Sales Teams
Sales Excellence Series 3
5 Modules
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Sales Teams : Sales Excellence Series 3
Building on the skills you have already learned, Sales Excellence Series 3 gives you the tools and confidence to excel. Specialist modules help to develop a planned, professional and sophisticated approach across the sales process
Module 1: Sales Excellence: Series 3 Benchmark
Overview
Salespeople need to excel in educating clients with new ideas and persuading them they will achieve results. This requires a structured and professional approach throughout the sales process. In this launch to the Sales Excellence Series 3, we provide a planned and sophisticated approach to driving more sales.
Content
Your team will learn how to:
- Recap of Sales Excellence Series 2 and launch of Sales Excellence Series 3
- Align with what top sales professionals are doing differently
- Measure up against what great looks like
Toolkits
- Scorecard
Outcome:
A common buyer-led outlook and identification of high performing sales approaches
Module 2: Social Selling: Increasing trust, influence and engagement
Overview
Social selling is the practice of using social media to find, connect, understand, and nurture sales leads. It’s critical because it’s what your client needs. Increasingly they are using social media to find and connect with strong suppliers. It’s vital that you are the first person or brand a prospect thinks of when they’re ready to buy.
Content
Your team will learn how to:
- Create a client centric profile
- Grow your network
- Create engaging content
Toolkits
- Profile creator
- Content creator
- Driving engagement
Outcome:
Heightened engagement and trust from ideal customers leading to greater number of inbound and outbound opportunities
Module 3: Storytelling: Creating memorable sales experiences
Overview
More than ever, clients need to be emotionally connected to any decision they make. Facts and figures are good, but they don’t create the
emotional response needed to drive change. Storytelling allows salespeople to tap into and create that emotion. The strongest salespeople use stories throughout the sales process.
Content
Your team will learn how to:
- Create the best types of stories to use at each part of the sales process
- Structuring and creating impactful stories
- Deliver engaging, compelling stories
Toolkit
- Story ladder
- Narrative creator
- Case study creator
Outcome:
Stronger emotional connection, engagement and relationship
Module 4: Negotiation: Shifting the balance of power
Overview
With budgets under pressure and with huge amounts of competition, negotiation is becoming an ever more important component of the sales conversation. However, too often salespeople approach negotiation in the wrong way resulting in poor outcomes.
Content
Your team will learn how to:
- Adopt and apply the habits of the world’s strongest negotiators
- Plan for negotiation
- Structure the negotiation
Toolkits
- Top Negotiator Benchmark
- Negotiation planner
- Negotiation structure
Outcome:
Higher average order value. Increased win rate.
Stronger competitive positioning
Module 5: Stakeholder presentations: Driving collective agreement
Overview
Clients have more choice today than ever before and it is the sales experience that has the greatest impact on who they will choose. Presenting your recommendation to the wider decision-making group is often a core component of that sales experience so nailing it is vital. With charisma, structure, and the right message, you can take your audience on the right journey every time.
Content
Your team will learn how to:
- Understand the journey the audience needs to go on throughout a presentation
- Structure their presentations
- Deliver stand-out presentations
Toolkits
- Identify the Audience Journey
- Presentation Structure
- Powerful Presentation Delivery Tips
Outcome:
Increased engagement, buy in and consensus from the entire customer stakeholder group
Speak to the experts. Contact us today.
Let us share our ideas and show you how to drive lasting behavioural change with Flume Sales Training Courses
Selling in a tough climate
Let’s face it, there are some challenging times ahead. Sales is going to be tough, even for the best of us. To survive, you need to give your buyers something your competitors don’t.
On a good day, 53% of why a client will choose you is the sales experience you offer. In times of uncertainty, this is greatly exaggerated. Buyers will choose the salesperson that understand their own unique challenges and can show them the way forward.
Case Study – User Zoom
We interviewed our client Kunal Pandya to explore what challenges he faced and how we worked together to achieve some amazing, measurable results. This full case study goes into more detail on Sales Velocity and the solutions that were put into place that saw a 87% increase YOY.
CHALLENGE
“Already passionate about Sales Velocity & using data to drive strategy and investment, Kunal wanted to transform the sales enablement function into a strategic business driver. With aggressive growth plans, UserZoom’s first priority was to increase the number of sales opportunities within the business, but throwing more people at the problem was only part of the answer.”
