Signature Selling

Creating value in a challenging market through customer commitment and engagement

 

A key to profitable business lies in creating lasting value for customers. To create lasting value for customers, Sales Professionals need to have a clear understanding of the value a customer will gain from the products and services they offer. They need to understand how decisions are made within their accounts and how to influence their contacts within those accounts. Lasting value however, requires another piece, the kind of valued partnership that results from strong interdependent relationships. Your Sales Professionals are at the forefront of developing these relationships and managing accounts that deliver value to both parties.

 

In today’s complex and difficult market, Sales Professionals face even greater challenges. They must play a key role in aligning your business with the rapid changes faced by your customers – they are forward scouts who need to act as listening posts – reporting changes in your customers’ circumstances that impact your decisions and future business.

 

Talent Mondial has over 25 years experience in helping organisations across industries create value. From global key account teams and managers through inexperienced Sales Professionals, we help your sales force create strong relationships, deliver valued results to your customers and generate predictable and profitable sales.

 

Signature Selling is a development workshop, intensive training for today’s world, that will give your Sales Professionals the consultative skills they need to uncover opportunity, understand and influence decisions within the customer’s organisation, build strong relationships based on trust and achieve profitable results, whilst keeping your company in touch with the pulse of your future business.

 

Sales Professionals will learn:

  • To identify, understand and effectively work with the various behaviours their customers and contacts display – a foundation for building strong relationships

  • How to “connect” with each client contact no matter what their style or behaviour

  • The impact their own behaviour can have on customers and on the sales process and how to manage that impact to achieve positive results

  • To create clear objectives for every meeting or contact

  • Powerful communication skills including strategic questioning skills that help the Sales Professional engage the customer, gather information and build commitment

  • Problem-solving skills to identify and implement solutions to their customers' challenges

  • Skills to show each client contact the value they can derive by working with the Sales Professional and his/her business

  • How to create a ‘desire to buy’ in all kinds of customers through value-add and benefits

  • An interactional framework that will enable them to plan and hold effective meetings and telephone calls that result in the commitment

  • Tools to effectively manage challenges and objectives

  • 'People skills' to build and maintain strong relationships

  • How to use the skills in presentations to groups of customers

  • How to use the skills within a full account management or sales process

  • How to get business and build a path for future business

 

How the learning happens:

This programme consists of a core two-day workshop with follow-on modules that can be chosen to meet the needs of your Sales Professionals and your organisation. Your options include:

  • A two-day consecutive workshop

  • A choice of follow-on modules to meet your specific needs

  • Blended learning options are also available

 

You can choose to use our consultants in training the programmes or certificate your own internal resources through our Train-the-Trainer programme.

 

What's In It For You:

  • Your Sales Professionals will gain practical skills to sell value; build strong client relationships; improve sales performance and results; become differentiators in the service and product offering; and become strong partners and advisors in delivering value to your customers

  • Your customers will have Sales Professionals who understand their business and their challenges and opportunities; partners who help them identify and implement solutions; and credible trustworthy business partnerships that are effective in good times and challenging ones

  • Your company will see increased sales results through increased business; improved customer loyalty; and a common language and approach across the sales force

 

 

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