Growing Excellence Over Time
The field of sales has experienced some dramatic and far-reaching changes over recent years. Today's sales professional, as well as today's buyers are better educated, more informed, and have more options than ever before. These changes have created new, exciting, and challenging possibilities in every organization. Success in sales requires innovative ideas and finely-developed skills.
Success in the world of sales depends on your ability to reinvent yourself and your processes and apply them for improved results consistent with your customer's needs. Whether you are selling a product or service, whether you represent a well-known, established company or a new start up one fact remains clear: it is unlikely that you will maintain a competitive advantage unless you continue to update and hone your skills.
The Sales Process
Sales is not about convincing someone to buy. It is about understanding needs and matching your products and services to meet those needs. Our sales program is developed around a step by step process that utilizes questions as a means to uncover those needs so your sale force can meet them for your customers. The results? More sales more often without the pressure traditionally associated with selling.
Critical Issues Addressed in this Process:
Each program includes an individual Action Plan focuses on :
Outcomes from this Program Include:
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The Sales Development Process offers a comprehensive, concise process that provides the tools for sales professionals to move to new levels of success. By uniting current sales skills with a personal development system, a sales professional will uncover a system that leads to higher levels of achievement.
Four Essential Elements of Development
Attitudes can drive behavior. Therefore, in order to develop or enhance sales behaviors, it is essential that we begin by developing positive, success-oriented attitudes.
Much of what a sales professional is involved in and therefore accomplishes involves other people. To be effective in this continuous challenge it is important to learn how to use interpersonal skills effectively.
Much of sales is about the numbers. Using goals as a tool to establish and measure performance and effectiveness is essential to success. The goal accomplishment model which is a part of the sales process, provides the tools and methods necessary to achieve more goals in order to maximize results and outcomes.
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