Turning Information Into Sales

In a competitive marketplace, the salesperson who best understands the client's needs has a distinct advantage. Many salespeople know how to listen for a need and then match a solution to that need. Learning to discover much more than simple connections can yield great rewards. Differentiating on the basis of superior client knowledge helps provide a sustainable competitive advantage. Better information about complex client situations lets the salesperson create high-value solutions for clients and achieve improved sales results.

In Turning Information into Sales (TIS), salespeople will be provided with tools to effectively discover business needs, identify what matters and apply it in successful sales. They will develop the essential ability to discover information needed to create highly satisfactory and compelling solutions.

TIS expands Discovery into the interactive steps of Gather/Analyse/Use, with advanced models to help salespeople do more thorough discovery and know how to use the results.

Programme Outcomes

By applying the tools from Turning Information into Sales to conduct better discovery, salespeople will be able to create solutions that meet client needs in more compelling ways and create solutions that also increase their sales.

Approach

Wilson Learning believes that learning must be transferred to day-to-day work practices. To achieve this, Turning Information into Sales (TIS) includes components and activities that enhance:

Participant Readiness: Prepares participants and managers for the overall learning experience

Pre-workshop communication sets the context for learning.

Learning Transfer: Embeds practice and use of new skills in the learning design. The learning can be flexibly delivered as a:

One-day face-to-face application-oriented workshop.
All can be delivered in modular format over non-consecutive days to allow application between sessions.

The face-to-face workshop can be taught by a Wilson Learning facilitator or by an organisation's own leader-trained in-house professional.

As a result, participants will continue to apply the skills and tools learned in TIS long after the learning event is completed.

Turning Information into Sales was developed for each salesperson to directly apply the core learning to their own accounts. In order for this to be most effective, each salesperson will need to gather information on at least one key account prior to attending the course. This information is used throughout TIS to develop a plan that can help create a compelling solution in order to win the sale.

Enabling Improved Performance

Turning Information into Sales features various performance application, reinforcement and support tools, such as a Job Aid Card and the "I2S" Planner mentioned above. These tools ensure that participants can hone newly acquired skills and behaviours upon returning to work. Involving managers early on and training them to coach on advanced discovery is also important for successful TIS implementation.

As an additional option, both individual coaching and follow-up sessions can provide extra reinforcement, accountability and continuity as the newly advanced discovery skills become an essential part of how salespeople work.

Evaluation

Turning Information into Sales offers clear opportunities for measurement, since it is based on improving knowledge of accounts to increase sales.

When sales managers participate, they can observe exactly what difference the salespeople intend to make with key accounts and can monitor and coach to help achieve results.

Wilson Learning can partner with your organization to measure the behavioral changes and business results. Our common interest is to make sure that Turning Information into Sales delivers the results you seek. We are committed to helping you succeed, and we will work with you to set up measurement systems to help move desired change forward and sustain the momentum of your implementation.

To learn more about measuring the impact of learning, visit Measurement and Evaluation Services.

This offering, like all others from Wilson Learning, can be customised to reflect your environment and business priorities and can be integrated with your processes.