Consultative Essentials for Account Managers, Professional Services or Sales Support Engineers
This one-day course will change the way your account managers, consultants, and sales engineers think about and interact with customers and the sales team.
Course Objectives
In this crash course on consultative selling, participants will learn to:
- Work with salespeople to plan joint calls that increase closing ratios and customer satisfaction
- Present success stories in a compelling fashion
- Uncover hidden agendas and needs that make or break deals
- Uncover and seize cross-selling opportunities
- Handle objections smoothly instead of defensively
Key Topics
- Sales and Engineering - What the two disciplines have in common and what skill sets lead to success for both.
- The Four Step Sales Model
- Step One: Establish Rapport - Discussion of the long term benefits of taking time to set a collaborative tone followed by skill practice of recommended techniques. Relationships do make a difference in the decision process.
- Step Two: Identify Needs - Participants learn advanced questioning techniques designed to get at the "why" behind the "what" and to shape the customer's perception of the engineer as a consultant and partner. Participants also learn how to "tease" out cross-selling opportunities.
- Step Three: Recommend Solutions - Focus on linking solutions to previously uncovered needs and presenting success stories to gain greater buy-in.
- Step Four: Gain Commitment - Emphases on asking for commitments, use of silence and comfort with tension.
- Tactical vs. Strategic Sales Behaviors- How to choose and use tactical vs. strategic behaviors based on the situation.
- Engaging Through Listening Skills - Practice of skills that ensure the other party feels fully heard and respected.
- Handling Objections - Introduction and practice of a concise, powerful model to handle the most common objections. Includes live "trouble-shoot."
- Common Joint Call Mistakes - Exploration of wrong turns made on joint calls and how to prevent them.
- Joint Call Planning (planning form included) - Introduction of Technically Speaking's Joint Call Planner. Capstone simulation follows where participants have the opportunity to practice preparing with planner and then participate in a joint call simulation.
Instructors
JIM KENNEDY is one of the most respected training and development experts in the bay area. His extensive background includes success in sales and management positions in three industries. Jim was Training Director for World Savings before forming his own business in 1987. For the last 14 years, Jim has helped his clients solve business problems with his combined expertise in training and organizational development. He has authored numerous training programs and customized organizational development interventions. Jim is also a top-level facilitator/trainer on topics including: Team Building, Consultative Selling Strategies, Interviewing Skills, and Leadership Skills.
Jim has a BA in Behavioral Sciences from UC Berkeley and a MA in Organizational Development from University of San Francisco.
ED LEVINE has been a training consultant since 1991. Previous to that, he was a sales and branch manager for a national computer distributorship. He went on to found a start-up company selling Computer Aided Design (CAD) systems to engineers in the Bay Area. Ed negotiated the sale of his business to a multi-national competitor after years of exponential growth. The training and consulting side of his CAD business were what Ed always enjoyed most. As a result, Ed has been involved in the training and consulting field ever since.
Onsite Delivery
Contact: info@effectivetraining.com
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