This program is based on the Client-Centered selling approach described in Selling Microsoft – Sales Secrets from Inside the World's Most Successful Company.

Key Objectives

• Present your marketing story in a clear, concise, compelling way.
• Adopt effective techniques for territory and account management.
• Improve your personal productivity.

Modules

• Client-Centered Communication
• Prospecting and Qualification
• Territory and Account Management
• The Zen of Selling

Each module includes workshops and exercises that enable participants to experience Client-Centered selling techniques.

Part 1: Client-Centered Communication – The Key to Microsoft’s Selling Success

Prepares you to represent your company's products in a positive, professional manner.

Objectives

• Understand the complexities inherent in selling in today's competitive markets
• Establish credibility through a positive Client-Centered Selling approach
• Learn why Microsoft uses a Client-Centered approach to selling
• Control selling relationships through effective listening and interviewing techniques
• Use advanced communication skills to move business forward
• Isolate and overcome objections that may cloud your customer's purchase decision
• Communicate productivity improvements and cost benefits

Topics

• Personal Objectives
• Selling in Today's market
• Client-Centered Selling
• Customer Profiles
• Determining Client's Buying Criteria
• Solution Selling
• Your Marketing Story
• Client-Centered Communication
• Assumptions and Verification
• Dialog Techniques
• Credibility and Trust
• Social Styles
• Adaptability
• Promotion

Workshops

• Customer Profile Workshop
• Marketing Story Workshop
• Social Styles Workshop
• Setting Objectives
• Interview Skills
• Overcoming Concerns and Objections
• Advanced Communication Techniques
• Closing Techniques

Part 2: Prospecting and Qualification – The Key to Market Domination

Presents the information that you need to evaluate different marketing opportunities.

Objectives

• Evaluate different direct and indirect-marketing strategies
• Understand how and when to implement innovative marketing techniques
• Evaluate the costs, risks and benefits of different marketing strategies
• Develop a marketing program that leverages available resources (advanced workshop)
• Prepare a direct mail campaign (advanced workshop)
• Prepare a telemarketing campaign (advanced workshop)
• Use electronic messaging to qualify clients
Learn basic Client-Centered sales techniques Qualify customers in a Client-Centered way.
• Facilitate the buying decision through effective closing techniques
• Adopt value-added selling programs.

Topics

• Client-Centered Selling – Overview
• Direct and Indirect Marketing Techniques
• Innovative Marketing Strategies
• Qualification – Need, Money, Authority and Time
• Handling Concerns
• Causes of Delayed Decisions
• Presenting Cost Justification
• Sales Kit
• Presentations – Interest, Information and Preference
• Facilitating Sales Meetings
• Demonstrations
• Proposals
• Asking for your Customer’s Business
• Value Added Selling
• Seminar Selling (advanced)
• Tradeshow Selling (advanced)
• Referral Programs
• Supporting Your Client's Decision
• Value Added Selling

Workshops

• The Prospecting Funnel
• Overcoming Concerns and Objections
• Closing Techniques
• Demonstration Techniques
• Direct Mail Workshop (advanced)
• Telemarketing Skills Workshop (advanced)
• Creative Promotions Workshop (advanced)

Part 3: Territory and Account Management – The Key to Profitability

Helps you work "smarter" by leveraging your time, geography and account-objectives to maximize your territory's potential.

Objectives

• Manage time more effectively by prioritizing events
• Implement a time-audit to identify and eliminate time wasters
• Organize the workplace to maximize productivity
• Leverage the sales process through effective delegation and leadership
• Use demographic information to target opportunities
• Understand the "team-selling" process
• Understand the benefits and the pitfalls of Sales Force Automation
• Develop and implement a sales territory marketing plan
• Develop a sales forecast

Topics

• Territory Management Skills
• Activity Based Marketing
• Price, Quality and Service
• Customer’s Buying Matrix
• Time Management
• Time Audit
• Planning Skills: MBO
• Marketing Plan
• Sales Plan
• Territory Plan
• Geography: Access to Clients
• Account Plan
• Sales Call Plan
• Team Selling Skills
• Delegation
• Leadership
• Major Account Selling
• Sales Force Automation
• Sales Forecasts
• Organizing Your Workspace

Workshops

• Setting Objectives
• Identifying Time Wasters and Prioritizing Tasks
• Developing a Territory Plan
• Developing an Account Plan
• Developing a Sales Call Plan
• Team-Selling Skills Workshop
• Sales Forecast Workshop

Part 4: The Zen of Selling – The Key to Personal Success

Helps you develop a balanced, holistic view of your work.

Objectives

• Create and measure personal goals and objectives
• Develop a positive, Client-Centered attitude

Topics

• The Big Picture
• Attitude, Commitment and Success
• Balance
• The Zen of Selling
• The Next Step…

Workshops

• Positive Affirmations
• Balance

Seminar Materials

A comprehensive seminar workbook will be provided to each seminar participant.

Our Pledge of Excellence

Client-Centered Training seminars and workshops are guaranteed to meet your expectations.