Improve Sales Performance | Planning, Solution Selling, Negotiation & Closing Techniques

Using thought leadership and best-in-class methodology and models. sales-mind blends traditional sales skills with the tools, techniques and mental constructs to ensure that the skills are applied in the workplace. Our sales training enhances personal focus, resilience, motivation, self-confidence and empathy.

What I will learn? Account Planning

Understanding the customer's external environment
SWOT customer v external environment and competition
Customers' ‘business drivers’
Solution mapping
Strategic messaging
Heat map/solution coverage
Stakeholder mapping
Goals-milestones 30-day action plan
Account plan governance

What I will learn: Solution Selling

Selling in a complex environment
Problem identification/needs analysis
Active listening and empathy
Delivering business insights
Developing a sales strategy
Designing and presenting value-based proposition
Customer decision-making process and stakeholder mapping
Qualification process

What I will learn? Negotiations

Defining a negotiation
Attributes of a good negotiator
Win/Win philosophy
Objective setting
BATNA (Best Alternative to a Negotiated Agreement) - Walk away position
Evaluating ‘tradeables’
Trading limits (ODE Optimal Desirable Essential)
'What if' scenario planning
Bargaining in practice

How it works

Maximise account potential
Build breadth, depth and resilience into account relationships
Move away from being viewed as a commodity provider
Involve the entire virtual sales team towards a consistent approach
Increase average deal size in revenue and margin
Increase sales forecast accuracy
Best practice process and models
Enhanced management and self-coaching

Next steps

1. Initial Meeting

Approx. 1-hour interactive meeting discussing current sales force challenges and sales‐mind positioning and approach.

2. Taster Session

1-hour (with non-commercial obligation) interactive session allowing key stakeholders the opportunity to evaluate the sales-mind approach before committing to a sales training programme.

3. Programme Negotiations

Agree commercials, sales training programme construct, business objectives, KPIs, logistics.

Request an initial meeting

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