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HIGH IMPACT |
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Sales Lab |
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| OBJECTIVE |
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Increase sales, building successful partnerships with Clients |
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| BENEFITS |
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Understand the needs (implicit and explicit) of the Client |
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Overcome sales objections |
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Negotiate and close effectively |
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| PARTICIPANTS |
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Sales Reps (in group) |
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| DURATION |
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Smart Version - 6 half days (1 meeting a month) |
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Extended Version - 6 days (1 meeting a month) |
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| STEPS |
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SMART |
EXTENDED |
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| GOAL SETTING |
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Definition of the development targets with the Client |
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Fostering Sales Reps engagement and definition of individual development goals |
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Definition of the challenges Sales reps have with their Clients |
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| LAB |
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Group Coaching of real cases (i.e. challenging clients) following a problem-solving process (in which each Sales Rep is supported by his colleagues, facilitated by the Coach) |
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Experience of a selection of Maxim tools applied to specific development goals:
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ROI Matrix, defining which Clients to invest in first |
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Consultative Attitude, developing a consulting approach |
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Include, starting meetings with a high level of trust and openness |
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Explore, understanding the implicit and explicit needs of the Client |
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Propose, developing the best offer according to client needs |
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Negotiate, managing potential objections |
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Agree, checking the agreement and define next steps |
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Monitoring progress after on the job implementation |
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| RESULT CHECK |
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Self evaluation of results |
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Embedding of lessons learned |
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Checking results with the Client at mid- and end-of-program |
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I am sure that the brilliant sales results of my team are mainly due to the new sales and management approach I developed thanks to the Coaching I did with Maxim
SALES TEAM ALIGNMENT
