Programs
Competitive Excellence provides customized training and consulting to sales teams by focusing on the skills and strategies that will improve customer loyalty and increase revenues. The benefits for each of our programs are the following:
- Create long term customer relationships to maximize revenue generation
- Increase the sales person’s win rate for new business development
- Shorten the sales cycle
- Better time management
The foundation of all our offerings is the “Sales Intelligence System.” This system focuses on understanding the personality perspectives process in identifying the customer’s preference to doing business, relating to their approach and building on the relationship leading to “Superior Sales Results.”
Keeping your sales pipeline full is a challenge. When you work with Stu on his Sales Pipeline Process, you’ll always have prospects in every stage of the selling cycle. Click here to view the training programs you'll want to schedule to ensure that your organization achieves superior sales results.
Each of our programs gives a short description of the content with the learning objectives. These programs can be delivered as a keynote, half or full day program.
Selling with Emotional Intelligence
This program adds a new dimension into the sales process which is understanding the buying behavior of your prospect or client based on their personality style. How they prefer to communicate, what they value, how they make decisions is critical to the selling process and understanding their motivation to buy from you.
Learning Objectives: Being able to identify the buyer’s personality style. Understand and apply the strategies that work for each personality style. Understand the key components of emotional intelligence and the impact on the buyer.
The Simple Truth of Relationship Selling
This program focuses on the key elements in building a strong long term customer relationship. Understanding how to build trust, commitment and win-win relationship is critical for a successful sales career. Understand what you customer values first and foremost by understanding their personality style.
Learning Objectives: Be able to identify the customer’s criteria for building trust. Setting the right expectations with the customer for building a long term relationship. Understanding how to address objections the customer has and how to properly address them.
Sales Strategies that Shorten the Sales Cycle
Setting the right sales strategy can make all the difference in winning new business. Aligning your objectives with your strategy is critical. Competing for business today is tougher than ever before. Differentiating you solution is a must to win over new customers.
Learning Objectives: Knowing when to apply the right sales strategy. What key objectives and action items need to be developed.
Leveraging Sales and Talent for Outrageous Results
Sales is a game of momentum. Having the right players in the right position is critical to your sales teams success. Who should be hunters, farmers, partner managers and business consultants. Maximizing the individuals’ strengths is more impactful than minimizing their weaknesses.
Learning Objectives: Being able to assess the sales person’s best role in the organization. Learning how to complement the strengths of each team member to maximize performance.
Negotiating with Power
If we want better answers from our customer or prospect, we need to ask better questions. Learn which questions need to be asked to uncover the real needs of the customer, both business and personal. Asking better questions will gain credibility and trust giving you the edge over you competition.
Learning Objectives: Assessing who has the power going into the negotiation by understanding the key elements involved. Understanding buyer and seller tactics and how to properly apply them. Moving through the steps of demand and creation to create the win-win.
Critical Questions for Closing the Sale
This program adds a new dimension into the sales process which is understanding the buying behavior of your prospect or client based on their personality style. How they prefer to communicate, what they value, how they make decisions is critical to the selling process and understanding their motivation to buy from you.
Learning Objectives: Knowing what type of questions to ask is the foundation of questioning skills. Understanding how to heighten the sense of urgency in the customer’s mind is important to driving the sale to closure. Learning how to focus on benefits more than features is always a safety net for sales people.
The Hard Facts of Prospecting
What is the best way to prospect for your business? Is it cold calling, networking or a marketing campaign? Learn which method is best for your company. What client is the best fit for your business? How powerful are your referrals?
Learning Objectives: Understand how the prospect views an initial call from a sales person. Learn what approaches work and get them to open up and gain commitment to the first meeting. What are the characteristics of a good prospect and which ones you should stay away from?
Presenting with Passion
Every sale person needs to be able to articulate their company’s message. Whether it’s their products and services or the company’s strategic direction conveying a message with conviction, belief and enthusiasm is critical in conveying your message.
Learning Objectives: Learn how to develop your presentation’s clear message for highest impact. Understand which method of delivery complements your style- PowerPoint or notes. Learn the difference between informing, persuading or inspiring. Learn how to manage you audience, time and questions and answers. Each participant will be videoed for delivery skills which include eye contact, voice inflection, pace and strategic pauses and avoiding fillers.
