  Of course it’s your sales person’s job to make sure the prospect wants to afford what it is that they’re selling.  Our guess – this is where your problem lies.  That’s where selling skills come in.

The SalesForce Solution
At SalesForce our solution is called Value-Based Selling.  The Value-Based Selling program is designed to accomplish one objective, helping your reps build value for their prospects by improving their skill set in both relationship and consultative selling.

How It Works
Value-Based Selling enhances your sales team’s overall ability to create value by improving their selling skills. We do this by;

1. Thoroughly understanding your team’s current skill set by with an evaluation of selected team members using observations, interviews and assessments;
2. Designing a customized and repeatable learning program that focuses on bridging the gap between how the team is currently executing and how they need to in order to sell value;
3. Providing management with a roadmap for post-training coaching and implementation that leads to effective behavior change.   

 
With the Value-Based Selling Program, your organization will receive a completely customized program that becomes the property of the company, and in effect, your own in-house training program, to help your team create value.  We will help your company with sales rep training, sales management training on coaching, and train-the-trainer programs so that you will be able to implement Value-Based Selling repeatedly at much lower costs than continually outsourcing a training vendor. 

Do You Need It?
Ask yourself the following:

• Do your sales people understand how to create value for your clients?
• Do your sales people know, and can they clearly articulate, the organization’s core competencies?
• Do all of your sales people use the same “perfect elevator speech” to clearly position your organization’s ability to be your customer’s best solution?
• Have your reps clearly qualified their prospect by uncovering all of their needs before they move to the solution phase?
• Are you attending enough sales calls in a coaching capacity to truly understand where your reps’ strengths and weaknesses lie?
• Are your reps effectively able to handle the price objection?
• Are your sales people adept at differentiating your product or service from your competitors?

If you’ve responded with a “No” to any of these queries, then there’s potential that your sales team is not as effective as they need to be at creating value. 

Our Offer 
Please click here to access our complete Sales Training Needs Assessment instrument and evaluate your team’s performance in 60 different areas essential to relationship and consultative selling.