customer
focused sales training
Today's economy is dramatically different
that it was even 3 years ago. Everyone has
downsized, budgets have been slashed and buyers are
much more cautious about what they buy and who they
buy it from. As a result, the solution focused
sales methodologies of the past such as Solution
Selling may no longer work. It's no longer
enough to identify the "decision maker"
and determine if the prospect has
"budget", when they" plan to
buy" and how they "buying process
works".
Today's customer demands a customer focused sales
experience from a trusted advisor. They want
their vendors to be able to intelligently discuss
their business, the latest trends in their
industry, who they compete against and which of
their competitors are the most successful and why?
They want their vendors to:
- Talk in the language unique to their market.
- Understand the buyers role within their
organization and the details of their overall
responsibilities.
- Be aware of the top 10 issues they are
currently dealing with as an organization and
what keeps the executives awake at night.
Does your sales organization have this type of
in-depth relationship with your customers?
Could they answer the following questions:
- How is their buyer measured? What gets them
promoted or fired?
- How do they earn their bonuses?
- What other roles in the buyer's organization
are impacted by the above issues and how (i.e.
how does their boss earn his/her bonus?)?
- Does your solution solve a current issue
that executive is dealing with?
- What is the impact on the organization?
- What is the expected Return on Investment?
- Can you articulate the value proposition and
the ROI? Can your prospect articulate the
value proposition and ROI?
- If not, are you helping your customer find a
solution that will address their issues ... even
if the solution is not your company's?
- Is your prospect working with other vendors
that they trust more than your organization?
And, if so why?
- Does your organization have credibility as a
trusted advisor within your prospect and
customer organizations?
If you cannot answer these basic questions,
then you are not employing a consultative and
customer focused selling approach. A
consultative customer focused selling approach
requires that your sales organization be able
to relate to the executive buyers that you are
interacting with ... almost on a personal level.
Your prospects and customers do not need a
professional friend ... they need someone who can
add value. They need a trusted advisor.
If your sales organization is not a trusted
advisor, then they are just another quota-carrying
sales person. And, regrettably not someone that they
buyer wants to spend much of their valuable time
with.
Inknowvations can turn your sales organization
into a customer focused, trusted advisor selling
machine.
Inknowvations Customer Focused Sales Training
Services
Inknowvations offer Customer Focused Sales
Training starting for as little as $750 for a
half-day one-on-one sales coaching and
mentoring session (plus travel expenses). Our full range of services include:
Sales Training Classes
Inknowvations sales consultants are available to
provide both on-site and remote (via webinar)
customer focused sales training. Prices start
at $1.500 per day (plus travel expenses) for classes
up to ten students.
Our sales
consultants will require all participants to fill out a
questionnaire and will then conduct a phone
interview. Armed with this information, the
Inknowvations sales consultant will customize the
customer focused sales training classes specifically
for that sales organization. Participants will learn
the basics of customer focused selling.
Contact us to discuss the details of this offering
and/or to request a quote. Contact
Us...
Role
Playing Seminars
Inknowvations sales consultants are available to
provide both on-site and remote (via webinar)
customer focused role playing Seminars. Prices
start at $1.500 per day (plus travel expenses) for
classes up to ten students.
Our sales
consultants will require all participants to fill out a
questionnaire and will then conduct a phone
interview. Armed with this information, the
Inknowvations sales consultant will customize the
customer focused sales role playing seminars
specifically for that sales organization.
Inknowvations sales training consultants will lead
participants through a live customer focused sales
process. Therefore, all participants in the
role playing seminar must have completed the
customer focused training class.
Prices for two day sessions which include both the
customer focused sales training and the role playing
seminars start at $2,750 (plus travel
expenses) for classes up to ten students.
Contact us to discuss the details of this offering
and/or to request a quote. Contact
Us...
Sales Coaching
Inknowvations sales consultants are available to
provide both on-site and remote one-on-one sales
coaching for both daily and subscription
rates. Rates start for as little as $750 for a
half day session
(plus travel expenses). Quotes for on-going
coaching and mentoring subscription are available
upon request.
Our sales
consultants will require participants to fill out a
questionnaire and will then conduct a phone
interview. Armed with this information, the
Inknowvations sales consultant will customize the
coaching specifically for the participant.
Inknowvations sales consultants will work with the
participants of sales coaching on real sales
situations. Therefore, all participants in
sales coaching must have completed the customer focused
training class. Contact us to discuss the
details of this offering and/or to request a
quote. Contact Us...
Sales Process Reviews and Recommendations
Inknowvations sales consultants are available to
provide both on-site and remote sales process
reviews. Rates start at $2,000 (plus any
travel expenses as may be required) to review an
organization's current sales process and develop a
new process based upon customer focused selling methodologies.
Please note that the final costs of this service
will be based upon the size of the sales
organization, and the complexity of its solution and
marketplace.
Our sales
consultants will require organizations to fill out a
questionnaire and will then conduct a phone
interview with several layers of sales
management. Armed with this information, the
Inknowvations sales consultant will provide a
written process review and a new recommended
process. Please note that the recommendations will
be based upon customer focused selling. Therefore, it
is recommended that organizations that request this
services also have all of their sales
personnel complete customer focused training
class. Contact us to discuss the details of this
offering and/or to request a quote. Contact
Us...
C Level Presentations
Inknowvations sales consultants are available to
develop C level sales presentations. Rates start
at $2,000 to review an organization's current sales
presentations and develop a new presentation. Please
note that the final costs of this service will be
based upon the complexity of the organizations
solution and its marketplace.
Inknowvations sales consultants are also available
to coach your sales organization in the art of
presenting to C level executives. Contact us
to discuss the details of this offering and/or to
request a quote. Contact
Us...
ROI Calculations and Presentations
Inknowvations sales consultants are available to
develop ROI calculations. Rates start at
$1,500. Please note that the final costs of this
service will be based upon the complexity of the
organizations solution and its marketplace.
Inknowvations sales consultants are also available
to coach your sales organization in the art of
presenting ROI calculations to C level
executives. Contact us to discuss the details
of this offering and/or to request a quote. Contact
Us...
CRM Technology
Inknowvations, through it CRM technology
partnerships, can provide CRM technology
recommendations to support the customer focused selling methodologies. Contact us to discuss
the details of this offering and/or to request a
quote. Contact Us...
Staffing
Inknowvations, through it staffing
partnerships, can provide sales staff that has been
certified in customer focused selling
methodologies. Contact us to discuss the
details of this offering and/or to request a
quote. Contact Us...
Strategic Planning