Business Sales Training Workshop

Challenge

High cost. Low returns. Poor fit. Low value. Low trust. Lost sales. Lost long-term business and relationships.

Solution

Our business sales training workshop, Helping Clients Succeed: Qualifying Opportunities teaches sales people how to break down the dysfunctions in the selling/buying process and get real with trustworthy communication and disciplined business thinking. This unique methodology provides the strategies, tools, critical thinking, and communication skills to transform sales people into trusted business advisors who, through skilled inquiry, produce mutual understanding about the client’s values and needs.

About the Workshop

The Helping Clients Succeed™ Qualifying Opportunities sales training workshop is designed to help sales people and their managers:

1. Create value based on the buyer’s criteria rather than the seller’s criteria.
2. Get to the heart of business issues in a systematic and yet flexible style.
3. Understand of the underlying principles associated with opening dialog and building “trusted advisor” relationships.
4. Qualify an opportunity in terms of time, money, and people.
5. Establish a realistic expectation on the part of the client of what is required financially to solve the problem or achieve the desired results.
6. Learn whom they must see, how to get access to them, and how to develop a compelling rationale that is in the client’s best interest.
7. Gain clarity of one’s own strengths and weaknesses in communication skills and direct experience with new listening, questioning, and conversation skills.
8. Understand how to handle difficult conversational and relationship issues while maintaining control and preserving the relationship.

Length of Training

Three-day Business Sales Training Workshop

Delivery Options:

• Attend a public workshop in your area
• Bring a FranklinCovey Consultant to train your organization
• Certify to teach this workshop

Business Sales Training Materials:

• Prework that will help you prepare for the session and that will provide a real deal to which to apply the skills and methodology you learn
• An experiential training experience with a consultant who is experienced in complex sales and can teach and coach skills in terms of your real needs
• Participant Guidebook
• Planning tools to help think through the qualification process
• Practice cards to help hone inquiry skills
• Tools on CD
• The powerful revised edition of the business sales training book Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship, by Mahan Khalsa and Randy Illig
• Let’s Get Real and/or Helping Clients Succeed audio sets

Exclusive business sales training in your organization:

Call 1-800-707-5191 for pricing

Continuing Education Credits:

Participating in Helping Clients Succeed™ business sales training workshop makes you eligible for up to 8 hours per day of Continuing Education Credits.

Learn more about continuing education credits.