Customized Sales Process Development and Sales Training
What are the skills used by the top sales producers-the 20 percent of business developers who account for 70 to 80 percent of new business generated annually? Top producers approach sales differently than the rest of the sales force. We teach the sales skills that have been proven successful in every field of business.
Learn how to stay in control of the sales process, reduce or eliminate the number of objections from your prospects, double your success rate on non-referred sales leads, and shorten your sales cycle.
Professional sales people as well executives and professionals across industries find our consultative sales training highly productive. Corporate CEOs, entrepreneurs, software developers, lawyers, engineers, accountants, and others who may not be professional sales representatives often carry responsibilities as business developers in addition to their primary tasks. A customized business development process helps them become much more efficient at selling.
Our 16-hour FOCIS® Sales Training is customized for each client and that client's specific market or markets. FOCIS®Sales Training in persuasive selling is most effective where the goods and services being sold carry high value, there is risk to the buyer, the willingness of the buyer to assume risk is low, multiple sales calls are required, a continuing relationship is implied by the sale, the seller is difficult to separate from what's being sold, the decision to buy is not made in the seller's presence, and a group, not an individual, is making the decision.
How effective are your company or firm's sales and business development efforts? Consider these questions:
- Are you satisfied with the success ratio for your existing sales opportunities?
- Is the same small group of people bringing in 80 percent of the new business each year?
- Are the same people bringing in 80 percent of the new business?
- Do you have a customized corporate sales process that individuals are trained to execute?
- Would it help you to have an independent source audit your sales process in the same way your accountant audits the financial side of your business?
- Do you know why you lost major opportunities recently? Are you sure?
- Do most of your prospects tell you your price is too high?
- Do you really understand the needs behind the needs that motivate customers to buy your products and services?
- Are you able to persuade prospects that there is a need for your product-or is your sales force simply educating those prospects with an explicit need?
- Do you believe that your business is "different" so shortening your sales cycle is not possible?
- Can your people motivate your prospects to make early buying decisions?
- Your sales people have been trained to answer customer questions, but do they know what to ask prospects to establish their own credibility?
- Do you believe you have control over the rate at which your company receives opportunities to quote or make a sale?
- After a first sales call, do your sales people feel the prospect fully understands the value of your product?
- After your sales person's call, can your internal contact talk knowledgeably to others inside the company about the problems your products or services solve?
- Did you lose any major opportunities in the last year when you felt as if you were "out sold," when your story wasn't understood? Do you know why you were not awarded the business?
- Does your company need to create more differentiated value for your customers or clients . . . or does your sales force need to become better at communicating that value and getting paid for it?
- Which will give you a greater return: More opportunities to meet prospects and quote . . . or a higher percentage of success with the opportunities you already enjoy?
- Are you having trouble getting second meetings with prospects?
