SALES TRAINING

Sales Gauge's modular approach to sales training allows you to customize your training based on your team's unique needs.  The modules, Sales Gauge 0-7, can be taken together or on an as-needed basis.  You chose the modules that will make an impact on your organization.


Sales Gauge 0:

Maximize Your Sales Time & Productivity

Do you find most salespeople on your team are conditioned to be reactive and struggle to protect their time and focus? We all need a place to start each day and salespeople, especially, need to plan their work so they can work their plan. 

The Sales Gauge 0 session is based on the Eisenhower Method where there are only two types of problems: urgent ones and important ones. The session will clearly identify urgent vs. important tasks and give your sales team a set of techniques to maximize their time and productivity. In addition, there will be recommended reading from selected authors that will reinforce time management techniques to maximize efficiency. Teams learn how to configure Microsoft Outlook to manage priorities and schedule tasks in order to achieve effective priority management.

 
 

 

 

 

In-Class Exercises:

 

Hands on MS Outlook Configuration to manage new techniques & form the foundation of great priority management.

Deconstruct work to find the ‘Minimum Effective Dose’ to focus activity

Urgent vs. important task management with strategies to increase productivity

Protect and manage customer expectations to ensure clients and sales have agreed to timelines firmly rooted in rapport-building technique


Sales Gauge 1:

power prospecting

"Power Prospecting" educates salespeople on how publicly released corporate information can be the basis for an event-driven communication to prospective executives. The sales prospecting technique, known as SEKM, enables sales professionals to speak about the prospect when first contacting them, building a rapport that ensures powerful referrals and appointments with power. We have all been stuck reaching out to only one person in a targeted organization and haven't always been impressed with the results. 

This event-based sales prospecting teaches salespeople how to use events to build a footprint, establishing the right connections and getting the appointment. Using research to obtain the right information connects you with the executive to get a strong referral. Sales professionals learn how to find the information and turn it into a short, attention-grabbing message that CXOs respond to. In the event the team has a CRM in place, Sales Gauge will customize the program to use the CRM in the class to schedule follow up. 

 

in-class exercises:

 

Drafting powerful emails

How to use Salesforce.com and other CRM’s to drive prospecting activity

Coaching for sales people and managers

Creation of compelling “personal connections”


Sales Gauge 2:

flexing your social media muscle

Building on Sales Gauge 1, this session uses the SEKM sales prospecting technique in conjunction with powerful social media tools like LinkedIn and Twitter. We will explore the "ins and outs" of social networks to find and connect with people based on their titles and industries. The LinkedIn session provides a hands-on way of creating a message based on an individuals 1st, 2nd or 3rd connections. 

Your team will learn how to get introductions from people they know to perfect strangers and, more importantly, how to use the new connections to transfer ownership, introducing your salesperson to the right people in their organizations. Combining this with Power Prospecting and social networks provides a framework for an endless supply of prospecting information that results in a rich stream of valuable targets. Four hours will be spent using the new social media techniques and putting them to use on the phones in a blitz-like atmosphere that creates momentum and immediate success.

We will look at how to build a modern LinkedIn profile and show you the tips, tricks and pitfalls in using this ubiquitous tool to build a great online presence and to enhance business development effectiveness.

 

in-class exercises:

 

Real world calling to your prospects and customers

LinkedIn tips and tricks

Building effective business profiles

Network building

Analysis of your personal network to attack the best prospects

Following companies on Twitter will be explored along with “Passive vs. Active” use

 


Sales Gauge 3:

story selling - creating & telling stories during the sales process

Sales professionals are constantly looking for ways to differentiate themselves from the competition and handle objections. In this session, sales teams are exposed to powerful communication techniques like NLP, to use language that builds rapport from the first contact whether in person, over the phone, or in a written communication. The module highlights how to tell great stories from a position of strength based upon previous sales successes. 

This module naturally unites sales & marketing. The teams are given industries and success stories to build these messages, which can be used for objection handling, prospecting or email marketing campaigns when married with effective industry-based marketing material. This technique called (RCBC) - Reference, Credibility, Benefits and Call to Action - provides fast ways for the sales people to prospect with industry knowledge and targeted messaging.

 

in-class exercises:

 

Building powerful reference selling messages in your companies “sweet spot” areas

Engage the techniques into prospecting campaigns & creating client value

Build a ‘bank’ of conversation starters and stories that diffuse objections

Creating effective RCBC value statements & campaign templates

Teaming up salespeople to build messages and use them to prospect or create marketing campaigns

Develop techniques to measure the success and effectiveness of the messages


Sales Gauge 4:

maximizing value to increase the sale

In this module the discovery questions and process will be introduced along with a tool that organizes the discovery process and prepares the salesperson to uncover the real buying drivers. The difference between selling to pleasure and pain will be reviewed, as well as testing to see if your solution will fit the prospect’s needs based on their current state. The future state - to solve the problem or delight the client - will be captured and moved to the next step in providing an executive overview. 

We will use "Deal Maps" to navigate opportunities and illuminate buying influences. This will enable the team to identify fans, sponsors and champions using a visual deal chart. From there, the team will learn how to present this information over the web using tools like GoToMeeting in order to differentiate themselves from the competition. Presentation skill development will be centered on a process that aligns all interested parties to ensure a flawless executive presentation.

 

in-class exercises:

 

Salespeople will research their account and prepare for the meeting

Critical information surrounding opportunity qualification will be built

Value will be analysed and aligned to buyers criteria

Live client calls will be conducted to gain insight

The executive presentation will be built and delivered live AND using web tools


Sales Gauge 5:

negotiating with high value trades (HVT)

One of the most important things a salesperson needs to know is where and in whom to invest their time and their money. Each individual’s goal is to ensure the prospect can buy into what you are selling as soon as possible without using any initial money to get him or her interested. Sales Gauge 5 is all about gaining early commitments through matched investment requests and learning how to transfer ownership to the prospect. Your team will learn how to effectively know your prospect is working in addition to developing innovative sales techniques that drive deals to closure.

We also look into forecasting and deal strength with an in-class org-chart exercise where the group does an account review on live deals and forms an opinion on the likelihood of closing. We ‘fillet’ the org chart and look to see what is going on and form very strong foresight on deal success, progression and how to handle stakeholders.

 

in-class exercises:

 

Build a customised Deal or No Deal process

Use the HVT process to keep deals moving and ensure increased velocity in the pipeline

Learn how to ID your coach, sponsor, and champion

‘Fillet and Debone’ an account using our org-chart exercise for forecasting and deal progression


Sales Gauge 6:

authoritative closing

Closing is the most important part of any sale; it is the time for salespeople to benefit from all of their hard work. "Authoritative Closing" focuses on the meaning of the acronym WAR and what each member of your sales team needs to do to close the deal. Salespeople need to understand the difference between effectively closing as opposed to simply closing. As stated earlier, time is not something that can be managed, but it is also something that you can't get back, so it is important to understand who and what you are closing for. Sales Gauge will teach you the techniques that will put you in a position to effectively close the deal and leave you in the best position possible.

 

in-class exercises:

 

Develop a formal preparation process for the close that ensure you are ready to close

Real deal evaluation and techniques to identify the close and make it happen


Sales Gauge 7:

sales engineering product demos that show value

Many sales people rely heavily on the sales engineering role in order to showcase the value of their product during a demo. But too often, the sales team has not provided the information and insights that will enable the engineer to zero in on the specific value and model the most valuable solution for the prospect. 

In this session we will work with the sales engineering and pre-sales teams, empowering them to unlock the value for the demos they are asked to perform. These teams will learn how to capture the most important Critical Business Issues (CBI) and the most Critical Technical Issues (CTI) in advance of the demo. We will use existing scheduled demos as the basis for the session so that the teams learn how to tell a story, can demonstrate how the product fills the CBI/CTI, and then is able to close the prospect with confirming questions to secure next steps. The sales engineers will also engage in role-plays to demonstrate how to effectively build a demo based on the CBI, handling objections and sharing the value that other clients have gained as a result of implementing the product. 

 

in-class exercises:

 

Analyze and uncover the critical business and technical issues of scheduled demos

Understand and identify key stakeholders aligned with critical business issues

Role-playing of live scenarios to handle objections

Reviews

“The fast-paced world of the trader presents special challenges when it comes to uncovering appropriate leads and prospecting accordingly. Sales Gauge worked with our team to utilize the SEKM technique to secure immediate responses from busy people. Sales Gauge reinforced this training with an eLearning portal that enabled us to train new hires and bring them up to speed with the rest of the team. The eLearning included basic tactical training on time management, as well as unique ways of building stories that brought us new prospects to fill the pipeline and convert into valuable clients.”
— Brien Henderson, Partner & Managing Director at TABB Group