Current and future competitiveness requires the creation of a source of sustainable competitive differentiation. Today, traditional sources of differentiation (brand, technology, economies of scale) are unsustainable. We believe that in the long run, sales effectiveness is a critical source of sustainable competitive advantage and differentiation.
Making your sales force a source of competitive advantage requires more than training salespeople on new sales techniques. At Wilson Learning, we recognize the central role of both salespeople and sales leadership to sales effectiveness. Providing salespeople and sales leaders with the right skills, tools, and processes can propel your organization forward, allowing you to out-perform the competition and delivering greater value to your customers.
Aligning with Customer Buying Behaviors
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer’s buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer’s buying priorities—fitting into the customer’s business and buying processes versus requiring the customer to adapt.
Coaching for Sales Performance
Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This program will enable sales managers to gain a competitive advantage using an effective structured coaching approach that taps their salespeople’s potential and leads to improved performance and fulfillment.
Coaching the Counselor Salesperson
The sales manager’s ability to develop and coach their people has a significant impact on sales team results. Learn how to reinforce skill usage of The Counselor Salesperson (CSP) with the program Coaching the Counselor Salesperson. Your sales managers will learn the ABCs of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels.
Conducting Strategic Business Calls: Discovering Critical Success Factors
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers’ critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements.
The Consultative Process
The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach.
Consulting with Clients
Consulting skills are as important as technological proficiency in today’s environment. Consulting with Clients is an intermediate level workshop designed to enable consultants to bring business value to their internal or external clients. Participants will learn how to align solutions to address business priorities and processes and, as a result, achieve increased revenue and customer loyalty.
When competition is stiff, sales professionals cannot waste time on aimless searching to find new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organizations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing business.
The Counselor Salesperson
Virtual Delivery Available
The Counselor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counselor Mindset, a mindset that builds profitable, long-term customer relationships.
The Counselor Salesperson: Turbocharging Discovery Agreements
Turbocharging Discovery Agreements is a unique half-day workshop designed specifically for graduates of The Counselor Salesperson. This practical, hands-on workshop helps salespeople deepen their understanding and strengthen their ability to better apply the critical Discovery and Discovery Agreement skills that are the foundation of the Counselor Approach.
Counselor Selling in a Virtual World
Selling virtually has become the new normal in most industries. Your salesforce now relies on remote selling tools to bridge the gap between how they are accustomed to selling and how they now need to sell. So, how do you effectively apply The Counselor Salesperson™ (CSP) approach in the virtual environment? Counselor Selling in a Virtual Environment™ provides those needed skills in four two-hour modules.
Creating Differentiated Offerings
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate.
Customer Relationship Inventory
The Customer Relationship Inventory (CRI) is an insightful assessment tool that measures a salesperson’s skill levels in terms of relating, discovering, advocating, and supporting, as perceived by the people he or she serves. Participants will receive useful feedback and development planning based on their customers’ perspective.
Discovering Business Value
Going to market with unique, high-quality products and services is no longer a guarantee that sales will be made and accounts will be retained. Remaining viable in today’s business environment requires salespeople to know and understand their customer’s business goals and key business metrics. Uncovering this is the secret to unlocking solutions that add value to the customer. It all begins with an advanced discovery process and listening to the customer’s needs and priorities , then linking co-created solutions that add value to the customer.
Executive Coaching is a widely used term, that means different things to different people. The type of Executive Coaching we do at McCourt Associates is for Sales Leaders and in almost every case it involves behavioral change. Often there is a strategic component, in that we are helping an individual get ready to handle a new challenge, helping that individual recognize the changes that need to be made to successfully navigate and succeed in a different, challenging or changing environment
Global Effectiveness is based on working within the five cultural dimensions. This program will teach participants what types of behaviors to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset.
Inbound Sales Excellence
Inbound Sales Excellence is a compelling customer service program that dramatically improves how call center agents create value for organizations. It helps participants clearly communicate their competence and establish credibility with customers, who in turn will be more likely to respond to questions, accept the agent’s recommendations, and remain loyal over the long term.
The Managing Competition module of the Sales Advantage Series helps high-performing salespeople learn how to outmaneuver the competition. In this module, sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer’s point of view.
The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity in order to influence the decision in their favor. In this module, sales professionals learn how to manage key stakeholders in the decision process.
The Managing Opportunities module of the Sales Advantage Series helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue. In this module, sales professionals learn about the factors that influence whether a customer will move forward with a buying decision.
Mastering Successful Presentations: Skills for Influencing Outcomes
In today’s complex business environment, the ability to deliver a persuasive presentation to internal or external audiences has become a fundamental requirement. Presenters need to craft the right message for their audience, stay alert to reactions, effectively address questions, and persuasively make their point. Are your key contributors able to present with confidence and poise? Do they know how to successfully engage their audiences at that critical moment of influence?
Negotiating to Yes
Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.
Networking for Success
Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don’t have the networks they need to accomplish their goals.
The Sales Leader Manager
The Sales Leader Manager: Leading Salespeople to Success provides sales managers with the framework and skills to enable their sales teams to succeed by achieving higher revenue, customer satisfaction, and long-term profitability.
Sales Leader Navigator
The Sales Leader Navigator diagnoses where your sales leaders are in terms of the Integrated Leadership Model’s four roles. This 360-degree feedback instrument also measures the impact your sales leaders are having on the effectiveness of your sales process.
The Salesperson Navigator diagnoses where your salespeople are in terms of the Consultant / Strategist Model’s four roles. Today, selling requires more than personal effectiveness or technical effectiveness (product knowledge).
Signature Service: The Key to Customer Satisfaction®
Signature Service is a practical, results-oriented program that helps service providers at all levels develop and apply the skills necessary to ensure customer satisfaction. Signature Service recognizes four distinct customer conditions and provides specific approaches for successfully responding to each one. Service providers learn how to bring customers to a satisfied level, then confirm customer satisfaction.
Turning Information into Sales
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results.
The Versatile Salesperson
Virtual Delivery Available
The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others’ Social Styles and temporarily adjust their own to communicate more easily and effectively with others.