- Selling Business Outcomes
- Articulating Business Outcomes
- Coaching the Value Assessment Methodology
- Selling Business Outcomes Refresher
- Selling Business Outcomes For Marketing
- Skill Development
- Account & Opportunity Planning
Additional Skill Development
Many of our clients’ service delivery teams and younger sales resources benefit from skill development that will enhance their value communication, questioning and presentation abilities. Skills can be integrated into any of our workshops as needed.
Objection Handling
Handling objections is a value skill that helps you control meetings and conversations, defend value, and convert skepticism to confidence. Taught in the context of explaining and protecting value, this module is most often incorporated into our other value selling courses. Key learning objectives are:
- Learning how to determine which is the correct objection to deal with
- Learn the 5-step objection handling process
- Apply the 5-step process to learning how to handle your solutions most common objections
- Practices the new objection handling skills in team role-plays
Common Sense Questioning (CSQ)
CSQ teaches an effective questioning technique to help the customer explain their needs, intensify those needs and define the value of addressing them. Taught in the context of explaining and defending value, this module is most often incorporated into our other value selling courses. Key Learning Objectives are:
- Learn the 4-step CSQ methodology
- Learn the importance of active listening
- Learn and practice using the 4 types of questions in the CSQ methodology
- Practices the questioning skills in team role-plays
Presentation Skills
Our presentation skills module teaches the fundamentals of stand-up, prepared presentations. Taught in the context of presenting business cases and value profiles, this module is most often incorporated into our other value selling courses. Key Learning Objectives are:
- Presentation structure
- Verbal and non-verbal communication skills
- Dealing with questions and encouraging discussion
- Tips for the executive presentation
- Practice by creating a 5-minute presentation and presenting it in team role plays