Complete Story
10/14/2024
028. You Can Always Sell More! How to Strengthen Your Sales Team’s Selling Skills and Competitive Market Positioning (morning)
Instructor: Jim Pancero, CSP, CPAE
Level of Complexity: Intermediate/Advanced
9:00 AM - 12:00 PM
This interactive program will show you, as the leader of your team, the selling skills you most want and need within your reps for success in today’s hyper-competitive selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long-term selling success as well as the ten steps you can follow with your team to help them communicate a stronger response to a customer asking “Why buy from you?”.
A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.
Learning Objectives:
- Aimed at experienced sales managers and senior executives, this interactive program will first cover what skills you most want in the next salesperson you hire, and why these skills are so critical to your competitive selling advantage.
- Will also cover the five top selling skills you need in a sales professional. Each skill is reviewed in depth with emphasis on how to measure this skill within your current sales team and ideas on how to build this skill in your team.
Bookstore
Who Comes Next? Leadership Succession Planning Made Easy
Mary C. Kelly
Leaders leave. It's inevitable. It might even happen today. Are you prepared? Every organization needs a plan for leadership succession, but few leaders know how to start the process. WHO COMES NEXT? solves that problem and easily guides you through the steps of creating and implementing a viable succession plan.
This essential guidebook simplifies the process and gives you the tools you need to build and activate your leadership succession. You’ll find a comprehensive action plan, a library of all the tools needed to develop and sustain your plan, and a resource guide. You’ll learn how to:
- Communicate with customers about the change
- Identify talent gaps in your succession plan
- Decide which succession planning model to adapt
- Find the next generation of leadership within your organization
- Handle the unique emotional complexities of succession in a family-owned business
Whether you are part of a small, family business, a Fortune 500 company, or a non-profit, you need to start now by answering the question: WHO COMES NEXT?
