Shopping carts don’t work for all sales scenarios. A successful salesperson provides the customer with business solutions and personal wins. Cheryl’s sales workshops acquaint experienced salespeople with skills, techniques and processes vital to consultative and value-added selling. She challenges the concept of transactional selling and aligns relationship and sales behaviors with the customer buying process.
SALES
Align with the customer buying process….not yours!
Case Study: Adapting to the needs of the customer
A manufacturing rep firm repositioned itself as a “demand creation distributor” because of eroding margins. Sales training had taken a backseat to product and technology training in the previous decade. Owner wanted partnering focus with goal of getting deeper penetration into Tier 1 and 2 accounts. Refresher wanted for experienced salespeople and eye-opener for newer members.
The Solution
A 6-month interactive learning initiative was designed, including interviewing supply chain professionals, pre-work, workshops, journaling, action assignments, learning teams and team coaching by owner and myself.
- Mastering change
- Alignment of Selling: Buying
- Multiple Buying Influences
- Customer Receptivity Strategy
- Ideal Customer
- Sales Funnel Management
- Referral Selling
- Value Propositions
- Managing Commitment
- Selling to Style
- High Value Questioning Strategy
- Competitive Matrix for action planning
- Negotiating and Managing the Value Equation