ALESSANDRO STARITA

SALES DIRECTOR - ORACLE


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 Solutions


We support different roles in Sales

SALES REP
SALES MANAGER
SALES DIRECTOR
HIGH IMPACT SALES LAB SALES COACHING LAB SALES COACHING
1 DAY QUICK WIN SALES TEAM ALIGNMENT

HIGH IMPACT

Sales Lab

OBJECTIVE Increase sales, building successful partnerships with Clients
BENEFITS Understand the needs (implicit and explicit) of the Client
Overcome sales objections
Negotiate and close effectively
PARTICIPANTS Sales Reps (in group)
DURATION Smart Version - 6 half days (1 meeting a month)
Extended Version - 6 days (1 meeting a month)
STEPS SMART EXTENDED

GOAL SETTING Definition of the development targets with the Client
Fostering Sales Reps engagement and definition of individual development goals
Definition of the challenges Sales reps have with their Clients

LAB 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)
Experience of a selection of Maxim tools applied to specific development goals:
ROI Matrix, defining which Clients to invest in first
Consultative Attitude, developing a consulting approach
Include, starting meetings with a high level of trust and openness
Explore, understanding the implicit and explicit needs of the Client
Propose, developing the best offer according to client needs
Negotiate, managing potential objections
Agree, checking the agreement and define next steps
Monitoring progress after on the job implementation

RESULT CHECK Self evaluation of results
Embedding of lessons learned
Checking results with the Client at mid- and end-of-program

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