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"You got us customer focused and then you added more depth. This is the most important program I have ever been exposed to."
Sales Representative
Beveridge Institute of Sales and
Sales Management
Selling Professionally Successfully
This intense conference is designed to provide participants with the profile, methodology and tools of the world's best salespeople. Rather than isolated sales concepts and theories, the conference will provide an integrated system for penetrating the marketplace with a proactive customer-focused sales strategy. From highly experienced to slightly experienced, salespeople will bring back the tools, resource materials and success strategies they need to compete in today's unpredictable sales environment. Here is just a sampling of the superior content and material that will be covered.
Evolution of Selling Skills
The sales profession has evolved from "I like you, you like me, buy from me," to the professional process of identifying and satisfying the customer's needs profitably. The four generations of salespeople will be outlined allowing for a self-evaluation by the workshop attendees. The responsibility to perform will be placed on the participant's shoulders demanding that they look at themselves and their performance objectively.
The Customer Needs Analysis
Simply pitching products no longer works as it once did. Initial contacts must be geared toward identifying customer's needs from the customer's point of view. This section will explore the critical components of the Customer Needs Analysis.
Value-Added Sales
Most salespeople have not yet internalized a fundamental rule of selling: the customer never needs their product. As a result, they verbalize value-added selling but have not incorporated it into their sales process. Setting oneself apart from the competition must be more than product and price. This session provides the process for doing so.
Account Bonding
Satisfying customer's needs demands a sophisticated process of identifying needs, selling a solution, ensuring that the solution worked for the customer and then recognizing the customer's changing needs. This section provides a five-step process for developing long-term business relationships with the customer, while selling more and deeper into the account.
Territory Management
A territory is more than a geographic boundary. The world's top-producing salespeople define a territory as a segment of the company's total potential. This "territory" is provided to the representative anticipating the potential to be maximized. To do so we must manage the territory proactively rather than allowing the customer base and/or territory crises to manage the representative. Sales plans and strategies, customer contact record systems, call planning, and other processes are detailed.
Selling Tool Usage
Many sales representatives have allowed their sales presentations to degenerate to verbal only presentations. By considering retention, credibility, and professionalism, closing ratios skyrocket when visual aids are introduced. Are brochures being used incorrectly as opening tools, when they have been designed as closing tools?
Customer-Focused Proposals
The customer never needs your product. When they can get a product similar to yours at a lower price, it makes suspect the effectiveness of quotes or other documents which place the emphasis in the wrong place–product and price. Top-producing sales representatives utilize customer-focused proposals which place emphasis on the customer's needs and the solutions to meet those needs.
Time Management
Top-producers can and do manage their time. In fact, if more than ten percent of an individual's work plan must be changed in any given week, it is usually the fault of the planner and not the plan. Proactively managing and controlling one's time is a must in sales. Time management principles and work plans are explored in-depth.
Self Management
Good times can camouflage poor performance. When one evaluates their performance on the basis of seven critical success factors (sales dollars, units, product mix, market segments, market share at the territory level, margins, and skills), they very quickly conclude that yesterday's performance is not good enough for today and beyond. "Grow and Go" is not a threat from management, but is a threat from the marketplace.
Additional Topics & Discussions
• Taking the cold out of cold calls. • Positioning yourself so the prospect is as anxious to see you as you are to see the prospect. • Why top producers never ask the customer to pick what they want. • And many others!
Managing the Sales Force and Selling Professionally Successfully are unlike any other professional development opportunities available today. The Institute's Executives-In-Residence, systems orientation, and challenge guarantees a focused and results-oriented team and a superb return-on-investment with your registration. Without question, the Institute makes its three-and-one-half day conferences the choice of sales executives around the world.
[Beveridge Institute] [Managing the Sales Force] [Selling Professionally Successfully] [Executives-In-Residence] [Systems Orientation] [How the Best Get Better] [Focused and Results Oriented Team] [Registration]
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