• The right message • The right audience • The right way
Selling Skills
Socratic Selling Skills
''The
questions our salespeople ask come across as manipulative and self-serving.
Is there an approach out there that makes customers feel comfortable sharing
what's on their minds?''
 Socratic
Selling Skills
How to put prospects to work for you in making your case and
shortening your sales cycle.
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Public seminar
Socratic Selling Skills -- Coaching
''As
the VP of Sales I'm responsible for six teams around the country. Many
of my sales reps have been with the company for more than 10 years. They
know their clients and their products, but they seem to be losing ground
against some new competitors. They have to make face-to-face sales calls,
write proposals, and present price and delivery options in order to win
the business. I need to sharpen their skills - and the skills of their
regional managers.''
Socratic
Selling Skills -- Coaching
How to sharpen your sales team's selling skills, and bring out
the best in them
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Sales Presentation Skills
"Our
salespeople are highly polished at one-on-one selling. What can we do
to improve their confidence and credibility in presenting to a group?"
Sales Presentation
Skills™
How to organize and confidently deliver customer presentations
that move the sale forward.
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Sales Presentation Skills -- Level 2
 "Our
new salespeople have been through our internal sales training program,
but still haven't come up to speed fast enough. They don't seem comfortable presenting in
front of prospects, and I think we lose deals because they don't find
the right solution for the client."
Sales Presentation
Skills™ -- Level 2
Refine your sales presentation skills and learn new techniques
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Business Negotiating Skills
 ''Our sales teams promise anything to their customers to get the deal, and we
struggle with the fulfillment of those promises. How can we get them
to make smart trade-offs that benefit the customer's organization, and
ours?"
Business
Negotiating Skills
Achieve win-win agreements with internal as well as external
customers.
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Coaching for Improved Sales Performance
 "Our
salespeople are highly polished at one-on-one selling. What can we do
to improve their confidence and credibility in selling to a group?''
Coaching
for Improved Sales Performance ™
How to affirm what salespeople are doing right and break down defensiveness
around what needs to be changed.
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Hiring the Right Salesperson
''We have a problem getting the right sales people. We get very promising
people on board and after a few months they're falling down on the job:
our one-year turnover rate is too high. I think we are interviewing them
the wrong way. We did identify the qualities we're looking for, but we
still seem to be hiring the wrong sales people"
Hiring
the Right Salesperson
Rapidly assess candidate qualifications versus job requirements
and persuade qualified candidates to accept job offers.
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Write to Sell
 ''Our
people's plans and proposals read like whodunits: you have to persist
to the bitter end to figure out what they're about. How can we help our
people get to the point about what they're proposing and why?''
Write
to sell
How to organize, write, and edit sales-related correspondence
that is personal and forceful and that accomplishes the writers' goals.
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