Corporate Sales Training Program - Consulting

Major account selling in the modern day business environment requires significantly

more than a easily affordable selling price and a competitive product. Success in these kinds of challenging environments mandates the expertise to recognize a number of decision influencers, determine their individual buying requirements and leverage this material to come up with engaging recommendations. Effective account management can and quite often does mean the difference between winning and losing opportunities worth millions of dollars. How do you know whether or not the men and women on your sales team are prepared to succeed in these challenging environments? You can begin by asking yourself these questions:

Can they clearly define all the men and women in the decision, the positions that they will play, their degree of influence, along with the level to which they prefer you or a different vendor?

Do they thoroughly grasp the danger zones which can keep them from gaining business with this particular account?

Are they qualified to formulate a clear action plan for securing business from these accounts?

Do they forecast major account opportunities plus a high confidence level, and then lose?

Do your workers perfectly know their extremely tough/major account opportunities? Can your men and women define exactly the required steps for you to win these opportunities?

If you don't like how you responded to these questions, it's time for you to equip your team with the process, skills, and tools they require to assist you to successfully compete for extremely tough opportunities. AXIOM's Science of Selling in Complex Environments corporate sales training program provides your individuals with a clear process along with the account management tools needed to win major account sales.

This proven corporate sales training program will aid participants to:

Discover how to leverage information to formulate new opportunities within existing accounts.

Prepare a model for major account management and selling complex opportunities

Detect all the players in any major account purchase decision with the AXIOM SFD Role Chart, part of AXIOM's corporate sales training program.

Find the influence each man and woman has with the ultimate decision

Build clear buying conditions for each person active in the assessment process

Prepare a champion/coach that can provide access to additional information

Objectively score the quality of the opportunity producing better account plans, and more accurate forecasts utilizing a complex opportunity scorecard

Better locate danger zones that could negatively impact an opportunity and develop methods for addressing these problems

Create and execute account plans that enhance relationships and generate revenue

Corporate Sales Training Program - Consulting

By: Forrest Benton

POST COMMENT

Maruti's Total Sales Stood At 104,791 Units In Aug 2010 Toyota Registers 26% Sales Growth In Aug 2010 Jewelry Salesperson National Occupational Standards Wholesales Distributors For Fashion Accessories In Trinidad & Tobago Invisible In The Sales Document Are "three Noes" Products How Do You Keep Your Sales Funnel Full? Salehoo Review: Bares The Truths About Boosting Your Sales Success in Sales: 5 Success Factors that Matter 24 Ways To BOOST Your Sales! (Part 2) Do You Think Your Affiliated Sales Are Being Hijacked? The Ten Day Challenge - how to increase your sales in just 10 days Important Tips On How To Buy And Sell Gold Using The Power Of Questions To Boost Sales