Relationship-based selling
Course Summary: Interactive team-based sales training focusing on the key skills, behaviors and concepts to drive repeatable sales processes to achieve sales goals.
This sales training workshop will get your sales team on the same page relative to Key Performance Indicators (KPI’s) and create the foundation for holding your sales team accountable to achieving the most important sales goals.
Target Audience: Commercial and industrial sales teams
Performance Objectives:
- Understand the difference between a ‘sales suspect’ and a qualified prospect
- Determine the most critical 2-3 Key Performance Indicators for the sales team
- Use the NIMTC process to convert suspects into qualified prospects
- Manage outgoing calls using a strategic plan
- Employ open-ended questions and active listening effectively
- Eliminate or reduce stress related to “cold calls”
- Execute the Backward Planning technique
- Distinguish between Features and Benefits and how/when to discuss them during the sales process
Duration: 8-12 hours depending on optional modules
