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SALES SOLUTIONS
You’ve got the perfect mix of products, services and solutions for
your current customers or clients and your prospects. You're
positioned to meet their ever-changing needs. You have achieved
significant competitive advantage. Now all that has to happen is to
make the sale.
Selling effectively begins with
selecting the right sales strategy. There are two commonly used
strategies.
Product
Selling. This strategy is most successfully used when
products and services are primarily commodities. The customer's
decision making criteria is often primarily cost driven. You
have a specific product that addresses a specific need and you go
out looking for prospects that have that specific need. The selling
process tends to be more marketing oriented than selling oriented.
The selling skills required include having strong product knowledge,
being able to sell the benefits and close the order.
Application/Solution Selling. Also
referred to as consultative selling. This approach to selling is
driven by a passion for building and maintaining close relationships
with select customers or clients. It starts by working
methodically at all levels of the organization to understand the
prospect's business objectives and identify their true needs. Based
on those needs, solutions are collaboratively developed presented. Decision making
criteria is based largely on your ability to address the prospect's
needs. It's less price sensitive and affords the opportunity for
value pricing models. The sales skills required to execute this
strategy successfully are much higher than for product selling. The
sales person has to gain a thorough knowledge of the prospect's
business and be able to relate at executive levels.
Our specialty area is with
Application/Solution Selling. Within this area we have significant
expertise and experience selling professional services. Examples of
this include financial services, CPA offerings, education and
training programs, document imaging services and others.
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We can help you further develop the
strategies and skills to:
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Identify and qualify prospects
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Identify high leverage needs
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Build trusted relationships
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Create value
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Build solutions
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Gain commitment
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Manage objections
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Make executive level presentations |
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Sales professionals at all levels of
experience benefit from the opportunities we create to learn more
effective ways of achieving sales objectives. From the use of
structured processes for sales calls and presentations to
interpersonal skills and strategies, you’ll be able to more
effectively identify client needs, present recommendations, manage
objections and close business.
We also help you answer questions
like:
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Is your sales strategy aligned with your business strategy?
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Is it time to hirer a sales team for our business?
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Should we be converting from a Product Selling model to an
Application/Solution selling model? What would be the benefits? What
changes do we have to make?
WHAT ASI
OFFERS:
We provide engaging, interactive workshops for executive management,
middle management and non-management sales personnel to create
value and build solutions for clients. We deliver workshops
designed to teach individuals how to build business relationships
and engage clients to produce additional business results.
Sales College
is a program we offer as a complete training program or in parts.
It's a program about enhancing your competitive position and
improving your profitability. It teaches a relationship-based,
needs-identification driven sales model that is designed to leverage
current business relationships, client and customer knowledge, and personal skills |
