Workshop 1 - 1 Day

• Learn the common buyer behaviors during the sales cylce
• Discover/uncover Critical Business Issues
• Improve diagnostic skills and strategies
• Position the value of your offering
• Qualify and disqualify prospects and opportunities
• Prospecting tactics and strategies
• Avoid acting like a salesperson

Workshop 2 - 1 Day

• Establishing yourself as a Trusted Advisor
• Understand when and how to gain access to decision makers
• Learn competitive strategies
• Managing complex selling situations
• Establish and supervise the sales cycle
• Avoid proposal/RFP hell

Workshop 3 - 1 Day

• Learn how to negotiate effectively – and when to do it
• Manage the procurement process
• Advanced business development and prospecting
• Tactical marketing strategies

Supplemental:

• Extensive Case Study development & customization
• Tactical Account Planning
• Strategic Account review and planning
• Advanced Negotiation – extensive live practice

Program Description More Info >

Each workshops is an intensive program with frequent practice simulations. We custom design each training session to meet your goals and to maximize the impact based on your business requirements. Workshops can be delivered in four consecutive days off-site or sequenced as needed.

Also available:

1-3 Hour CEO/Executive Briefing

This is an extremely fast-paced session designed to provide CEO's and senior management several critical analysis tools so that they can audit their organizations capability to compete in today's marketplace.

2-3 hour Introductory seminar.

This program provides an introduction to the primary skills and methodologies needed to implement a structures sales approach. If you are not sure what's involved but want to get first-hand exposure to these powerful techniques, this program will get you started.

1/2 day Mini-Workshop

The mini workshop is an interactive program that includes significant audience participation. This is ideal as part of a Sales kick-off meeting, or regional team meeting. At your option the program materials can be customized for your business and industry

Industry Expertise: (references available)

• Technology (Services and software)
• Life Sciences
• Healthcare Services (Software & Services)
• Insurance (P&C, Benefits)
• Global Consulting Services
• Small Businesses (Fewer than 50 employees)
• Translation, Localization & Interpretation