High Performance Selling drives results through sales process, deal strategy, and dialogue skills

Critical Issues Facing Sales:

  • Better alignment with your customers’ new buying patterns
  • Increased consistency in process and skills to identify “winnable” opportunities
  • Improved visibility into the pipeline and accuracy of the forecast
  • Strengthened dialogue skills  that uncover the client’s challenging issues
  • Expand existing relationships by reaching new decision makers

Objectives

Upon completion of the course, participants will be able to increase their sales performance by:

  • Applying a client-focused approach to develop and expand client relationships, leverage internal resources, and increase your sales results
  • Applying a consistent and repeatable sales process based on winning practices to increase selling efficiency and improve opportunity forecasting
  • Learning a method for evaluating the appropriate stage for each opportunity in the sales process
  • Identifying the appropriate points in the sales process for strategic decision making
  • Further developing dialogue skills in order to uncover the client’s challenging issues and communicate the positive business impact your company’s solutions will have on these issues
  • Defining what different stakeholders value and to tailor how you communicate your company’s value accordingly
  • Expanding existing relationships by reaching new decision makers
  • Utilizing tools that enhance the selling process, strategic decision making, and client dialogues
  • Developing feedback and self-coaching skills in order to ensure ongoing development

Delivery Options

Blended, stand-alone classroom, eLearning, webinar, Train-the-Trainer

Tools available

Exercises, Role Plays, Planners, podcasts, video casts, books