CONSULTATIVE SELLING
E-Learning + Coaching
DOWNLOAD THE WORKSHOP PLANNER
E-LEARNING COURSE
SESSION 1-BUILDING A SALES CAREER PLAN
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What are Sales Best Practices?
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Why a Professional Development Plan Matters?
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What is the Sales Training Experts Professional Development Career Path?
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Consultative Selling Defined
SESSION 2: SELF-MOTIVATION TECHNIQUES
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The Evolution of the Sales Profession and the Future of Selling
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Self-Awareness in Selling
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Motivational Techniques
SESSION 3: THE SALES PROFESSIONAL'S TOOL KIT
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The Tools Used in Consultative Selling
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Time Management & Setting Sales Goals
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The Power of Persuasion
SESSION 4: PLANNING FOR SALES SUCCESS
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Territory Plan
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Account Plan
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Prospect Plan
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Call Plan
BIGGEST TAKEAWAYS...
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Selling systems, tools and best practices to skill-build an effective sales team.
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A complete template library to build Territory, Account, Prospect and Sales Call Plans.
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Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming.
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Performance based quizzes and exams to knowledge check sales best practices.
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Live Online Coaching to reinforce, practice and integrate acquired skills.
PARTICIPANT PROFILE
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B to B Sales Professionals
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Territory Account Managers, Key Account Managers and New Business Development Reps.
COACHING WORKSHOPS
COACHING WORKSHOP 1: GETTING STARTED
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Identify and agree on a defined coaching plan
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Checklist of key concepts and tools to review
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Question and Answer
COACHING WORKSHOP 2: MOTIVATIONAL TECHNIQUES
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What motivates you and drives performance?
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How is your performance measured? (KPIs)
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What are the roadblocks to your performance?
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What Selling Skills will fill performance gaps?
COACHING WORKSHOP 3: SALES PROFESSIONAL'S TOOL KIT
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What tools are required to help improve sales performance?
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What are the best Time Management practices for you?
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How can you be more persuasive?
COACHING WORKSHOP 4: PLANNING FOR SALES SUCCESS
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What is your current Territory Plan?
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What is your current Account Plan?
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What is your current Prospect Plan?
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What is current Call Plan?