Sales Excellence training
Sales Excellence (SE) is the flagship curriculum program from Core 6 addressing today’s single biggest skill need for B2B sellers: managing customer interactions for maximum value. The fundamental goal behind SE is to ensure each of your sellers can best leverage time with customers when beliefs and perceptions about your products and offering can be influenced.
Sales Excellence (formerly known as Sales Call Mastery) will strongly prepare and train your sellers to perform at their highest possible level in all types of customer interactions: in-person (hopefully soon!), video, and phone. The following seven fundamental skills and approaches define SE and are a requisite for sellers of all levels striving towards peak performance:
Sales Excellence (formerly known as Sales Call Mastery) will strongly prepare and train your sellers to perform at their highest possible level in all types of customer interactions: in-person (hopefully soon!), video, and phone. The following seven fundamental skills and approaches define SE and are a requisite for sellers of all levels striving towards peak performance:
CURRICULUM
Regardless of skill level or tenure, what your sellers learn from the workshop will immediately and positively impact your top-line revenue. The Sales Excellence curriculum summarized below is often taught as a package as represented below, and can also be customizable to meet your specific needs.
Regardless of skill level or tenure, what your sellers learn from the workshop will immediately and positively impact your top-line revenue. The Sales Excellence curriculum summarized below is often taught as a package as represented below, and can also be customizable to meet your specific needs.
1. Preparation and agenda-setting: sellers learn how to properly prepare for every customer interaction. Includes intensive focus on the value of creating and using customized agendas for client interactions that ensure meeting goals are achieved.
2. Needs Analysis: sellers will collaborate and create strategic questions to be asked on sales calls to build client profiles and information. Participating sellers will acquire the confidence and learn tactics to ask direct, specific and germane questions that gather key client insights. 3. Value proposition: focuses sellers on the power of presenting and selling benefits through command of your company's value proposition. Attention also includes use-case application of the value proposition with an emphasis on sounding human during client conversations. (Often, value proposition work entails creating and strengthening the company's core selling messaging.) 4. Presentation / communication skills: sellers receive comprehensive training on all skills needed for successful communication during meetings including presentation (video and interpersonal), verbal, and listening skills. Also, sellers will learn email best practices and written skills |
that will aid in proposal construction.
5. Qualifying: sellers will master the ability to quantify, qualify, and appropriately challenge customers by learning tactical and strategic questioning methods. Participants will develop probing techniques that uncover truths, gaps, and nuances regarding company and individual buyer agendas and goals. 6. Objection handling: sellers will develop confidence and courage to best handle objections by learning the effective Core 6 Advisors framework™. Techniques and tools focus on creating collaborative dialogues that increase resolution probability. Sellers will learn to proactively surface and address obstacles and objections on every client interaction. 7. Closing and Next Step Alignment: sellers will learn how to activate this basic, yet infrequently used skill of effectively ending meetings by qualifying responsibilities, "to-dos", interest levels, and timelines. This segment also inspires sellers to summarize value propositions and "the why" for buyers at the end of a meeting when impressions can be strengthened. Above all else, sellers will gain confidence and techniques focusing on asking for the business. |
WHY SALES EXCELLENCE TRAINING PROGRAM? WHY NOW?
There are many courses and firms from which to choose to train your sellers, but the Sales Excellence package of value is unparalleled:
Sales is a now game. There is no tomorrow without strong performance today, and today's efforts must be maximized. Your sellers need training...now. Not tomorrow. They're fighting for you every day and that fight deserves support and training. If their effort is not focused and strategic, time and opportunity are wasted. No organization can risk the wasting of time and effort.
There are many courses and firms from which to choose to train your sellers, but the Sales Excellence package of value is unparalleled:
- Relevance and actionable: frameworks and tools are highly relevant for today's fragmented and challenging selling environment. Everything is presented and packaged for immediate activation.
- Experience: decades of learning and success as a sales manager and talent-developer is integrated into all aspects of the workshop.
- Supportive: confidence-building exercises, discussions, and thinking that cultivates esteem and ambition.
- Challenging: honest and direct approach yields seller critical thinking and self-appraisal; the resulting self-motivation spurs immediate and long-term value.
- Accountable: regular and stringent appraisals throughout the workshop forces the application of lessons to real life and yields individual learning.
Sales is a now game. There is no tomorrow without strong performance today, and today's efforts must be maximized. Your sellers need training...now. Not tomorrow. They're fighting for you every day and that fight deserves support and training. If their effort is not focused and strategic, time and opportunity are wasted. No organization can risk the wasting of time and effort.
WORKSHOP DETAILS
- Duration: Once weekly over three months for best learning absorption
- Mode: video platform of your choice, or in-person when we can do that again
- Facilitator: Michael Hess
- More information and proposal: Michael@Core6Advisors.com or 917-207-5183