Client Builder In-House Sales Training
Our customized, in-house sales training is built upon the Client Builder Selling Process™ – a straightforward, consultative approach to sales and business development designed for companies and professionals who solve problems. This proven, principled approach to business development incorporates the most effective selling strategies and tools known today and is equally beneficial to parties on both sides of a transaction.
How It Works:
Our training can be delivered in one of two ways or a combination of both. Each method of delivery has its unique benefits and they both result in the creation of a customized sales manual and onboarding process made specifically for you and your company.
Private Training - For larger companies with bigger training budgets, our program can be customized to fit the specific needs of your company and delivered privately at a venue of your choosing. Companies local to the Pittsburgh area also have the option of utilizing the Client Builder Program for new hires or for salespeople that would benefit from additional reinforcement.
The Client Builder Program™ – For self-employed professionals and smaller companies without a large training budget, the optimum training experience is our Client Builder Program conducted twice a month at the Sigma Conference & Event Center in the North Hill. One of the distinct advantages of this program is the shared experience of the participants’ varied perspectives and the peer to peer coaching that results. Many Client Builder Program participants have also come to realize that our program is one of the best networking groups they have ever belonged to.
Workshops and Training Modules:
Our training programs built around twenty separate half-day workshops listed below.
The Power of a Process (Part I) – How to save time, replicate your success and improve your odds of closing every deal.
The Power of a Process (Part II) – The seven steps of our sales process.
Advance Agreements – How to stay in control of the sales process.
Enhanced Communication – How to avoid the hidden traps that sabotage your interactions with prospects and customers.
Preparation – How to position yourself, plan your calls and prepare your opening strategy.
Diagnosis – How to uncover the problems or opportunities that you can help your prospect solve and capture.
Inside the Investment Step – How and when to discuss the prospect’s investment and the fundamentals of negotiating.
Deciphering the Decision Process – Uncovering the who, how, when, why, and what of a prospect’s decision making process.
Closing the Deal – Developing the proposal in the Commitment step, delivering the proof and confirming the deal.
Socratic Questioning – How to uncover a prospect’s true buying motives through advanced questioning strategies.
Counterintuitive Questioning – How to get your point across without making your prospect defensive.
Major Account Selling – How to sell to groups and committees and control the long cycle sale.
Strategic Account Management – How to safeguard your client relationships
Improving Your Mental Game – How to generate greater self confidence.
The Enemy Within – How changing your beliefs will change your results.
The Psychology Behind The Sale – Why people do what they do when it comes to making buying decisions.
Developing Your Personal Marketing Plan – Identifying your ideal client and the prospecting behavior you must do to achieve your personal goals
Stress-Less Prospecting – How to proactively prospect in ways that are easier and often more effective than cold calling.
Great Introductions! – How to leverage your existing relationships in cultivating new business.
Principles and Problem Solving – In addition to our twenty-one formal workshops, we offer a problem-solving clinic entitled “Principles and Problem Solving” wherein we resolve specific sales challenges and difficult situations utilizing the Client Builder principles and the strategies and tactics derived from them.
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