Format: Live Online
Schedule
February 26, 2025, 9:00 – 11:00 am Central Time
February 27, 2025, 9:00 – 11:00 am Central Time
Cost
$1,195.00 per person
Summary
In today’s competitive business environment, customers 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-set, 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, 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 customer relationships as well. They leave with a developed action plan to apply workshop learning immediately.
Program Outline and Outcomes:
- Mind-Set, Attitude, Philosophy – Way of Doing Business
- Accountability, Implementation and Results
- Develop and Improve Questioning Skills
- Develop and Improve 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