Custom Workshops -
Overview | Leadership | Performance | Development

Sales Processes and Buying Processes.
- It drives home the point that Sales is not event-driven but rather process-driven. Both Salespeople and Buyers follow a process to sell, or make buying decisions concerning products and services. Focus is on the salesperson understanding the buying process and developing selling skills and product knowledge in order to communicate and meet the buyer's needs.

Strategic Planning / Thinking / Selling
- Focus on developing strategic pieces of business by identifying key decision influencers, coaches within the customer, and red flags within the Sales Process.

Large Account Selling
- Focus is placed on penetrating the Large account at multiple levels - providing value-added services that create competitive advantage - and thinking of the business as a strategic priority to meet the customer's needs and accomplish your business objectives simultaneously.

Negotiating Skills
- Foundational skills for negotiating to a Win - win. Emphasis is placed on preparation, asking great questions with probing skills, and presenting the best solutions for a Win - win outcome. Other topics of discussion include: building long term relationships, dealing with difficult negotiators, and simulations and cases to practice the skills.

Financial Management Skills
- Focus on the key financial ratios required to drive the business from your customer's viewpoint - also makes the language of finance simpler to understand and utilize in key selling situations.