Global Sales Study
Is your sales force world class? How do your salespeople compare to other companies in your segment?
XMONIC
Making account management work.
Why Imparta
When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.
Sales Training
Why Sales Training Doesn’t Work…And What To Do About It.
Download White Paper.
Core Sales Skills (CSS)
Working in sales, be it at local or international level, we are often surprised by the behaviour of customers, particularly when they are demanding or difficult. The age-old adage ‘the customer is always right’ is often difficult to adhere to. Within this context, taking a consultative approach in high volume sales where time is limited can be even more challenging, particularly for those relatively new to sales.
CSS allows salespeople to hone their core sales and interpersonal skills, focusing on bringing the sale to fruition in the appropriate time scales. The course can be tailored for both face to face and telesales teams.
CSS will help anyone involved in high volume transactional or semi-consultative selling. This programme provides the foundation for individuals who are recently new to sales and working with small to medium-sized companies.
Typically, attendees may be relatively new to the business, may have some experience but lack confidence in meetings, or need to differentiate through their sales approach.
CSS will help you address the following common challenges:
- Lack of new potential clients. CSS includes proven techniques for lead generation to ensure the pipeline is consistently being added to.
- Long Buying Cycle. CSS provides tools and techniques at every stage of the customer Buying Cycle to accelerate the process whilst providing additional opportunities to demonstrate value.
- Failing to turn suspects into prospects. CSS improves conversion rates by teaching salespeople questioning techniques to build trust and urgency and motivate the client to act.
- Win ratio is poor. CSS tools get the salesperson to work in partnership with the client to identify what they are going to base their buying decision on and how to use this information to formulate a compelling proposition.
- Price pressure. By considering the client’s needs on a broad and deep basis at the start of the Buying Cycle, salespeople learn how to generate sufficient value in their solution to reduce or negate price pressure.
- Blockages in the sales pipeline. As well as tackling the typical objections a salesperson may encounter, CSS looks at the underlying concerns a client may have and how to address them.
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