Helping high potential sales reps
become great sales professionals

 

Advanced Consultative Sales Workshop

 

Are you a sales rep that has to struggle with the complexities of selling value added products and services?

Do your customers continually tell you: “Your price is too high!”?

Are you uncomfortable interacting with higher level customer contacts?

Do you have trouble identifying which customer contact really makes the final decision?

Are you frustrated from getting no response to your efforts to contact new prospects?

Do your customers continually delay decisions?

 

Customers are forcing suppliers to either cut their price or provide more value. Significant expenditures and projects are more frequently decided at executive levels in customer organizations. Unfortunately, the great majority of sales people are very uncomfortable and ineffective in engaging in a business conversation with customer executives.

You must become more proficient at consultative selling to survive but the consultative sale keeps getting more complex. For example, MarketingSherpa, in their recent publication, Business Technology Buyers Survey 2007, discovered how many customer people (from 6.8 to 21, depending on the size of the company) are involved in even a fairly small dollar buying decision (Technology Purchase over $25,000).

What does this mean to you? It means you have to improve in these areas:

• Having multiple “distinctive value” conversations prepared for each buyer type
• Having an in depth understanding of the issues of a variety of business executives
• Ensuring that you engage “high and wide” with customer executives and managers
• Knowing the true distinctive value that you can provide to your customers

Advanced Consultative Sales Workshop participants will learn how to:

• identify and define the distinctive value that your solution can deliver to targeted customers
• identify and target potential customers prior to contacting them
• contact senior executives in a manner that will capture their attention
• conduct a effective business conversation with a customer executive
• diagnose how significant a customer’s challenges really are
• identify key issues of the Executive Level (CEO, CFO, CIO, etc)
• understand how a customer makes major decisions.
• develop multiple “distinctive value” conversations for each type of customer contact
• apply these skills in a supportive environment with personal coaching

 

 

 

 

Workshop Agenda

1. Understanding Your Customer
   
   1. Your Customer’s Customer
   2. Review Of Pre-Workshop Assignment
   
   
2. Your Distinctive Value Targeted To Customer Challenges
   
   1. Defining The Distinctive Value That You Can Provide
   2. Identifying The Customer Challenges Where You Can Provide Superior Value
   
   
3. Diagnosing The Customer’s True Challenges
   
   1. Asking The Right “Consequences” Questions
   
   
4. Building A Business Case Focused On Your Distinctive Value
   
   1. The Anatomy Of A Basic Business Case
   2. The Compelling Value Of A Distinctive Business Case
   
   
5. Identifying Potential Customer Challenges From Public Information
   
   1. Understanding Customer Issues Before Initial Contact
   
   
6. Capturing Initial Attention (Account Entry)
   
   1. Creating Interest
   2. Initial Conversation
   
   
7. Issues Of The Executive Level CEO, CFO, CIO, Etc.
   
   1. Responsibilities/Issues Of Each Function
   2. Dynamic Interaction
   3. Larger Companies
   4. Small Companies
   
   
8. How Customers Make Major Decisions
   
   1. Real Life Case Study - Large Customer
   2. Real Life Case Study - Small Customer
   
   
9. Identifying And Engaging With All The Buying Influences
   
   1. Types of Buying Influence
   2. Issues of Each Influence

 

 

 

 

Investment

• Two intense days of focused effort (with limited communication breaks)
• Completing a one hour pre-workshop assignment
• Workshop fees - As low as $495 per participant combining early bird registration and multiple participants per company commitments.
• A limited number of participants ensures more individual focus by the workshop leaders

 

 

 

 

 

 

Seminar Leaders

Don Linder

Don is the founder and managing partner of Major Client Selling, a firm that helps companies solve complex sales & marketing challenges. Building on his original engineering background and over 30 years of business experience, Don has successfully created the concepts & structured tools that ensure complex sales are achieved profitably. He provides executive assistance and business development training to companies that sell complex products and services. Specific areas of focus include assisting clients with:

• Winning major new business
• Strategies and plans for critical markets
• Establishing more effective and consistent management processes
• Creating more reliable revenue forecasting systems
• Selling highly complex technical products & services

Engagements have included assisting a U.S. based software developer increase North American license sales by 35% in very difficult economic conditions, helping a Canadian software firm improve their market strategies which resulted in $10 million in contracts with new customers and assisting a large telecommunications company improve their sales effectiveness with customer executives. His clients have included large multi-national corporations (General Dynamics, Hughes Aircraft, SITA, TELUS, etc.) and smaller growth companies.

 

Bill Gibson

Bill Gibson is a highly qualified former CEO with extensive management, leadership and people development experience. Bill has been President/CEO of two large national organizations. Present and recent Board of Director experience includes being Chair and Vice Chair, Director and Treasurer of two national organizations. He also serves on the board of the Forum for Women Entrepreneurs and mentors three CEOs.

 

 

 

 

 

 

 

 

 

To register for the
Advanced Consultative Sales Workshop,
CLICK HERE

 

 

If you have any questions about this workshop, please CLICK HERE to contact us.

 

 

 

 

To review Case Studies of client successes and to read testimonials from companies such as General Dynamics, Spectrum Signal Processing and others, CLICK HERE.