Sales Teams
Sales Excellence Series 2
5 Modules
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Sales Teams : Sales Excellence Series 2
Adding to your Sales Excellence Series 1 toolkit, Sales Excellence Series 2 helps your team take even greater control of the sales process and drive their sales to the next level
Module 1: Sales Excellence: Series 2 Benchmark
Overview
With decision-making becoming riskier and more complex, clients need a truly personalised sales approach to help them navigate their internal processes and overcome barriers. In this launch to the Sales Excellence Series 2 course, we add to your team’s existing sales toolkit to help them take greater control of the sales process.
Content
Your team will learn how to:
- Recap of Sales Excellence Series 1 and launch of Sales Excellence Series 2
- Align with what top sales professionals are doing differently
- Measure up against what great looks like
Toolkit
- Sales Excellence Score card
Outcome:
A common buyer-led outlook and identification of high performing sales approaches
Module 2: Tailoring: Personalising the sales experience
Overview
Today’s B2B buyers are busier and more risk averse than ever before. They will only buy from you if they can see personal value in your solution. Tailoring every interaction to your client’s changing world is therefore crucial if they are to choose you.
Content
Your team will learn how to:
- Gain a deep understanding of their different client personas
- Plan how to engage with different personas
- Prepare for tailored customer interactions
Toolkit
- Buyer persona
- Sales engagement
- Conversation planning
Outcome:
Stronger relationships – engagement and differentiation
Module 3: Selling with insight: Leading the buyer to you
Overview
Customers want salespeople to bring them new ideas and perspectives. However, with so much information available, they also need salespeople to help them cut through the noise and make the right decisions. Top performing reps drive this process. They use insights to reposition the customer’s challenges and lead them to prioritise their points of differentiation.
Content
Your team will learn how to:
- Use insights at each stage of the sales process
- Identify which insights to use for specific customers and situations
- Have the biggest impact when delivering insights
Toolkit
- Insight creator
- Narrative design
- Insight mapper
Outcome:
Greater value on your differentiation and increased order value
Module 4: Objection Handling: Overcoming barriers to purchase
Overview
There are more reasons than ever before for clients to raise objections. However, what the salesperson says and does can make objections even more likely and more difficult to overcome. Knowing how to prevent and overcome objections can be the difference between a deal closing or not.
Content
Your team will learn how to:
- Anticipate and prevent objections
- Create an objection planning framework
- Overcome objections
Toolkit
- Objection predictor
- Planning for objections
- Objection handling structure
Outcome:
Fewer objections and faster speed of sales and increased win rate
Module 5: Powerful Proposals: Creating a watertight business case
Overview
For your client, the toughest part of the buying process starts when you leave. With budgets cut and buying decisions under more scrutiny than ever, a watertight business case that convinces the entire decision-making group is vital to drive a deal through to ‘closed won’. The right proposal, created for the right people in the right way makes this simple and easy.
Content
Your team will learn how to:
- Map stakeholder risks and opportunities
- Lead a discussion to identify and overcome roadblocks
- Co-create a mutual close plan with their customer
Toolkit
- Proposal planner
- Proposal structure
- Proposal structure:email
Outcome:
Reduced sales cycle; Stronger consensus buy-in and commitment to change
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
The Future of sales development
Sales training MUST deliver ROI — Demand more.
It’s never been more important for your sales team to up their game. Clients are feeling the strain. With only 22% expected to meet their revenue goals, they are demanding more from the sales experience. Having the right approach to the development of sales teams is critical.
Case Study – Relx
CHALLENGE
“Taking a new product and a new way of thinking out to a traditionally conservative market, requires sophisticated salespeople. We needed winning sales approaches tailored to our marketplace that the team could implement quickly and effectively.”
RESULT
“The new approaches have been fully integrated into our sales process and we have quickly seen higher conversion rates and we are closing more business as a result.”
