Sales & Business Development
Business in recent years has taken on many new and complex dimensions, and this trend is likely to continue. In particular, the field of sales has seen dramatic and far-reaching changes.
Today's business is sales-driven and today's salesperson is a key link to success in business. One element that distinguishes profitable companies from non-profitable
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companies is their ability to better develop their salespeople. The result is salespeople who sell because they want to excel, and succeed because they understand why and how to utilize their knowledge.
Today's salesperson, as well as today's buyer, is better educated, more informed, and has more options than ever before. These changes have created new, exciting and challenging possibilities in every organization.
Sales development is significantly different from sales training. In training, knowledge is transferred from one person to another. Development occurs only when knowledge is internalized, creating a behavioral change that leads to the expression of positive, results-oriented skills.
The Paradigm Associates Sales Development process not only makes sales development possible, but eminently profitable. We have the capability to manage projects in a variety of sizes, from working with an exclusive number of participants within single site organizations to coordinating and executing large projects that tap into the expertise of our 450 seasoned colleagues here and abroad.
The Paradigm Associates Sales Development Approach
The core of Paradigm Associates Sales Development process is outlined below. In order to best meet your needs while you are continuing to ' run the business' on a day-to-day basis, this process is designed to be extremely flexible. This means the decisions about the frequency and duration of the implementation sessions are reached jointly.
The components employed to help both the individual executive and the organization accomplish the desired results include:
- Written materials that ensure that everyone has the opportunity to start out with the same level of knowledge.
- Audio materials that are effective to help the subject matter become ' internalized' through reinforcement and spaced repetition.
- A Workbook that both challenges and helps distill thought processes.
- A high degree of interaction among participants, in order to develop both consensus and commitment.
- A facilitator who will act as an ' equal opportunity harasser' in order to maximize the beneficial outcome of the implementation.
Sales Development Content Overview
Success in Sales
- includes the importance of balance, your sales potential, preparation for success, success qualities.
The Buying/Selling Process
- includes understanding why people buy, evaluation of you and your company, decision making, the process of buying, the process of selling.
Your Personal And Professional Growth
- includes building attitudes for positive results, resistance to change
Prospecting
- includes identifying your target market, suspects vs. prospects, creating interest, finding prospects more often, networking, referrals, developing referral partners, centers of influence.
Getting Appointments
- Letters of introduction, tracking your success, making the phone contact, the purpose of the call and the appointment, the screener, organizing your activities, the sales funnel, maximizing your efforts.
Planning Your Personal Success
- includes the role of goals, criteria for personal goal setting, rewards and consequences, roadblocks to success, obstacles and solutions, action steps and dates.
Communication Skills
- includes the goal of communications, verbal and nonverbal communication, using questions to stimulate feedback, active listening.
The Introduction
- includes gaining confidence, pre-call preparation.
Gaining Favorable Attention
- includes building and maintaining rapport, appropriate small talk, matching pace, credibility, positioning your organization, beginning the transition, goal questions.
Planning Your Professional Success
- includes criteria for professional goal setting, types of goals, short-range and long-range goals, tangible and intangible goals.
Discovering Wants and Needs
- includes effective questioning techniques, reward questions and consequence questions, obstacle questions, wants, techniques for clarifying and confirming.
Presenting Benefits and Consequences
- includes effective presentations, understanding the situation, clarifying objectives, choosing your approach, measurable outcomes, time and financial expectations, a convincing summary, impact presentation meetings.
Getting Commitment and Follow-Up
- Proposals, Requests for Proposal or Quote (RFP or RFQ), gaining commitment, follow-up, adding value.
Overcoming Obstacles and Continued Success in Sales
- Preventing and handling objections and stalls, the habit of goal setting, the challenge.
Personal Development
- includes evaluating your mental, social, financial and physical self-development, your family life, your ethics and beliefs.
Professional Development
- includes evaluating your use of time, your sales skills development, your productivity.