Loading Events Solution Selling – The Metals Service Center Institute

Solution Selling

  • MSCI Headquarters
  • 4201 Euclid Ave
    Rolling Meadows, IL 60008 United States
  • June 5, 2019 8:30 AM - 4:30 PM
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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