A customized sales training program will be created depending on the needs of your sales force and your organization’s business objectives. However, the contents will generally contain the following core courses. Courses can be subtracted or added to suit the needs of your sales organization. The contents and time required for each session will also depend on the idiosyncrasy and complexity of your product, service, or the knowledge and skill level of your sales force.

  NEW BUSINESS DEVELOPMENT 

• Develop an effective and personalized approach
• How to effectively generate leads
• Practical cold calling techniques
• How to plan and discipline for best results

• The psychology of buying
• Identify and communicate client’s needs through step-by-step questioning techniques
• Create and communicate value in client’s mind
• Plan successful call strategies

  VALUE-FOCUSED SALES PRESENTATION 

• Identifying “cost” versus “value” equation
• When and how to best create solutions
• Transform product-focused presentation to value-focused communication
• Obtain a commitment

  MANAGING SALES CYCLE 

• Learn 5-stage sale cycle management
• How to correctly identify where the client is in the sales cycle
• How to create strategies to advance clients to closing