Sales Concepts Interactive Online Workshops

Why do some salespeople blow out their goals year after year while others struggle? This workshop reviews the traits that distinguish successful salespeople from average salespeople. While we consider the typical characteristics such as tenacity, product knowledge, and industry expertise, we also look at some of the more obscure traits that increase success, like curiosity. However, for this session, the emphasis is on connecting and establishing value by differentiating yourself. We focus on curiosity, connection, communication, establishing value, and leveraging those items to position for the close.

Customers and prospects have different expectations from salespeople. If treated the same, the salesperson misses opportunities to move the process forward. This easy-to-use method teaches time-proven skills for recognizing these expectations and building positive relationships. Attendees learn a better understanding of themselves and others, how to work with people in varying situations, and how relationships affect the perception of value.

Prospecting is essential when generating new business and keeping our sales funnels full, but only some do it. In this session, we evaluate what consistent, proactive prospecting is. Why it's important, and how to overcome what keeps us from doing it. We introduce an eight-step process for proactive prospecting.

We begin by assessing the value of LinkedIn for people responsible for connecting with customers. LinkedIn is vital for anyone working in a B2B selling environment to differentiate themselves in today's digital environment. This session demonstrates how. Topics covered include: developing a profile that sells, the value of qualified connections, following organizations, maximizing customer interaction, and how social networks impact the quality of your reputation in your industry.

Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and prospects. This session examines the four value types and how they affect customers' perceptions. We assess sources of value and build questions to determine what customers value and how to quantify it. Salespeople can use this information to maintain margins and differentiate themselves in the minds of their prospects and customers.

Whom do you contact when developing a strategy for calling on an account? What do you say when you reach these people? How do you gain commitment from these people? We emphasize the importance of penetrating an account at all levels by dividing an account into four buying influences: Economic Buyer, User or Worker, Technical Buyer, and Coach. We explore and discuss ways to address each influence's real and perceived risks.

Nothing impacts discovering new opportunities more than the ability and skill to ask thoughtful, relevant, and insightful questions. In this workshop, we share a four-step process for asking impactful questions. We emphasize the importance of asking questions from the initial contact to the close. We review the barriers that keep us from asking questions with options to overcome them. We stress that salespeople need to stop telling, stop assuming and start asking questions.

Assuming one can listen because one can hear is like assuming one can read because one can see. How does it make you feel when someone listens to you, really listens to you? Do you provide that feeling to prospects, customers, or anyone? Actively listening to them shows how important they are to you. Listening creates trust and loyalty. Listening is a skill that can only improve with practice. This workshop evaluates what keeps us from listening at our peak efficiency and explores methods to become better listeners. Next time, you will know when a customer looks back at you and says, "Now, where were we?"

To deal with objections effectively, we must understand where they come from and what causes them. Then we must understand how we react to them. We share a seven-step process for dealing with objections. In addition to the five basic objections, participants discuss the most difficult ones they encounter daily. We explore and discuss ideas to help participants respond when dealing with objections.

Emotional intelligence is the ability to identify and regulate one's emotions and understand the emotions the others. Recognizing and adapting to emotions is critical in stressful situations, such as working with customers in a tense environment. In this workshop, we explain what emotional intelligence is and how it may impact our ability to conduct business. We share examples of high emotional intelligence and a lack of emotional intelligence. Emotional Intelligence consists of understanding self-awareness, self-regulation, motivation, social awareness, and social regulation. Methods to improve emotional intelligence are shared.

A tactic is any skillful action used to gain an end. Tactics usually occur in the middle of a negotiation during the bargaining phase of the process but not always. There are two types of tactics. Overt and covert. Overt tactics are easy to recognize and must be addressed immediately. Covert tactics are subtle and may not be recognized at all. In this workshop, we explore how to recognize and respond to the most common tactics used by buyers. What is coming at you? What will the other party try? Part of being prepared is trying to answer these questions before the negotiation. You need to identify tactics the other party is using so that you may counter them during the negotiation.

Your price is too high! Have you ever heard a customer or prospect say something like this to you? What do you do? How do you respond? In this workshop, we explore what to do when a customer says this to you and how to prevent it in the first place.

Salespeople typically sell what something is; customers typically buy what something does. This creates an inherent disconnect between salespeople and customers. Salespeople typically know and talk about the features and advantages of their products and services. We stress the importance of discovering what these do for the customer. What is the benefit to the customer? This workshop is structured to demonstrate that customers are interested in the benefits applicable to them. Customers buy benefits. Understanding the benefit of each is imperative. The importance of asking questions to discover the benefit is stressed.

A business case is a document or a presentation that helps a person, or people understand the benefits and risks of an opportunity or recommendation. It compares alternatives and the proposal's benefits with other options and the limitations of the status quo. A strong business case establishes urgency and makes a compelling argument for implementation. This session explores how to develop and present a persuasive business case.

The close is a logical conclusion to an orderly sales process. We discuss the six critical elements of closing and how they impact your ability to win business. Closing can be difficult for salespeople when they have not earned the right to close. Ways for closing the Economic Buyer (the final decision maker) are reviewed and discussed. We emphasize that closing should be a natural part of the sales process, not an awkward question or gimmick. Natural closing at the end of the sales process requires proper positioning at the beginning of the process.

Most salespeople have yet to learn what their time is worth or why it is essential to know the value of their time. We all have the same amount of time. This workshop is not so much about managing time as it is about choosing priorities. To properly allocate something, one must understand what it is worth. One of the critical differences between mediocre and successful salespeople is that they understand the time they should allocate to win a particular piece of business.

One of the biggest challenges salespeople face is developing an objective and accurate forecast. Unfortunately, many salespeople see forecasting as a waste of time. In addition, many salespeople have yet to learn how to assess and quantify the likelihood of winning future business. This workshop addresses harmful attitudes about forecasting and offers ways to overcome negative thoughts. This program focuses on evaluating fifteen critical factors for objective forecasting. The factors are: The prospect is a previous or current customer. The need is identified. Target close or implementation date established. The budget is allocated. There is agreement on the tentative concept. Preliminary pricing has been discussed. The economic buyer is identified. There is consensus among multiple people in the organization. There are no significant obstacles perceived with the proposal. Some competition has been eliminated. We have obtained positive feedback on the preliminary pricing. Technical validation is complete. Final pricing negotiated. We have approval from the economic buyer. The customer is responsive. We emphasize accountability, including the rewards and consequences for making or missing the forecast.

Maximize the profitability of your next tradeshow or event. In the first 13 seconds of entering your booth, 77% of visitors subconsciously decide if they are interested. Time is of the essence to establish a positive impression. We provide methods for making quick, meaningful connections, winning attention, and keeping it. Develop a strategy and a tactical approach to maximize the impact and return of your next event or trade show. This workshop provides tools attendees can use to convert prospects who visit a tradeshow or event into customers.