The Salesperson as Strategist
Sales people as strategists gain advantage by developing and implementing a strategy that determines which business is most profitable and the appropriate competitive approach to winning that business. The successful strategist has the right selling skills to qualify strong accounts, and is able to influence the sociopolitical dynamics inside the customer’s decision-making process.
For more information, download our Sales Effectiveness White Paper.
Counselor Prospecting™
This sales skills training course teaches salespeople how to win business and get ahead of the competition right from the start of the sales process. Salespeople discover ways to focus on finding better suspects and higher-quality prospects. This course improves salespeople’s selling skills at three critical spots during sales process.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America and Europe. Available as part of the Wilson Learning Custom Offering in other parts of the world. Negotiating to Yes™ (Sales version)
Negotiating to Yes is derived from the work of Dr. William Ury of the Harvard Negotiation Team. Salespeople learn to practice principled negotiation, in which they focus on the interests (as opposed to the positions) of both themselves and their customers. The course builds skills in questioning, listening, persuading, strategizing, problem solving, and countering unfair tactics.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Europe, China, Thailand, and Korea. Available as part of the Wilson Learning Custom Offering in other parts of the world. UPFRONT™ – Persuasion Through Presentation®
UPFRONT: Persuasion Through Presentation is a hands-on, results-oriented workshop that will have an immediate impact on participants selling skills, and the ability to effectively influence and persuade any audience to take action. Participants will become competent in both content development and delivery techniques, on the telephone or face to face.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Europe, China, Thailand, and Korea. Available as part of the Wilson Learning Custom Offering in other parts of the world.
Services
TopSalesperson Navigator™ (Web-based, multi-rater instrument)
This comprehensive 360-degree instrument rates the salesperson’s behaviors to key sales effectiveness competencies. Feedback and interpretation of the results are given in a development planning session, which can be facilitated live and in-person, or through a Webcast. The report includes a Development Planning Guide, with recommendations and resources to support developing or improving the highest-priority sales skills needed.
Learn more about our Services.Salesforce Compass™ - A Needs Analysis Survey (Web-based)
This simple-to-use needs analysis tool diagnoses the top development priorities of a sales organization across a range of key sales effectiveness competencies. Interpretation of the group-level results and recommendations for action are given in an executive debrief session, which can be facilitated live and in person, or through a Webcast. The report includes feedback regarding the effectiveness of various development approaches, what factors influence sales skill application, and specific recommendations for development resources and coaching.
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