Page 67 - Dale Carnegie Course Catalog

Coaching Salespeople
Primary Competency Categories:
One of the most rewarding aspects of being a sales manager is helping the people on your sales team achieve their visions and goals in life. To make this happen you need strong coaching and individual skill development abilities. In this module, you review ways that you can become a more effective coach, raising the per- formance of your entire sales team.
At the completion of this module, participants will be able to:
 Apply the Cycle of Performance Improvement to developing a sales team
 Apply the steps of the Adaptive Process to improve sales skills and performance
 Give effective Behavior Based Feedback
• Results Oriented
Passionate about winning. Dedicated to achieving all- win solutions to situations.
• Human Resource Management
Manages process for aligning human capital with organ- izational goals
Commitment Strategies
Primary Competency Categories:
In today’s fast-paced, competitive sales environment, gaining com- mitments from clients is more challenging than ever. Sales cycles have lengthened as organizations take their time making decisions in a tough economic setting. Competitors offer greater and more varied incentives to customers in order to keep business out of our hands. To meet these selling obstacles, you will need to develop a strategic approach to closing the sale.
At the completion of this module, participants will be able to:
 Guide customers through the stages of commitment
 Become a trusted advisor to clients
 Manage commitments over a long selling cycle
 Gain commitments in a competitive environment
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Customer Experience
Creates an environment with customers to maintain a positive long-term relationship. Leverages positive expe- riences to create customer loyalty and a desire for them to be a champion for our organization.
• Influence
Consistently directs situations and inspires people for an all-win environment.
Establish Return on Investment Primary Competency Categories:
POWERFUL PEOPLE SKILLS INSPIRING PRESENTERS 66 LEADERS WHO BUILD AMAZING SERVICE
To a potential customer, your solution looks and sounds very simi- lar to the solutions offered by your competitors. In many cases, the solution appears to be nearly identical, so the deciding factor for the customer comes down to price. When you truly embrace the concept of return on Investment, or ROI, you move beyond price-only competition to prove the overall value of your solution for your customers.
At the completion of this module, participants will be able to:
 Establish Return on Investment for customers
 Measure ROI in terms of time, cost, and quality
 Reduce worries and gain peace of mind for clients
 Deliver a compelling ROI summary
• Customer Acquisition—
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Customer Experience—
Creates an environment with customers to maintain a positive long-term relationship. Leverages positive expe- riences to create customer loyalty and a desire for them to be a champion for our organization.
• Results Oriented—
Passionate about winning. Dedicated to achieving all-win solutions to situations.