Why should you
consider this program?
Because in your competitive market, the key is not just working harder or making more
sales calls. It is building stronger, more strategic customer relationships that enable
you to lock out the competition now and in the future. Building competitive advantage lies
in strategy, more than in tactics. |
This two and a half
day workshop provides an innovative, strategic approach to selling that enables your sales
professionals to:
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Achieve partnership relationships
with customers.
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Lock out the competition.
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Shatter quotas and sales records. |
This program shows participants how to build an effective
sales strategy based on a clear understanding of the difference between strategy and
tactics. They learn a practical framework for identifying customers' critical success
factors and examining the relative strengths and weaknesses of their own products versus
the competition's, so that-for each key account-they can effectively differentiate their
products and services. Participants also learn how to use team strategies to focus
resources on key national or regional accounts.
In addition, our Sales Practices Survey, filled out
by customers prior to the workshop, provides direct customer feedback on participants'
strengths and opportunities for improvement.
Your people come away with a fully developed strategy for a
key account, and the ability to build credibility and trust with customers, reach real
decision makers, develop a different level of relationship with buyers, deal effectively
with customers' internal politics, and make better use of resources, thus driving down the
cost of sale and shortening the sales cycle.
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