Client Testimonials

Every business needs sales people with the skills required to sell more effectively in today’s competitive marketplace. Companies selling complex products and services experience even greater challenges in developing sales staff with the skills needed to succeed.

Sales Training for the Complex Sale
What is the “complex” sale? This competitive marketplace is characterized by products or services with the following characteristics:

• hard to describe and explain;
  
• intangible;
  
• long sell cycles;
  
• sold to committees;
  
• perceived as expensive; and
  
• viewed as being difficult to sell.
  

In these situations, conventional sales techniques not only don't help, they may actually prevent the sales organization from achieving its revenue and performance goals. Warner Sales Architects works with you in developing training programs to address the specific training and development needs of your organization with an approach called IMPACT.

We focus on tactical sales skills – emphasizing areas of greatest management concern, such as “gaining access to power players”; “negotiation without caving on price”; and, “stopping sales deal slippage“.

This emphasis leads to early success, and more immediate payback on your training investment.

Tactical IMPACT - more immediate revenue results
Depending on your needs, Warner Sales Architects works with you to tailor a program focusing on some – or all – of the IMPACT elements.

• Industry Insight – What industries does your company target? What are the current opportunities and challenges within those industries?
• Market Knowledge - Who within your target client actually buys your offerings? What are the goals, needs and concerns of that functional role/job title?
• Product/Service Capabilities – What does your offering do? What are the critical Product/Service features, competitive differentiators, and limitations of your offerings?
• Application understanding - How does your Buyer use your product/service to meet their goals, address their needs or solve their problems?
• Customer-centric selling skills – How can you help your buyer understand how your offerings can help them to meet their goals, address their needs or resolve the issues preventing them from meeting these goals.
• Training – Warner Sales Architects offers training programs and workshops with a mix of lecture, exercises, labs and role-plays, plus on-going sales skill assessment and development opportunities.

Gaining competency in the IMPACT areas is the key to superior professional sales performance, consistent quota attainment and sustainable revenue growth.

As a licensed CustomerCentric Selling® Affiliate, Warner Sales Architects provides sales training and sales process support to firms throughout the U.S. and worldwide through the CustomerCentric Systems® partner and affiliate network of over 100 professionals.

Also a certified Cold Calling Coach™ Warner Sales Architects offers instructional and motivational Cold Calling workshops, plus individualized coaching in real-time – during prospecting cold calls.

Access to Power – Prospecting Beyond the Cold Call

Warner Sales Architects is offering one-day SUDDEN IMPACT workshops in most common tactical "problem" areas for sales professionals and sales managers. Sales reps leave these session with new techniques and enhanced skills to immediately boost sales performance.

Outlined below is the agenda for the SUDDEN IMPACT workshop
Access to Power - Prospecting Beyond the Cold Call.

For more information on scheduling the workshop at your firm or professional association, please contact us.

I. Common challenges of gaining access to Senior Executives

• Why is this so tough?
  
• How do salespeople make it harder for themselves?

II. Most effective ways to gain access to Senior Executives

• Networking and Professional Organizations
  EXERCISE – Networking (Elevator Pitch) script, Role-Play Practice
  
• Correspondence – email, letters, other
  
• Phone Communication – NOT a cold call
  EXERCISE – Call Introduction Script Development, Role-Play Practice

• Right Approach
  
• Wrong Approach
  

• Prospect Hit List
  
• Prospecting Goals
  
• Scorecard
  
• Checklist

V. Cold Calling Scripts and Voicemails

• Non-Key Player Scripts, Conversations
  i. Handling blocks
  ii. Avoiding downward delegation
  EXERCISE – Non-Key Player Script Development, Role-Play Practice
  
• Key Player Scripts, Conversations
  EXERCISE – Key Player Script Development, Voice-mail, Role-Play Practice
  

VI. Psychology of Cold Calling

• 20 tips for Success
  

Now or Never Sales Forecasting--
There is no 32nd of the month.

Outlined below is the agenda for the SUDDEN IMPACT workshop
Now or Never Sales Forecasting

For more information on scheduling the workshop at your firm or professional association, please contact us.