Sales & Sales Management

“Pam and Mary Alice continue to be a proven asset to our business.  Our sales teams at GN Netcom have benefited many times over the years from ‘Presentation Training’ to ‘Complex Account Management’ and a host of subjects in between.  Their approach and professionalism truly set them apart and have been a valuable resource to us for over 12 years.”
Urban Gillis
Director of Sales
GN Netcom Inc. 

Consultative Selling

Selling has changed dramatically in the last several years.  The focus of sales training used to be on techniques, gimmicks, clever word usage and time tested phrases that got people to buy.  There were many ways to handle objections and a multitude of closing techniques that, in effect, manipulated or tricked people into buying.  Times have changed.  A new model of selling has emerged.  Now, the sales process must focus on building trust with customers, establishing clearly identified needs, and selling value, not features and functions. 

After gaining a clear understanding of your objectives and your sales team’s needs, PMA develops a Consultative Selling program to meet those needs.  We custom design exercises, role-plays, and discussions focused on your specific industry and to maximize the learning retention of your team.

Consultative Selling Competencies Include:

The Sales Process
Sales reps must now be consultants, partners and counselors to their customers.  By following sequential steps of a proven sales methodology, success can be predicted and achieved.  The Sales Process includes both strategic and tactical elements of selling, the process as well as the sales call itself. 

Why People Buy
Before salespeople can sell, they must find the critical need that their product or service can fill.  Before customers buy anything, they must first feel dissatisfied with their current condition.  Why People Buy addresses the needs that are fulfilled by your specific product line/services for your customers. 

Communication in the New Media Age
Internet media has become a part of everyday life for both business and consumers.  Even with the mass adoption of social networking and streaming media tools, many organizations find themselves overwhelmed with options, often making the mistake of stopping their online communication strategies at their website. These new networking tools provide you with broad, direct and personal access to your customers, both internal and external.  Internally, you can easily and frequently ‘come together’ to collaborate, review, present.  Externally, you can media-cold call, service accounts, quickly update offerings as well as broadcast your sales/marketing message.  

Understanding these new integrated communication solutions is vital to be competitive and critical to be current.  We will help you better understand social networking (whether it is Twitter, LinkedIn, Facebook, YouTube, or any number of other communication outlets) and web opportunities and work with you to design an integrated strategy that will maximize your marketing time and enhance your efficient communications.

Powerful Prospecting Techniques
Discussion points include tips and techniques your sales group can use for capturing their prospects’ attention; developing a talk track for the conversation; and keys to moving the sales process forward. 

Questioning for Success
Through a series of tactical questions, your sales representatives will be able to uncover their client’s problems, build desire to put a solution in place and clearly identify benefits of doing business with your organization.  This process results in a value equation that helps customers realize that the severity of their problems justifies the solution.  This proven methodology yields tremendous results and strengthens customer relationships.  

The Art of Listening
Sales professionals like to talk.  They like to sell.  The challenge is that throughout the sales process it is often more important to listen then it is to talk.  Becoming a more effective listener is a critical skill for any sales representative. It is impossible to be a solution provider if the right questions are not being asked, and the answers are not being listened to with full attention.

Sales Presentations
In professional selling, planned presentations are essential.  Presentations must be directed towards a customer’s specific needs and be presented in a structured, planned, organized fashion that links features and benefits of your product/service line to the critical needs of your customers. 

Objection Handling
While experienced sales professionals can prevent many objections, it is important that your sales team has a strategy for dealing with a customer’s legitimate concerns. 

Advancing the Sale
An advance is when the customer commits to taking a specific action in a specific time frame that will advance the sale.  The percentage of calls that end with an advance will indicate how effective your sales person has been in implementing their questioning strategy.  Unfortunately, today, many calls end with no action being taken.  No action leads to no decision.  Making advances means moving the sale towards a close, thereby shortening your sales cycle.

The Art of Influence and Negotiations
To be successful negotiators, sales professionals must understand the importance of principled, win-win negotiations.  Understanding the phases of negotiations and tips and techniques that contribute to a successful agreement are critical. 

Understanding and Identifying Buying Influences
Understanding individual ‘influences’ within your accounts, and their primary concerns based upon their role in the buying process is significant.  As your sales staff understands the motivation of these individuals, a sales strategy can be applied and the appropriate questions asked to uncover unique needs.   It is important to recognize that each buying influence has a different business focus.  Each one’s needs and decision criteria must be completely understood. 

Time and Territory Management
The successful salesperson uses time to their advantage and understands the potential within their territories.  They must set their goals, recognize the urgent and important tasks, avoid common time-wasters, have a clear territory plan, and executable account strategies.

Selling Against the Competition
Successful sales reps must compete and win in a competitive environment and have the skills required to uncover critical information about the decision-making process in their highly competitive environment.   We will discuss the strengths and weaknesses of your competition, and how to position your product and services to build buying desire in the minds of your prospects.

Personality Styles
Individuals have different styles of dealing with people, situations and problems.  To maximize their success, sales professionals must be able to recognize these different styles and adjust their own behavior accordingly.  Using the DiSC model, we will focus on four primary personality styles.  Characteristics of each of the styles will be reviewed along with suitable responses to match these styles. 

Managing Sales Professionals
Sales professionals are a unique breed.  They are motivated differently than most other employees within your organization.  Understanding the challenges they face, and how to manage, coach, lead and motivate them is critical to your and their success.