Series Overview

Accelerated Performance Modules

Accelerated Performance modules are designed to delve deeper into Integrity Selling, the comprehensive sales training solution focused on ethical sales behaviors designed to forge productive and long-term business partnerships. These interactive, 90-minute modules give sales professionals the skills and tools needed to take their selling efforts to the next level, empowering them to determine their own futures.

Setting & Achieving Business Goals

What Participants Learn:

  • The link between clear, attainable goals and sales success
  • The value of having clear, specific, written goals and action steps for target accounts
  • A framework for writing relevant sales goals that are personalized, specific, and define responsibilities clearly
  • Tool and tips for staying the course when the road gets rough

 

Benefits to Your Organization

  • Stronger focus on results-producing activities
  • Prevalent rise self-accountability and goal achievement

 

Planning: More than Information Gathering

What Participants Learn:

  • How effective preparation is essential for overcoming challenges and creating value in a competitive environment
  • A simple-to-follow Roadmap that takes you from preparing for your first meeting to identifying a desired closing action
  • A formula for presenting mutually-beneficial goals
  • Tips for preparing a value proposition that blends your goal and your customer’s perceptions

 

Benefits to Your Organization

  • Increase in sales performance
  • Strengthened customer partnerships

Negotiating a Win/Win Outcome

What Participants Learn:

  • Ways to appreciate objections as an opportunity to collaborate with customers on creative solutions
  • The significance of anticipating objections and being prepared to address them head on
  • How to listen empathetically in contentious negotiating situations so that conflict can be resolved quickly and effectively
  • A simple and logical process for working through customer objections

 

Benefits to Your Organization

  • Significant improvement in closing ratios sales and revenue
  • Stronger and longer relationships

 

Digging Deeper into Customer Needs

What Participants Learn:

  • The quality of your questions is a sales differentiator
  • How to communicate intent to create value by asking quality questions
  • To further explore the GAP Model to craft questions that help customers understand their needs and decisions
  • How to develop thought-proving questions that get beyond the surface and uncover emotional drivers that influence buying decisions

 

Benefits to Your Organization

  • New sales opportunities otherwise left unearthed
  • Increase in sales performance

Stop Negotiating Price – Start Selling Value

What Participants Learn:

  • How your mindset and beliefs impact price discussions
  • Principles and a Roadmap for having effective price and value conversations
  • Knowledge that trust and mutual respect influence outcomes
  • Ways to promote value, removing price from being the central focus

 

Benefits to Your Organization

  • Significant impact on sales revenue and profit
  • Increase in value-based conversations – and outcomes

 

High Impact Prospecting

What Participants Learn:

  • The Cycle of Prospecting
  • How to craft a compelling Statement of Intent when asking for referrals
  • Strategies for thoroughly researching your prospect prior to a first call
  • Guidelines for completing a detailed Prospecting Plan

 

Benefits to Your Organization

  • Increase in market share
  • Increased customer loyalty

Want to Learn HOW WE CAN HELP YOUR COMPANY SOLVE YOUR ORGANIZATIONAL CHALLENGES?

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