 |
|
 |
 |
|
|
| welcome | |
|
|
| power tools | |
 telephone
skills |
|
| solution
selling skills |
|
| presentation
skills |
|
| management
system |
|
| new
hire assessments |
|
| alliances | |
| about us | |
| faq's | |
| contact us | |
|
|
|
|
|
|
|
|
Dance like |
|
|
there's nobody watching, |
|
|
sell like |
|
|
you've never heard no. |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
 |
|
|
|
Qualifying Workshop |
|
||
|
|
|
|
|
|
|
|
|
|
||
|
Brutal Fact: Can You Win? |
|
Helping Sales Management Succeed Keywords: Guesswork, decision criteria, incumbent, solution, sales, management, workshop |
What's worse than loosing a sale? It's loosing after you spend a lot of time and money in the sales process. Take the guesswork out of selling, the sooner you find out if you can win, the better!
-
Does the customer have a well defined project with a definitive timeline?
-
Are there business issues the customer is trying to resolve? Are they observable?
-
Are there measurable results the customer is trying to achieve? Are they quantifiable?
-
Has the decision criteria been established.
-
Have the decision-makers/ influencers/ recommenders been identified?
-
Do you have the access to information and people you need?
-
Is there an incumbent with entrenched relationships? Is the customer just trying to get pricing leverage from them?
-
Are there political or cultural alignments that help or hurt your competitive position?
-
Can you provide a solution that exactly meets the customers needs, and can you mitigate the personal risks to the decision-maker
Qualifying Workshop
If you are spending valuable time and resources on opportunities that you loose or that just go away, then this 1 day Qualifying Workshop is for your sales, sales support, and management team. It will give them the skills and techniques they need to determine their chances of winning - early in the sales cycle.
-
Sales and Sales Support make qualifying a priority and when warning flags go up, they will deal with issues directly rather than making assumptions which can lead to disaster.
-
Management will learn to coach the sales team and ask the customer the critical questions .
Workshop
Skills and Techniques 
-
Identify target markets, accounts, and key people in the accounts.
-
Use of value propositions to generate interest.
-
Use listening and questioning to get the information you need.
-
Recognize warning signals and learn to deal with them immediately.
-
Strategic use of sales management in the qualifying process.
-
Document and validate the decision-criteria.
-
Verify that customer resources are sufficient.
-
Meet with decision-makers to validate decision making process.
