Unlock the potential of your sales team. Choose from a wide array of courses to give your people the focused training they need to improve performance. Target the specific skills within each interaction to eliminate their biggest hurdles.
Each module is available as a stand-alone session (via webinar) or as part of a comprehensive training program (on-site or via webinar.) These trainings make excellent additions to Team Meetings, Sales Kickoffs, and QBRs. They can also be used to address pressing needs. Have a big presentation coming up? Great! Getting ready for an important negotiation? We've got you covered!
Core skills overview
Discovering Needs
- Preparing for Discovery
- Setting Expectations
- Diagnosing Client Pain
- Reading Your Client
- 10 Questioning skills modules*
- 6 Listening skills modules*
- Seeing Through Their Eyes
- Conversational Dynamics
- The Golden Rules of Discovery
- & More
Engaging New Prospects:
- Planning for Success
- Understanding Your Company Advantages
- Developing an Exceptional Call Dialog
- Executing an Initial Call
- Introducing Your Company
- Establishing Credibility
- Setting Appointments
- Time Management
- & More
Teaching
- Preparing for Teaching Moments
- Understanding What Clients Need to Learn
- Showcasing Expertise
- Using Industry Data
- Using Client Data
- Speaking Their Language
- Teaching with Credibility
- Making the Right Choice Obvious (part 1)
- & More
Analyzing Client Circumstances
- Reviewing Client Data
- Connecting the Dots
- Spotting Opportunities
- Utilizing Resources
- Following-up for More Info
- Uncovering Insights
- Seeking Clarification
- Aligning with Client Needs
- Preparing the Data
- Important Conclusions
- & More
Presenting Solutions
- Developing Interesting Content
- Meeting Preparation
- Beginning Well
- Meeting Dynamics
- Tailoring the Message
- Effective Story-Telling
- Involving the Audience
- Ending Well
- Meeting Follow-up
- & More
Sharing Insights
- Understanding Insights
- Preparing for Insight Discussions
- Helping the Client See More Clearly
- Helping Them Make Key Connections
- What Insiders Know
- Delivering Insights for maximum effect
- The "Wow" Factor
- The Foundation of Great Decisions
- & More
Objection Handling
- Understanding Client Concerns
- Preventing Unhealthy Objections
- Embracing Healthy Objections
- Preparation and Anticipation
- Diffusing Tension
- Leveraging Client Data
- Four Key Steps
- Using Objections to Strengthen the Offer
- Moving Forward
- & More
Differentiating
- What Really Differentiates
- Your Company's Biggest Advantages
- Understanding the Client's Unique Needs
- Comparative Discussions
- Elevating the Industry
- Brining the Differences to Life
- Quantifying Advantages
- Tailoring Differentiators
- Making the Right Choice Obvious (part 2)
- & More
Negotiating
- Preparing for Negotiation
- Understanding Buyer's Thinking
- Developing the Right Theme
- Setting Targets
- Preparing Give/Get Lists
- Listening
- Moving According to Plan
- Securing Great Outcomes
- Building Positive Relationships
- Helping Both Sides Win
- & More
Give your team the skills training they need to close more business
Contact a representative to discuss how core skills training can benefit your company. We guarantee the results of all of our courses. Call us at 800-467-4234.
Not sure which program is right for your team? Check out our Salesperson Evaluations. One test can show you exactly which would be of most benefit to them.