In today’s competitive business environment, clients look to us to be problem solvers, educators, negotiators, change agents and more. Effectively managing a desk or territory, particularly in a challenging marketplace, takes not only the proper product knowledge and skill sets, but also the proper mind-set. Staying energized and focused is as much a part of our job as is managing our territory.
In an interactive atmosphere where we learn from the experience from everyone in the room, inside and outside sales professionals Re-Energize, Re-Frame and Re-Focus both mind-sets and skill-sets to effectively and efficiently build not only their desk and territories, but client relationships as well.
Program Outline & Outcomes:
- Mind-Set, Attitude, Philosophy – Way of Doing Business
- Accountability, Implementation and Results
- Develop and Improve Questioning Skills
- Develop and Improved Listening Skills
- Develop Presentation Skills
- Identify and Implement Best Practices
- Understand the 5-Step Sales Process
- Solutions vs. Products
- Building External and Internal Relationships
Topics Covered Include:
- Managing Time, Desk and Territory
- Managing Policy, Conflict and Delivery
- Establishing Inbound and Outbound Call Patterns
- Balancing Customers vs. Prospects
- New Account vs. Existing Account Development
- Managing Top Ten Accounts and Prospects
- Qualifying Customers, Prospects and Expectations
- Creating a Sense of Urgency
- Goals, Strategies and Action Plans