February
05
2012
February
05
2012
Sales1Boston offers vibrant, interactive, face to face sales training to assist teams in implementing and prolonging quantifiable improvements within key skills sets. Our curriculum is reinforced with a variety of options including face-to-face follow-ups, conference calls, management calls and on-going field assessments.
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Pipeline Management – Discover how to manage your prospect base more efficiently and maximize your time by having more conversations. |
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Setting more Appointments – Learn the skills you need to create and set more qualified appointments, while dramatically improving your presentation ratios. |
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High Efficiency Selling – Gain a better understanding of the interview process, effective questioning techniques and creating winning proposals. |
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Selling over the Phone – Become skilled at connecting with more of your prospects, controlling conversation flow & advancing telesales closing ratios. |
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Managing your Team - Develop superior communication skills with your Reps. Help develop real performance goals and employ valuable team planning. |
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Extended DISC – Learn how to connect with customers through understanding people. Leaders will assess talent with precision. |
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Sales and Business Coaching – Our team of experienced small business specialists understand the intricacy of your business, branding and evolving . |
Welcome to your new sales process focal point.
Prospect Management is a verified, systematic approach for constant new business expansion and – for the manager – an administrative support arm of the sales process. The system is easy to use and serves as a channel for the individual sales executive. This system is also a sales process management instrument for sales management. This workshop will do two very important things. First, it will help to educate people in understanding the fundamental elements of this new selling process. Second, this workshop applies a visual for the system that reveals the ‘real’ level of activity (or inactivity) and the sales rep’s true selling effectiveness.
Most sales training programs focus, for the most part, on coaching the salespeople “how to sell”. While this is obviously central, it’s also significant for salespeople to operate at an activity level that is tall enough to overcome their win/loss percentages. Furthermore, in order for sales management to make precise forecasts and realize revenue goals, they require a specific method for evaluating the company’s overall, up-to-the-minute, business development process.
The majority of sales forecasts are a result of creative writing; guesswork using odds that are worse than one in a million. Most companies forecast because they have to, and subsequently, the result is an inaccurate forecast. Most sales pipelines are filled with hope but “hopium” doesn’t pay the bills. The Prospect Management System separates hope from reality AND LEADS TO ACCURATE FORECASTS AS OPPOSED TO JUST ANY FORECAST. This system centers on salespeople, their time, and knowledge of the right opportunities. It establishes a level of accountability for results. The “system” is what drives the behaviors that are essential to achieving results.
As a result of this workshop, your managers will be able to strategize prospect advancement with their sales team. Managers will be able to engineer a more effective sales meeting, diagnose individual representative’s strengths and weaknesses, provide accurate projections of prospects and their progression toward closure and better focus and prioritize the sales team's activities.
This program will aid representatives in learning how to quickly identify their best prospects and to develop, implement and measure the next step strategies for those prospects. Representatives will understand how to properly balance their selling and prospecting activities; they will acknowledge the need to prospect on a continual basis, objectively determine which prospects are most likely to close, and they will therefore plan and manage their time more efficiently.
You may already be familiar with this system: the original founder of DEI, Stephan Schiffman, published the system in his 2002 book, Getting to Closed which is now a standard reference work on Sales Process Management (SPM).
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