Sales Productivity systems

As it is an ever increasing challenge to consistently maintain or build profitable revenue, a modern sales team must sharpen it's capability to meet the mounting intensities of the 21 st Century selling environment.

Today, prospects have become more cautious of spending, competitive pressures continue to intensify, the market environment continually shifts and the professional sales representative must seek to break through these barriers by communicating the value proposition which is most meaningful to the prospect.

Savvy Selling, which is a philosophy that can be adopted by any sales team as a core methodology, is built on a foundation of knowledge and has three principle components:

  • Applying advance analysis to determine a prospects goals and motivations and to obtain presentation meetings
  • Aligning product and service presentation with the overall goals and motivations of the prospect.
  • Crafting a strong value proposition , based on analysis, for using particular products and services to meet each prospects personal, professional or organizational "bottom line"

Through the adoption and continuous application of a savvy selling process based on in-depth analysis, sales organizations can become better equipped to function in the 21 st Century marketplace and deliver improved results:

  • Speeding the sales cycle, offset competitive challenges and gain purchase agreement.
  • Increasing the size of their deals
  • Drastically reducing discounting

Solution

During a one day workshop, we guide the sales team through basic strategies for turning their sales efforts into Savvy Selling. Participants analyze customers, identify key concerns, and then determine the impact of their solution on their customers' "bottom line" performance. Sales teams benefit from working with an executive facilitator who:
  • Reveals the perspectives and concerns of "buyers".
  • Engages the participants in evaluating opportunity through the customer's eyes.
  • Gives feedback on their identification of critical opportunities and challenges
  • Coaching them as they develop a sales solution based on critical measures of success presented in the language of the prospect or customer.