TERRITORIAL DEVELOPMENT AND MANAGEMENT (4-6 Hrs)

This very affordable Workshop will teach your salespeople how to maximize time and effort with accounts in their territory that have the highest sales potential for your products and services. Based on more than 50 years of research and input from territorial salespeople from Fortune 100 companies this workshop will equip your salespeople with the analytical skills they need to be constant Quota Busters! 

TDM

SOLUTION SELLING STRATEGIES & TOOLS (2-4 Hrs.)

This half-day Workshop is based on more than 3 decades of business knowledge and strategy. It will identify all the major Business Categories customer needs fall into and the Specific Objectives within each category that customers are trying to find solutions for. Salespeople will be trained how to identify Features of their products that provide Benefits for specific customer needs. Once identified, salespeople will prioritize the customer needs and product features into a complete Solution Selling Strategy that will guide the sales team through the sales process. It also insures that salespeople are always talking about the most important features of their products that solve the most critical needs care  customers have. 

Customer Objectives- Product Feature - Customer Benefits Selling

OVERCOMING PRICE & COST OBJECTIONS (2 hrs)

Based on research, 'your price is too high' and 'your product cost too much' are the most common objections salespeople hear on the most regular basis regardless of what they are selling. Every salesperson needs to know how to effectively overcome those objections to get to the next step in the sales process. Therefore, how to use the Price/Value Formula in a selling situation is essential to successful salesmanship. This is a 2-hour 'interactive' presentation that will give your salespeople more confidence selling and an effective strategy to overcome these kinds of objections. 

Using the Price/Value Formula to Overcoming Objections