Go from common to compelling
Customers have a hard time seeing a difference between competitors. What manufactures and dealers say is unique doesn't always translate as unique in the buyer’s eyes. Except when you get to SEE the buyer’s eyes in-person or virtual. Live conversations are the game changer, when they're compelling!
Every Opportunity is a Must-Win
Customized Sales Training
Every sales team has a variety of seller strengths and weaknesses. We work with you to develop a training plan that includes the priority skills you need to win when in front of the customer. Contact us to talk about your specific needs and if we can help, great! If we can’t, you’ll at least have a few ideas you can implement without us.
SOURCEPOWER
Sales managers are under immense pressure. They get pulled in many directions like customer demands, pressing deadlines, sales talent turnover, and big quotas. This program promises huge personal insights that directly translate to achieving sustained sales results.
Dealer Designer Training
"We're all in sales now" is the theme from Daniel Pink's book, "To Sell is Human" and it couldn't be more true for dealer designers. In collaboration with Alexandra Tseffos, Silent T Consulting, Moving Designers is a program that fuses designers existing skills in product knowledge and design with technology (CET) and selling skills. Contact us for more information.
Strategic Presentations Virtual or In-Person Training
There are three major elements to a win:
- Product positioning and product strategy.
- Bid response and bid strategy.
- Customer engagement and presentation strategy.
You likely spend the majority of your time on the first two. Have you ever planned the customer presentation on the way to the meeting? Do you and your team rely on your experience alone to connect with the buyer? Customers expect more. We are the experts to help you develop your skills presentation structure and content. Elevate your meetings and presentations to the level the customer expects.
Sales Strategy LADDER for the Complex Sale
Our Sales Strategy LADDER steps a team through the preparation needed to really shine when interacting with the influencers and decision team. We work with you on opportunities in-the-funnel, not hypothetical scenarios. Your team will be prepared for presentations, tours and meetings today, and they'll apply the skills tomorrow. Everything is customized for contract furniture, which is the most complex sales situation anywhere.
Use Your Showroom as a Selling Tool
End users make pivotal decisions all along the buying process. The showroom visit is one of those times when they decide about you. You need to be authentic, conversational and memorable. It’s hard to stand out when showrooms tend to look the same and designers schedule 4 visits in one day, all with the same "assignment". Our expertise makes all the difference to the visit experience you create. Be prepared with a message that focuses on the visitor more than the product, answers the designer requirements, and speaks to the pivotal decision they make after they leave. (This is a 90 minute in-person session)
Mock-up Presentation - Single Engagement
We're known for our expert sales coaching on mock-up presentations. We’ll join your planning sessions after you order the product to:
- Develop a compelling theme
- Grab attention in ways the customer doesn’t expect
- Organize key points that resonate
- Differentiate in how you connect with decision makers instead of simply reviewing product features
- Accommodate the A&D presentation "assignment" and broaden so you stand apart from competitors
- Be memorable and persuasive
- Deliver with poise
With a presentation coach, you'll
“win for today and learn for tomorrow”