Coaching Program - Consultative Sales
In the MyNextClient methodology, we conduct customized individual and group training and coaching in consulative selling. If your team is novice, we can give them the solid foundation and skills to become true sales professionals and trusted advisors to your clients. For the seasoned professional we provide skills improvement or assistance with territory and account management. The result is improved sales performance, higher revenue per rep, better brand support, higher customer satisfaction, an improved bottom line, and sales team who take pride in their work.
Skills development objectives
- Account strategy and management
- Sales call planning
- Empathetic listening and needs discovery
- Convergence and conversion
- Positive negotiation
- Handling difficult situations
The following outlines a typical program, which may be tailored for your company's needs.
Stage 1 - Personal Marketing
- Developing contacts
- Networking
- Brand extension
- Establishing credibility
- Toward a trusted relationship
- Qualifying
- "Earning the right"
- Pipeline management
Stage 2 - Exploring an opportunity
- Needs discovery
- Idea generation
- Naming possible outcomes
- Re-qualifying
- Enhancing the trusted relationship and re-earning the right
Stage 3 - Exploring solutions
- Solution brainstorming
- Financial justification
- Qualification
- Proposal development
- Handling RFPs
Stage 4 - Developing the solution
- Fine tuning
- Does it fit?
- Does it enhance the relationship?
- Qualification
- Establishing foundation credibility
- Trial close
Stage 5 - Financial justification
- Displaceable costs
- Avoidable costs
- Improved profitability
- Fitting the case to the client's financial model
- Cost of doing nothing
- Cost of alternative
Stage 6 - "Closing" is the opening of a new relationship
- Earning the right (again)
- Techniques
- Objections? ... or Request for more information?
- Re-qualifying
- And in conclusion ...