In today’s competitive business environment, clients 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 sets, 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 where we learn from the experience from everyone in the room, inside and outside 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 client relationships as well.

Program Outline & Outcomes:

• Mind-Set, Attitude, Philosophy – Way of Doing Business
• Accountability, Implementation and Results
• Develop and Improve Questioning Skills
• Develop and Improved 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