Great strategy + poor tactics = lost sale.
Poor strategy + great tactics = lost sale.
Great strategy + great tactics = major sales success!
Selling is becoming much more difficult. Customers have changed how they buy, and your competitors are smarter and tougher. In this challenging environment, winning requires a whole new mindset. Salespeople must be expert strategists
and
tacticians. The Getting Into Your Customer's Head sales model will give your salespeople the tools they'll need to increase your win ratio!
Here are a few questions our clients asked us during their selection process:
The Training Model
- Is it a comprehensive, "turn-key" sales process?
- Is it easy to understand and use?
- Does it match the sales process to the buying process?
- Is it the most current?
- Does the questioning/probing module address customers' future opportunities as well as current problems? (This is especially critical in selling "new-age" solutions)
- Does the questioning model explore the causes of customer discontent and the cost of making no decision?
- Does the program include a session on influencing specifications and competitive selling situations?
- Does the model emphasize the importance of getting "higher and wider" in key accounts?
- Does the model provide effective strategies for selling to multiple decision-makers?
- Does the program show my salespeople exactly how to stop pushing products and start selling solutions?
Training Aids Included
Published book
Quality audiocassettes for reinforcement
Customized workbook with exercises
Account planning tools
Delivery
Is it flexible to meet your training schedule?
Do the facilitators have successful track records in corporate sales and/or sales management?
Were the learning materials/exercises designed by world-class instructional design experts?
Do you offer a train-the-trainer option?
Our answer to each of the above questions is "YES!"
"Getting Into Your Customer's Head is a powerful sales process that truly reflects how high performing salespeople naturally sell. The model is robust, yet easy to learn. That's why we're incorporating it into our corporate sales skills training program as the way all IKON salespeople will sell to customers in the future."
Pete Toennies
Vice President, Training & Development
IKON Office Solutions, Inc.
