Challenge and Solution
Many sales professionals are doing a good sales job, but few of them can achieve superior results. The relationship between excellent sales professionals and their clients is not transactional. Successful sales professionals are trusted advisors to their clients who contribute to their clients’ success.
A big question is “How can an organization develop their sales teams’ competencies to reach that high level?”
Our solution
Our philosophy is simple at FranklinCovey: The more you focus on your client’s success, the more successful you will be.
Helping Clients Succeed helps sales leaders and their team become remarkably better at person-to person aspects of sales, and ultimately become trusted advisors to their clients. Sales leaders and sales professionals will know how to seek frst to understand their clients’ needs, and then work together to create win-win outcomes that beneft both sides. This solution will help them develop the mindset, skillset and toolset to build a strong relationship with clients while expanding their client network, and achieve their sales goals.
Organizations that focus on helping their clients succeed fnd that they are able to differentiate themselves from their competitors and sell more because they are able to successfully do the following:
Focusing on the intention to help your clients and thereby create trust.
Asking effective questions and really listening, so that your client feels understood and valued.
Generating solutions that correspond precisely with the desired results and buying criteria of the client or that even exceed them.
Offering an effective decision-making process, so that clients can make the best decisions.
Steering negotiations on win-win results that create value for both parties. Initiating new opportunities for your clients.
Helping Clients Succeed helps you develop the mindset, skillset and toolset to build a strong relationship and to find and keep clients.
Target Participants
Sales leaders, sales managers and salespeople who want to transform their sales approaches, strategies, and practices for superior results.
Content
We offer three programs as a training suite to strengthen your sales performance. Depending on where your challenge lies, you can also choose to use them individually:
Filling Your Pipeline
Filling Your Pipeline has been designed specifically for you and your sales team when you’re looking for new and effective alternatives to prospecting. You learn how to prioritize your time, and plan how to maximize your prospecting efforts
Qualifying Opportunities
Qualifying Opportunities is designed to help you uncover and understand your clients’ needs faster and more effectively. This enables you to identify a solution that exactly meets the client’s needs. The result is shorter sales cycles, increased client satisfaction, and more deals.
Closing the Sale
Closing The Sale helps sales professionals increase their win rates by preparing in advance to enable their clients to make good decisions that achieve win-win outcomes.
Filling Your Pipeline has been designed specifically for you and your sales team when you’re looking for new and effective alternatives to prospecting. You learn how to prioritize your time, and plan how to maximize your prospecting efforts
Qualifying Opportunities is designed to help you uncover and understand your clients’ needs faster and more effectively. This enables you to identify a solution that exactly meets the client’s needs. The result is shorter sales cycles, increased client satisfaction, and more deals.
Closing The Sale helps sales professionals increase their win rates by preparing in advance to enable their clients to make good decisions that achieve win-win outcomes.
Each week, for 12 weeks, participants implement the principles they learned in the work session as they practice and apply the principles more in depth.
Participants are held accountable through a regularly scheduled report back to their sales leaders and/or peer coaches.
Identify the mindset and behaviors of top performers.
Establish specific prospecting goals to ensure a measurable return on investment at the end of the 12-week implementation process.
Challenge conventional, ineffective thinking and make a conscious decision to approach prospecting using "reason vs. random."
Identify and target current prospects using the prioritize tool.
Uncover specific criteria that can predictably score the likelihood of prospects becoming clients.
Identify and target current prospects using the prioritize tool.
Discover new resources and tools for gathering research.
Develop a strategy to create and maintain a solid referral network.
Gain the confidence needed to overcome objections and push-backs by anticipating them beforehand.
Create carefully scripted opening statements that will pique interest and get meetings.
Develop a framework for creating effective sales kits.
Commit to implementing the strategies and tools over the course of 12 weeks to ensure a sustained change in behavior.
Learn the mendset and behaviors of top performers.
Establish specific goals to ensure a measurable return on investment at the end of the 12-week implementation process.
Understand the importance of enabling decisions for clients.
Create a specific call plan that addresses the client's key issues - nothing more and nothing less
Learn how to effectively overcome the traditional dysfunctions of the buyer/seller relationship by focusing on the client's issues first.
Become proficient at developing busness cases with clinets by identifying thir most important issues, clearly defining the impact on their organization, and mapping the decision-making process.
Establish an accurate snapshot of the sales pipeline.
Make significant strides towards becoming a trusted business advisor.
Gain the confidence needed to overcome objections and push-backs by anticipating and practicing beforehand.
Prepare to deal effectively with gatekeepers.
Commit to implementing the strategies and tools over the course of 12 weeks to ensure a sustained change in behavior.
Carefully organize each client call to influence and benefit the client's decision-making process.
Begin narrowing decisions that lead to the final business decision.
Determine the one decision the client needs to make at the end of the meeting.
Ensure that the decision is client-centric, is singular, and that "no" is an acceptable answer.
Demonstrate the ability to validate the Client's Key Beliefs to their satisfaction.
Develop proof points that enable the "End In Mind Decision."
View objections as an opportunity, rather than a threat.
Apply a predictable, three-part approach to resolving objections.
Develop a plan to influence the conditions for good decision-making before each client meeting.
Focus on achieving win-win outcomes.
Prepare a powerful opening and closing for each client meeting.
