You are here: Home / Sales Teams

Sales Management and Sales Team Training

Evolve Performance Management specializes in delivering on-site sales management and sales team training.

Mastering the Sales Process

Module 1: Partnering – Building the Relationship With Your Prospect (2.5 hours)

  • From Provider to Problem Solver
  • Distinguish between Peddlers vs. Partners (define benefits of partnering)
  • Provide value over and above product
  • Buyer Roles – their concerns and risks for not partnering: Finance/Budgeter, Influencer/Screener, Influencer/User, Sponsor/Mentor and Key Decision Maker
  • See the sales process from the customer’s point of view
  • Understand customer’s lifetime value to you and your company
  • Understand how the customer defines value

Module 2: Value Profiling (3 hours)

  • Buyer criteria – Understand why customers buy and what customers value
  • Develop questions for your value profile to address the needs and values of customers
  • Prospect qualification – wants/needs, budget, decision maker and timeframe
  • Signs that you need to keep probing
  • Probing by using Diagnostic Questions and Usage Scenario Questions
  • Consultative Selling Skill Set – Be a Value-Adder, Problem Solver – Business Asset
  • Apply the value profile to match your own products and services to customer-defined value

Module 3: Developing Benefits (2 hours)

  • Know the difference between facts, features, benefits and “partner’s benefits”
  • Tailor benefits to specific customers
  • Identify benefits of your own products or services
  • Use a formula for developing and presenting benefits
  • Present a product in terms of benefits that answer the buyer question…”what’s in it for me?”

Module 4: Presenting Solutions – Persuasive Communication (2.5 hours)

  • Construct partnership presentations that involve your customers
  • Identify and evaluate the elements of an effective presentation
  • Plan for the logistics of a presentation
  • Conduct a presentation with appropriate benefit statement to meet the prospect’s needs
  • Understand obtaining and using proofs and other materials to back up your presentation
  • Design and practice the presentation using the literature, visual aids and support material
  • Make a confident and persuasive presentation that will close the sale

Module 5: Handling Objections (2 hours)

  • Recognizing objections by type
  • Determine which objections are productive to answer and which are not
  • Form appropriate responses to objections using a four-step procedure
  • handle objections positively and be confident in handling objections
  • Use objections to move the sale along

Module 6: Closing – Completing the Sale (2.5 hours)

  • Understand what closing is and what it is not
  • Gauge how well you have carried out the whole process by your customer’s readiness to close
  • Recognize when the customer is ready to make a decision
  • Use trial closes to define closing opportunities
  • Develop closing objectives that meet both the needs of your customer and your need to make the sale
  • Develop a variety of approaches that facilitate customer decisions

Module 7: Putting It All Together (4 hours)

  • Apply the core skills that you have been learning throughout the program
  • Practice your own action plan for your CSO through role-playing
  • Act as a key decision-maker for one of your task force member’s role-play
  • Work in a team to aid, observe and critique

In addition to on-site training, we offer weekly, bi-weekly or monthly online training sessions convering the following topics:

  • Gain access to Decision Makers – 3 types of Decision Makers, Sell a solution to the Problem Owner, Sell the ROI to the Budget Owner
  • Turn Access Owner into Sponsor
  • How to earn customer referrals – warm calling gets appointments
  • Territory Management , Analysis of accounts, Get the most out of your territory, Lead generation strategy and techniques for everyday
  • Ways to reach hard-to-reach prospects
  • Leapfrog your competition
  • The WOW factor
  • Why proposals get thrown out
  • How to handle objections, Get to the real objection, Handling the price objection
  • Principles of influence to position a sales opportunity for closing
  • The role of rejection in sales success