Customer Focused Value Selling
- Identify company and salesperson competitive advantage (customer survey activity)
- Communicating competitive advantage (discussion)
- Identify the benefits from the customers' perspective (worksheet, discussion)
- Avoid discounting (8 steps handout)
- Develop negotiation techniques (handout, role playing)
- Proposing solutions (discussion)
Customer Cross-Selling/Account Penetration/Add-On Sales
- The art of cross selling (target list development, discussion)
- Sales call preparation (worksheet)
- Overcoming traditional bottlenecks (handout, discussion)
- Training plan (calendar, identify resources, tracking)
- Motivation, benchmarking, incentives (worksheet)
- Tools and resources (discussion, examples)
Sales Framework/Sales Call Process
- Pre-call research and planning (worksheet, discussion)
- The introduction (elevator speech)
- Creating the relationship (discussion, tools)
- Prepare for objections (handout)
- Providing solutions (worksheet, discussion)
- Follow up (worksheet, discussion)
In-Store Customer Service/Phone Sales
- Phone Basics
- Customer Service Skills.
- Using customer service as a sales tool
- Implementation plan