|
| |
|
|
|
|
|
|
|
|
|
|
Training ● Coaching ●
Consulting |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Training
Coaching Consulting NLP and HNLP™
Resources For Business Toronto, Ontario Canada, 2012 |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
NLP Training
Coaching and Consulting:
Communications, Motivation, Sales, Marketing, Coaching, Team Building,
Leadership
Innergize
...
inspire, engage, energize! |
|
|
|
|
|
|
|
|
|
|
Selling
●
Managing
●
Coaching
●
Leading |
|
|
ProActive Value Added Sales Training
|
|
A program for
Sales Teams - includes skills and process assessments,
workshops and
sales
coaching. Suitable for business to business, business
to consumer, professional services and
consultants.
|
|
|
A Customized Sales Training Program
for sales teams:
- Re-invent your sales process —
refine who you prospect and
how you manage sales
relationships.
- Refresh
your outlook
—
break out of mental comfort zones
and update their skills, attitudes and beliefs about how customers
make buying decisions.
- Become proactive sales planners
—
focus on high value activities, customers and
accounts. And avoid getting bogged down by
‛reactive’ activities
just to feel needed and busy.
- Go beyond superficial listening and questioning
skills — discover the deeper needs customers can't or won't talk
about, the secret to compelling value added sales.
|
|
Overview
|
ProActive
Value Added Sales training combines workshops,
planning sessions and field sales
coaching — tailored to your team, your market, your goals and strategic
objectives.
The process can be this simple:
- A
ssess current skills of each team member
— get to know your people.
Identify opportunities to upgrade both
skills and process.
Provide tailored workshops and planning
sessions.
Use field coaching to speed up the
transfer of new skills to real world sales activities, support individual
needs and gather feedback.
In more detail ...
◊ We begin by listening. Gathering input
from you and
your team. Identifying what they do well, what could be improved, where there are gaps between performance and
potential. This includes face-to-face interviews and observation in
the field.
◊ Then together, we'll review
strategies and alternatives, agree on methods, set measurable
targets and a time line. Methods include workshop content,
fine tuning sales processes, coaching and planning sessions, other elements as needed.
◊
Workshop content may include:
dentifying
new markets and opportunities;
developing profiles of high value
customers;
proactive sales territory analysis
and
planning, proactive versus reactive sales activities;
templates for prospecting;
buyer pressure
points — rational needs
and emotional triggers and associations;
value added sales techniques;
selling at different levels
in
organizations;
sensory based
listening and questioning skills and the ‛sense-feel-think-do
decision model’.
◊
Coaching may consist of individual planning
sessions as well as field sales coaching.
◊
Ongoing telephone and email support as part of the package. |
|
|
|
Why the process is
effective |
|
There is a world of
difference between learning a technique in a workshop and applying the new
skill in the field with customers.
Field sales coaching
supports the transfer
of new sales skills to real world activities.
-
Sales people receive back-up, feedback and encouragement as they
step out of their comfort zone and
move toward a new level of expertise.
-
Commitment to new behaviour deepens when people have a direct experience
of the benefits.
A coach can covertly demonstrate subtle sensory listening and
questioning skills, building credibility for the techniques and
giving sales people a reference experience to model.
Sales managers can focus on strategic goals knowing their team
will get the support needed for the adoption of new skills.
The program is
tailored to your
team, your market and your strategic goals.
- Gathering up-front input from the team
builds buy-in and
ownership.
- Workshops focus on the skills your people
need to learn or refresh, saving time often spent on skills they've already
mastered.
- Individual needs
are easily identified and supported with one-to-one coaching.
- The team has a vehicle for
sharing ideas
and
competencies, identifying missed opportunities and developing strategies for
increasing their share of the market.
|
|
Take performance up a
notch!
Re-energize your
team. |
- Focusing on ProActive
sales
activities gives sales teams a new sense of purpose and control.
When they STOP ... and think about
it, most sales people are shocked at the amount of time eaten up by
personally handling every customer request or problem. Dropping off
samples, checking on back orders — reacting to events
that could easily be resolved by others on the customer
service team.
- Value added selling, listening and questioning skills enable sales teams to activate the deeply held personal
needs driving customer buying decisions —
critical elements to
motivating and persuading.
When sales teams face
competitive pressure on pricing, we tell them to sell the value added benefits. But real value is determined by
customers, in their terms. And most sales teams haven't been given
the tools to move beyond the superficial rational
(plausible) reasons
customers offer for the decisions they make.
|
|
Think this may be a fit
for your team? |
The challenges facing your
team may be similar to others in your industry, yet your organization and
your people offer distinct advantages.
By addressing the individual needs of
your team, sharpening and focusing their abilities on productive activities,
they'll be more engaged, more resilient, and more productive.
So please give us a call at Innergize Training
Coaching Consulting and let's talk
about your goals, what you want to accomplish! Phone: 416-492-3200
|
|
|
Creating a path for change ...
Contact Us
Or by Phone: 416-492-3200
©2013 Innergize
Training Coaching Consulting All Rights Reserved |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
 |
|
|
|
|
|
|
|
|
|
|
