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Click on any of the following for more detail:
Course 1: Mastering the Selling Process and Planning & Execution Techniques
Course 2: Managing Key Accounts & Business Development 101
Course 3: Business Development 102 & Negotiating the Close
Course 4: Strategic Decision Making & Turnaround Leadership
Course 1: Mastering the Selling Process & Planning & Execution Techniques
To become a “master” in any process, you must first understand a couple of key success elements. What are the characteristics or traits of the masters currently performing this task? What are the actions that these successful people perform?
This course will cover the different aspects of high performance: attitudes, behaviors and mindsets. In addition, we will discuss how to plan like the elite so you can produce and execute with their same focus and results. Here are some of the highlights:
- Learn the action plan and top 12 traits to continually have successful sales
- How to increase your leads and your conversion rate
- How to sell to different types of people
- Create and document a step by step sales process that will include details on how to test and measure your conversion rate
By the end of the course, you will walk away with a clear vision of what areas you need to personally focus on to improve your sales results, and an actual written plan of how to go about accomplishing it.
Course 2: Managing Key Accounts & Business Development 101
This course is designed to make your customers part of your sales force and get people to spread the word about you and your business. The course will also help you learn the strategies that will help you turn your current clients into raving fans that will actively promote your business. Most importantly, it will get your business working for you!
In addition, you will learn key points on how to manage your key accounts, such as:
- Create raving fans out of your existing clients
- Ask for referrals with confidence
- Improve your average sale per customer
The second part of this course will teach students how to draft a mission critical strategy vital to your bottom line. Creating a systematic, dynamic Business Development Strategy is a critical and valuable skill for business of every size and in every climate.
- Create an action plan to exhaust all opportunities with existing clients and target new business
- Create support strategy through sales and marketing that will be critical to the success of your plan
- Increase and expand opportunities through strategic partnerships
Course 3: Business Development 102 & Negotiating the Close
When presenting your product or service to a potential client, what is your ultimate goal? To get the deal? Make money? These are outcomes of a successful product or service pitch:
- You will walk away with your own outline of what it takes for your business to seal the deal and bring new business
- Strategies that will help you leverage and close profitable business
The second part of the course will focus on learning the basics of how to negotiate not only to attain your company goals but how to ensure that the action steps in place support that goal. In this course you will learn how to:
- Position Yourself for Negotiation
- Stay Calm During Negotiations - Don’t Give Away the Store
- How to Accomplish Mutually Beneficial Outcomes
- Closure and Follow Up Agreements
Course 4: Strategic Decision Making & Turnaround Leadership
This course is designed to provide individuals with the understanding of the decision making process, methods and process alternatives, in addition to understanding of decision consequences.
The overall objective of this section is to:
- Provide the student with effective management and organization
- Offer tools for leadership, models, strategies and format
- Enhance the students to a more efficient, creative and assertive decision making process and conclusions
The course is designed to be an intensive, mini-MBA for hands-on managers who need to know how to help their company’s execute in challenging markets.
In this course you will learn:
- The first thing a turnaround expert will want to know about your company
- Three things do you need to ask your sales person to make sure they are on track
- Why a P&L is not enough information to know if you are healthy
- The three most important elements in leadership
- One of the most powerful predictors of future success
