Duration: 43 hours
Sales people who consistently over-achieve and continue to grow their transactions all have one thing in common. They leave no stone unturned. They do all the basics all the time. This means having a solid process, qualifying constantly, having great questioning skills, effortlessly handling objections, identifying ‘real’ value – personal and business, building great insight in to their customer’s business, effectively presenting solutions, being a master negotiator, using influencing skills, creating and sustaining executive relationships, understanding and focusing on the business case, and building and managing a plan to value for their customers.
The goal of all of Fourthirds courses is to help the sales team Win More, Lose Less, Avoid the No-Deicisions and Win Bigger Deals. Nowhere is that more focussed than with the Account managers course of learning.
This means:
- Building deep insight about customers
- Asking great questions
- Be able to use influencing skills to increase the impact of communications
- Linking solutions to what matters and motivates customers
- Quantifying and selling value
- Understanding and utilizing appropriate strategies
- Building unsolicited proposals
- Handling objections
- Building/selling compelling business cases
- Becoming a consumate story teller
- Negotiating with a strategy and winning tactics
- Uncovering decision maker motivation and relating solutions
- Building sustainable relationships
The best sales people do all the basics, all the time. This course of study provides an end to end journey through the best practices of proffesional selling. Attendees will discover how to sell value, sell solutions, sell to power, the role of strategy, roi and the business case, story-telling and more.
Courses included in this learning track:
Questioning Skills
Overview:
This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.
Learning Outcomes:
- Confidently utilize structured questioning
- Be able to constructively build anxiety around the customer’s issues to motivate action
- Be able to lead your customers towards your offering
- Help you to quickly identify the business impact of your customer’s pain
- Establish credibility and gain access to a broader range of stakeholders
- Better qualify opportunities
Who this course is for:
Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.
Benefits to you:
Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.
Benefits to your organization:
Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.
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Sales Manager
Sales Coach
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Executive
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