THIS PROGRAM IS FOR:

 

  • Sales leaders looking to improve the effectiveness and efficiency of sales functions
  • Sales managers looking to improve the performance of their team
  • Sales representatives
  • Business owners
  • Any individual with sales responsibilities or interested to increase knowledge in this area

A WINNING SALES METHODOLOGY

Identify the weakest link in your sales process and focus energy in areas that most enable success.

We will introduce a methodology based on two determinants of success: tailored sales proposition based on insights delivered through a proven, predictable and repeatable sales process that integrated territory, account and call planning.

TERRITORY PLANNING

Find profitable clients in your territory.

When looking for new clients, find a consistent way to differentiate between client segments that are substantial and profitable and the ones that are not.

The action plan to target the right customers and prioritize opportunities includes defining the territory, analyzing it and setting appropriate targets, quotas and measurements.

Toolset

Sales Planning

ACCOUNT PLANNING

Research to develop a tailored message.

Consistent criteria to qualify opportunities is at the heart of effective account planning. At the end of the account planning process, each sales rep will be armed with SMART account objectives and a tailored intro message and positioning that supports rational and emotional decision making.

Research and planning are important to feel prepared, confident, and establish credibility. Aligning the Sales Journey and the Buyer Journey will ultimately result in a shorter sales cycle and more loyal customers.

Toolset

Account Profile

Decision-maker Profile

Intro Message

Scripts and Responses

CALL PLANNING

Plan your first call to get you closer to sealing the deal.

Call planning is important because it contains the most important parts of a sale: initial presentation and deal closure. Reframe problems into goals and create a story of a probable future. Understand client concerns but elevate the conversation to a vision and how it can be achieved.

You will learn to define a call objective and steps that help you achieve your objective. Lead insight will help you establish value through a common vision. Anticipate barriers and acknowledge them as negative ways customers communicate needs.

Toolset

Pre-call Preparation: First call

Pre-call Preparation: Technical preparation

Proposed Agenda

First Call Questions

Pre-call Preparation: Account History

PROPOSE

Define the problem and identify a goal jointly with the buyer.

Share the impact and reframe message to instill a need to change from status quo. Position your solution through four powerful value lens and reframe message to instill a need to change from status quo. Brainstorm possible sources of value creation.

Toolset

Proposal template

NEGOTIATE AND CLOSE

Create a win-win situation.

Learn to assess your and your buyer’s position. Look for joint gains based on differences, not similarities. This will allow you to construct an optimal approach and negotiation strategy.

Toolset

Negotiation – Analysis and Action Plan

Negotiation Process

Sessions delivered by

Andreea-pics

ANDREEA CIOLOGARIU

Over the past decade, Andreea worked and partnered with executives, managers and entrepreneurs to innovative and drive successful businesses.