Sales Discovery
The ability to provide value to a prospect is vital to achieving success in sales. The Sales Discovery™ workshop serves as the precursor to Corporate Ovations and presenting. Before a Sales Professional can deliver a proposal presentation, there is a discovery process required to gather the information needed for the presentation.
Through questioning to understand the customer’s needs and decision criteria for an opportunity, a proposal will be positioned well for success. With persuasion and communication techniques to address difficult questions, the sales professional can improve the odds of winning an opportunity.
At the end of class, you will have delivered your new sales presentations in various customer settings to help you identify your strengths and weaknesses.
Who should attend
Sales Executives, Sales Managers, Business Development Managers, Customer Care Staff and anyone within the organisation that supports the sales process.
Message Builder™ for Sales Professionals
You’ve already learned a process for developing presentations that engage your prospects and customers. Now, you want to bring the facts of your presentation to life by translating your plain data into exciting, persuasive, and memorable reasons to select you and your services.
Message Builder™ for Sales Professionals moves beyond the overall process and structure of a presentation and goes deeper into how to illustrate your key points through an alignment with customer needs and decision criteria. In this workshop, you will work on one of your own presentations to build a message structure using devices such as metaphors, audience involvement, visuals, stories, and comparisons. You’ll leave with an SD card containing your video recorded presentations.
Who should attend
Sales Professionals / Managers, Business Development, Sales Support Professionals. Everyone that touches the sales process within a the organisation will benefit from this class.
