This engaging workshop will help sales teams develop and deliver compelling content that achieves sales results.
Eric works with you to develop three scenarios in advance of the training. For example, for an engagement with an investment brokerage firm, the three scenarios were: setting yourself apart; making portfolio recommendations; asking for the business.
Each scenario is represents a stage in the sales process. The goal is to move the sales process along, one step at a time, by providing value and asking for the sale (the next step in the process).
Each participant chooses (or is assigned) one scenario. Each applies a series of models to the challenge of developing a short sales presentation that is delivered during the workshop.
By the end of the workshop, participants understand that, to be most effective, sales presentations must be two-way, receiver-driven and natural. They realize the importance of structure and the value of silence; less is always more. And they learn to answer questions effectively throughout their presentation without getting “off track.”
Ideally, they learn the value of listening more than talking, which Eric believes is the mark of a successful sales professional. Contact us
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to read a case study.