Professional Selling Reinvented

Who Should Attend This Course?

• Professionals that want to further penetrate key accounts, develop long-lasting client partnerships, and create more strategic territory plans for better prospecting
• Key account managers, sales professionals, business-owners/entrepreneurs, sales managers.
• A minimum of two years of sales experience is recommended.

Available Course Format

• Instructor-led 13 week virtual program
• Remote delivered with the opportunity to customize

Learning Outcomes:

• Influence others more effectively with communications tailored to different personality types and an understanding of the psychology of compliance
• Develop self-awareness, maintain optimism, and manage stress with proven takeaway strategies
• Reduce distractions and increase selling time with a personalized time management system
• Strategically allocate selling and administrative time by leveraging ROI and COI calculations
• Set and achieve personal and professional goals with a formalized closed-loop system
• Implement more strategic, profitable, and achievable territory plans
• Resolve conflicts and pre-emptively mitigate potential issues with new and existing clients
• Effectively guide the client-side decision-making groups and processes
• Increase client retention with tailored and structured account plans
• Conduct the appropriate research and profit analyses before prospecting
• Differentiate yourself from competitors with a Unique Value Proposition
• Convert more prospects by improving the quality and efficiency of calls
• Develop stronger and immediate relationships with potential clients using strategies to build rapport and trust
• Shorten the decision-making process by preparing business cases that focus on financial gains and ROI
• Secure go-forward commitments at the end of each sales call
• Close more sales by transforming into a consultative advisor that focuses on solving problems and delivering value to clients
• Deliver tailored, effective presentations that result in sales
• Maintain profit margins while successfully navigating the negotiation process
• Participants learning  will be continually assessed by our qualified facilitator
• There will also be a short test at the end of each day to measure retention

Course Content:

Students will be given areas and topics to practice from one session to the next and expected to share experiences for group discussion.

Module #1 – The History and Future of Professional Selling

• Understanding the History of Professional Selling
• Predicting the future of Professional Selling
• Recognizing the Importance of lifelong learning and professional development
• Developing a Personal Brand
• Defining Consultative Selling
• Case Study – Review of Disruption

Module #2 – Framework for Success in Sales – Sales DNA

• Domain Expertise
• Understanding the Importance of Strategically Growing Your Network
• The Attributes of a Successful Sales Professional
• Skill sets of a Successful Sales Professional
• Mindset of a Successful Sales Professional
• Characteristics of a Successful Sales Professional

Module #3 – Effective Communication

• The Theory of Communication Styles and Understanding Communication Style Bias
• Conducting a Communication Styles Assessment
• Using Communication Styles to Communicate More Effectively
• Identifying methodologies for Selling and Marketing with Style
• Understanding and Managing the Different Types of Communication (written, non-verbal)

Module #4 – Compliance Theory

• Understanding Compliance Theory
• Application of Compliance Theory to Real Sales Situations

Module #5 – Ethics

• Understanding the Importance of Ethics in Business
• Ethical Decision Making
• Ethical Dilemmas – What to do?

Module #6 – Self Awareness

• Time Management Improvement
• Implementing Proven Time Management Techniques
• Stress and Attitude Management
• Time Chart / Work-Life Balance Exercise

Module #7 – Business Acumen

• Understanding Typical Organizational Structures and Planning Processes
• Revenue vs Profit
• Profit Realization
• Example Account Statement and Profit Delivery Exercise
• Margin vs Mark-Up
• Measuring What Your Time is Worth (Various Methodologies)
• Return-On-Time-Invested

Module #8 – Sales Planning Reinvented

• Understanding the S.M.A.R.T. model for developing goals
• Developing Key Account Plans and Territory Plans with Feedback Loop
• Establishing criteria for an in-depth Competitive Analysis of your Territory and Key Accounts
• Applying S.W.O.T to Key Account Planning Process and Key Sales Pursuits
• Using S.W.O.T to Identify Key Differentiators (U.V.P.)
• Setting Profitable Goals, conducting a Competitive S.W.O.T Analysis, and Calculating Return on Time Invested (R.O.T.I.)
• Mastering key steps to Building Key Points of Unique Differentiation

Module #9 – Prospecting and Lead Generation

• Developing Effective Prospecting Techniques to Secure Business
• Learning to Move and Track Opportunities through the Sales Funnel
• Learning how to Measure and Manage Your Sales Funnel
• In-Bound and Out-Bound Marketing for Lead Generation
• Warm Call vs Cold Calling

Module #10 – Consultative Selling Reinvented

• Application of Consultative Selling Principles to Your Role
• The Consultative Selling Process
• Consultative Selling Case Study
• Utilization of Objection Handling Techniques
• Developing Closing Techniques
• Return on Investment (ROI) Cost of Inaction (COI)

Module #11 – Presentations Reinvented

• Understanding the Importance of Presentation Format and Style
• Presentation Preparedness
• Presentation Delivery Tips

Module #12 – Negotiation Reinvented

• Understanding the different types of Negotiation
• Negotiation Strategy and Planning
• Principles for Effective Negotiation