|
ogistics
specializes
in working with business-to-business sales
organizations to provide customized major
account sales training programs designed to
ultimately increase sales productivity. Our training programs
examine and teach a proven, research-based approach to
creating and developing major account selling opportunities in
today's dynamic business world. After completing our programs,
our clients learn a critical framework of skills that have
been shown to separate "ordinary" from
"extraordinary" sales performers.
| What
makes Sogistics Major Account Sales Training unique? |
 |
Here is what
makes our program not only different, but also highly relevant
to our client's sales success:
Strong
Research
Our sales
training is based on research data that has been developed
by assessing the behavior patterns and critical skills of
thousands of top, middle, and lower producing salespeople.
In addition, we have analyzed research from some of the best
selling organizations in the world that operate in a variety
of selling environments.
Course
Philosophy: Business People Who Sell
It's not
enough to be a "talking brochure." Our program
teaches you how to bring overall business value to your
buyer. Salespeople must bring value beyond the products and
services they sell. They must be well-rounded businesspeople
first and foremost if they are to be effective at delivering
business value results to their customers.
Customization
and Gradual Active Learning
The content of
the Sogistics training program is tailored to the uniqueness
of your selling situation. In addition, the content is
presented over spaced periods of time for maximum learning,
skill acquisition, and high participant involvement. Sales
training needs to be "spoon fed" rather than
packed into inflexible and lengthy seminar-oriented
sessions.
Adopting
the Buyer's Perspective
We examine how
your customers buy. We consider their processes, attitudes,
and strategies in order to show you how to better align
yourself with the buyer and to manage the selling
opportunity.
| Course
Content |
|
- Entry:
"Getting in" prospect doors
- Approach,
positioning
- Needs
analysis, the FOCAS model
- How customers
buy: The customer decision making process
- Getting
referrals
- Pre-call
planning
- Learning the
language of strategy and finance at the senior management
level
- Selling on
value versus price
- Strategies to
deliver high impact relationship value (developing
customer loyalty)
- Strategies to
deliver high impact economic value
- Strategic
alliances discussion
- Proposals,
general recommendations, and specific recommendations
- Conceptual
agreement step
- Business
people who sell…not salespeople
- Role plays to
develop and assess competencies (simulations)
| Summary
of Sales Training |
|
The Sogistics
Major Account Sales Training is an opportunity to
look at new and better ways to create and manage significant
selling opportunities for your organization. We will provide
several valuable services:
- Assess your
salespeople in order to determine the strengths and
weaknesses of each salesperson in areas of personality,
aptitude, skill, cognition, etc…relative to "best
practice" consultative-driven salespeople.
- Teach
salespeople to differentiate between creating demand and
servicing demand.
- Work with
sales teams and leadership on understanding how to propose
on value versus price.
- Document - in
step-by-step format - a tailored blueprint for acquiring
and developing customers.
- Create a
"target" profile of the ideal sales candidate
that can be used to hire salespeople in the future.
Learn more about
this service:
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