These two-day workshops will provide participants with the
language skill and knowledge to become valued-added sales
consultants to their customers and prospects.
This intensive, hands-on, exercise-driven workshop teaches
skills that boost sales and profitability through an increased
understanding and implementation of the
needs-satisfaction sales process. The medium of instruction can
be Chinese, English, or bilingual.
Participants learn how to focus on each client's particular
situation, needs, vision, and the front line/CRM staff/sales
that makes all of these possible, as well as on other
opportunities to increase business. This workshop enables
participants to determine how their company and product/service
can provide meaningful value to a client, even in a competitive
or saturated market. The classroom exercises, through
industry-specific role-plays, guarantee that every attendee's
performance will transfer from the classroom to the real-world,
The instructor will take each participant through the
step-by-step sales techniques critical to approaching customers
with business solutions and to expanding partnership
capabilities. A key component of this workshop is video-taped
role-plays, which provide the participants the opportunity to
observe their own individual negotiations. This process provides
direct individual feedback, assuring that each classroom
participant implements direct and immediate behavioral changes
in his or her sales approach.
The workshop is broken down into several interactive modules.
The modules are comprised of group discussions and case studies.
A brief description of each follows.
The Power of Pre-Call Planning.
Knowing what you're getting into before you get into it is a
valuable strategy. We will discuss the payoffs of efficient
pre-call planning. Additionally, we will explore the critical
skills participants need to know before they ever get
face-to-face with a client.
How Much Value Do You Bring to Your Customer?
What must you do to ensure your customer feels that you "bring
something to the party" and are not just an added expense
item? We will explore five tips and three strategies to
enhance the value participants bring to the sales
Are You a Great Business Developer?
Business development, or the ability to bring new business
into your organization, is one of the most critical skills for
today's top sales professionals. Participants will be taken
through an introspective group discussion on how they rank as
business development specialists.
Why Selling on Price Isn't Really Selling!
In selling, you want to help your customers base their buying
decisions on value, not on price. We will explore the
keys to how to properly position yourself, your company, and
your product to create value in the eyes of your customers.
Our focus will be on building value so that price
appears insignificant by comparison.
How Do Your Customers Make Decisions?
In this module we will discuss ways to help the participants
understand the customer's decision-making process.
Principles of Account Maximization.
We will explore the six principles of maximizing participants'
face-to-face time with their customers.
Positioning Yourself to Be a Valuable Resource.
We will discuss how to position yourself based on the four
outcome factors of increased profits, increased productivity,
reduced cost, and increased competitive advantage.
In virtually any negotiation setting, both sides share some
similar interest. The challenge is finding out what those
interests are! We will explore six effective strategies for
determining the other side's interest and negotiating more
Time Management Checklist.
In this module we will discuss methods to organize your time
and maximize your daily productivity.
Selling in Tough Times.
As the economy continues to wallow in mediocrity, it is
increasingly evident that there needs to be a resource for
professional salespeople to refer to as they strive to make
sales in the face of difficult circumstances. This module
will serve as that resource.
Participants in the
"Consultative Sales Skills"
workshop will learn to:
Take advantage of the importance of a value approach in
building a successful customer partnership
Demonstrate the face-to-face Relationship Selling process
Sell long-term relationships rather than price
interviewing skills into the sales process in lieu of pitching
Apply sales techniques appropriate to each buyer and behavior
Understand how to differentiate product/service and company in
a competitive selling environment
Employ the top ten closing techniques and know when and how to
Determine opportunities to add value to a client's business
Offer creative solutions and options for mutual gain
Use post-sales measurement to share data with sales management
Comprehend when and why buyers buy, to be able to increase
Private Group Training:
Group (6+) English communication skills plus sales training can
be tailored to the needs of the client organization and
delivered on site at the time and location of
Public Open-Enrollment Seminars:
Individuals are invited to participate in monthly workshops held
in our center in an open-enrollment format.
For more information and pricing, please contact Dr. Jason Cross
firstname.lastname@example.org or telephone 852.2834.2168.