Sales Improvement Program - Training, Coaching and Consulting Services

CONSULTING

Services

The SIP approach to sales improvement has been used with over 500, cross-industry, Account Executives throughout the world. One company’s sales cycle was reduced from 18 months to six months. In another, case the average sale of $20,000 for services was increased to over $100,000. Successful implementation of the SIP sales techniques can provide similar sales successes for you.

What is SIP?
The Sales Improvement Program (SIP) is a behaviorally correct set of techniques to develop and reframe buyer needs for the seller’s products or services. SIP teaches an integrated buyer qualification model that targets:

     · Early access to the decision maker
     · Success with committee decisions
     · Control of the proposal process
     · Power over the buy cycle without controlling the buyer

SIP provides a prototype for developing business fluency tools specific to your products and markets. Using these tools, sales people succeed in the short-term while gaining the expertise needed for the long-term.

SIP helps your sales team and their managers learn how to develop and use tools that enable managers to:

     · Monitor pipeline quality
     · Assign prospecting activity
     · Assess the skill level of salespeople
     · Control the cost of sales
     · Predict future business more accurately

One-Day Sales Improvement Session
This one-day training and coaching session is an excellent first step for the new sales person or a quality “tune-up” for the seasoned sales professional. This program is offered to the public or can be limited to individuals from your organization. The session includes classroom presentation, workshop and hands-on exercises. Topics include prospecting, buyer qualification, buyer behavior, needs development, competitive strategies and closing strategies.

One-Day Sales Manager Improvement Session
Participants in this session develop first drafts of sales and management tools tailored to your company’s business. The session is one half-day classroom training and one half-day workshop and coaching to develop sales and reporting tools. Classroom work includes a review of the tools and techniques learned in the One-Day Sales Training Session. This session helps sales managers implement sales management tools and processes so the company can realize improved sales success.

SIP Training Session Topics Include:
· Sales Process Overview
· Buyer's View of Need
· Buyer's View of the Solution & Vision Processing
· Types of Buyer Approval
· Buyer Interdependence
· Strategic Alignment with the Buyer
· Buyer Qualification
· Proposal Avoidance Strategy
· Reference Stories
· Elevator Story
· Buyer Anxiety Creation
· Phone Prospecting
· Negotiation
· Account Management
· Balancing Prospecting with Farming
· Pipeline Milestones
· Monthly Activity Reports
· Call Logs

SIP Custom Coaching Services
Going from classroom or concept to implementation is never as easy as we think. SIP Coaching Services provide the coaching by a seasoned veteran to help get the kinks out of your sales process. These services vary based on the needs of your company. Examples include participating in weekly sales team meetings, joining the sales manager in sales call debriefing or joining a salesperson on a sales call in order to debrief on the strength of the salesperson. The coaching provides answers to questions from the sales team and their managers about implementing the selling techniques learned in the SIP sessions. The results of excellent coaching are outstanding sales successes.

Sales Improvement Program

A new approach to creating demand, generating prospects and building new business...