Persuasion is a method of communication that aims to influence the attitudes, beliefs, or behaviors of others; in sales, it concerns sales reps influencing (prospective) customers. In our programs, we often approach persuasion from a Customer First mindset and we ground our approach in behavioral economics. We teach a practical understanding of persuasion techniques, and how to optimally apply and use them in your sales practice.
In sales, handling objections is key to being effective. Prospects often raise such objections in sales conversations and overcoming them is key to closing a deal. In our sales training, we explain to participants the behavioral rationale of such prospective customer objections and we categorize the different ways in which we can handle them. We ask you to imagine different practical situations where objections about buying your products or services could arise; The training is designed to leave you with a deep understanding of the buyer’s mind and practice different objection-handling techniques.
Our training typically starts with understanding what makes an account important. For this, we often use a tool that contrasts the growth (or volume) of a customer with the type of relationship we (want to) have with this customer. We ask you to apply this tool to your firm and come to solid conclusions on which account types you want to grow or nurture. Next, we review the different ways in which this can be achieved and let you make an action plan to achieve this in your own business. This plan has a clear structure connected with objectives and themes, so it’s very actionable, and we discuss potential implementation issues in the firm’s systems. Sometimes, our training has components firmly grounded in the firm’s internal systems to optimize its usage.
Our training on CRM can take many forms as it is a very large field to cover. We often cover the historical evolution of CRM to come to a clear and shared understanding of relevant terminology. We explain the different metrics that exist in CRM and document their appropriate usage (also explaining when the usage of certain metrics is not valid). Sometimes our training includes a systems component, where we work on optimizing the usage of the CRM system the firm has in place. Finally, we enable teams to work on improvements they can generate in specific customer relationships or the firm’s CRM approach.
This is one of our favorite training in the sales domain: we typically take sales and region managers on a transformation journey. We teach different leadership styles and let you discover your style. In the program, we show how you can improve in leading your teams. We also let you reflect on the current competencies of your teams and those that are currently missing. We exemplify transformation journeys in sales teams in a variety of industries such as technology and biopharma.
In some industries, sales reps and managers are asked to embrace data and bring strong value demonstration of their products to customers. For some reps or managers, this reliance on strong data and analytics requires a rethinking of how they sell and which techniques they use. Our programs guide you through the whole journey of selling based on data evidence: what does it mean for your specific role in your firm and how can you evidence-sell effectively?