SALES SKILLS TRAINING
Traditionally the sales engine has been primarily focused on getting new revenue. Often you heard “get the revenue and we’ll figure out how to make it profitable”
Today companies need their go-to-market teams to maintain margins not just win new work. And today, there are more buyers involved in every decision and they are more educated before they begin their buying process.
“On average there are 6.8 buyers involved in any B2B decision and buyers are 67% through their buying decision before they talk to sales”
CEB Study
Consultative sales skills are behavioral skills that are developed through two steps - knowledge training and skills reinforcement (coaching). ConMitch delivers the knowledge (sales process & tools) through modular interactive workshops. We work with your teams and your products, services, solutions . . . to develop an impactful learning program that teams can use again and again. The focus is on learning.
For example, participants will "reverse engineer" what they need to understand about an opportunity - what questions to ask and how to sequence them for maximum effectiveness - it's not the quantity of questions it's the quality!
To develop sales skills, it is important to have a repeatable sales methodology that can be leveraged time and time again to increase the probability of winning.
Interactive Selling Skills – Pursuit Execution
SELLING
VALUE
STORY
TELLING
BUYING
INFLUENCES
RAPPORT
BUILDING
CLIENT FOCUS / TRUSTED ADVISOR
To be successful it needs to be simple to understand but sales training alone is seldom successful – new skills need to be developed - coaching is critical - and should be an integral part of any sales skills development initiative.
Sales Training provides skills – Coaching provides ROI !
Industries
ConMitch offers an “industry agnostic” interactive consultative selling skills program that can be customized based on your specific industry and needs. It can be delivered as individual modules or as a comprehensive program based on the needs of your organization.
Financial & Professional Services
Communications & Entertainment
Design & Engineering
Legal
IT & Telecom
Marketing & Communications
Architecture
Energy
Resources & Infrastructure