SmartSelling - Sales Training Courses and Workshops in Toronto
Performance Associates International, in response to the challenges of today's competitive sales environment, has developed SmartSelling, a radically advanced customer focused selling methodology that enables you to build a powerful sales organization. As the great 21st century philosopher, Yoggi Berra, said, 'the future sure ain't what it used to be', and this could not be truer when applied to the sales environment. The giant strides in electronic communication and commerce are changing the rules of the selling game. Although change is often met with resistance, avoidance, or apathy - by both people as well as organizations - the degree of shift necessary to survive (or thrive) in today's business world requires a real transformation. For salespeople , this transformation demands opening themselves to new processes and skills - both as an individual and as part of a team. For sales management, the challenge lies in knowing how to support and coach this transformation and in helping the organization become more cohesive, i.e. a team that continually strives to be the best at exceeding the needs and expectations of its customers.
A sales team that performs consistently at this level has specific attributes and competencies. You have three choices in creating such a team: Hire a winner who already performs at this level (which is expensive); hire a potential winner and develop them to this level; or pray. Performance Associates International has partnered with leading sales organizations in diverse sectors and has achieved this transformation as a result of hard work focused on the integration of highly interdependent processes within selling, account planning, and sales management.
Our sales force transformation practice, SmartSelling, will move your team through the transition from where they are today to high-performance recognizing that training alone cannot achieve this lasting behavioural change you are seeking. Beginning with feedback from your key customers and working with assessments of your team, we can help you develop a cohesive customized program to transform your sales force into an effective, efficient customer focused team.
Sales professionals are enabled to achieve this by:
- Being able to understand the customer’s business landscape and key business objectives and developing unique value propositions with the key influencer that relate directly to what is compelling them to act;
- Rapidly identifying the real influencers in the buying process and knowing how to detect the unique ‘buying style’ of each influencer and connecting with them in ways that translates into compelling buying propositions;
- Knowing how to move with confidence and 'know how' through the sales process of prospecting, creating rapport, developing a biased buyer's vision, and presenting compelling value propositions.
SmartSelling is a three-phase program that delivers the 'best of the best' global developments in professional selling skills. The curriculum is comprised of three unique phases that can be treated as separate segments but the return on your sales transformation investment will be exponentially greater from an integrated, customized approach
Types N’ Tactics: 'Getting on the wavelength of the customer.'
Using the revolutionary 4D-i profiling system from ONESMARTWORLD, which assesses both cognitive and emotional intelligence, this program provides an interpersonal skill set so that sales people can interact with others more successfully by getting on their wavelength and treating them the way they would like to be treated.
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Interpersonal Selling: 'Navigating the direct sales process'
In this program participants move through all aspects of face-to-face selling from the initial prospecting cold call to developing rapport, using the six-pack impact model for need development, harnessing the resistance of the four types of objections, and presenting compelling value propositions to gain commitment. This offering, which incorporates our unique virtual sales call role plays, is designed to help sales professionals, in the direct sales environment, achieve significant advancement in levels of sales effectiveness and efficiency.
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Enterprise Selling; 'Aligning with the customer's complex buying process.'
You will leave this program with a user-friendly, lock-step process that will generate accelerated sales cycles, increased per sale volume, and increased closing ratios. This process focuses on complex sales situations with multiple decision-makers and influencers. To be customer focused is to realize that clients have buying cycles with which salespeople must be aligned. This is opposite to the traditional idea of routinely moving through a sales cycle towards demonstrating product features/benefits that are focused on the salesperson's need to sell rather than the customer’s need to solve critical business issues.
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Customer Comments:
'Thank you for the fantastic classes. I have told several people over the past few days that Performance Associates is by far the best training organization that I have ever worked with. I have taught, trained, and coached and really appreciate the innovativeness, creativity, depth of the topic and entertaining presentation style of your programs.'
Eric Nakata
Director of Sales
New York
'I want to thank you for taking what initially seemed, another sales program, and making it not only fun, but also interesting and useful. Many times training companies take the material and just go through the motions. The personal experiences of your trainers brought a lot to the classes and really drove home many of the concepts. Thank you for making great learning experiences and bringing individuals together as teams. And did I mention that we increased revenues by 23%?'
Robert Aufdenkampe
Account Exec
Amsterdam
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