Phase 1 covers: The Dynamics of Commercial Performance, Evolution Analysis in Commercial Performance, The Relationship Manager role, Selling as a Service, Proactive Market Coverage, Client Selection and Prospecting, Business Prospecting Control, Client Evaluation and Qualification, Client Evaluation Checklist, Recognizing Client Perspectives, Coverage of Decision Influencers (Power Mapping), and Relationship Position Scale with Decision Influencers.

Phase 2 includes: Identifying client needs, interests, and desires, Demand Modeling Process, Egocentric vs. Heterocentric Approaches, Negotiation Approach Evaluation, Active Listening and Convergent Communication Building, the powerful PIB Selling® technique to add value perception, the Response Incentive Process to discover Client Focus, Convergent Communication and Objection Handling Evaluation, Words that Can Kill Sales, Solution and Benefit-Focused Sales Arguments, Quality and Benefits Matrix, and The Reasons and Timing of Closing.

Phase 3 focuses on: Relationship and Results Management, Follow-up and Service Control, Client Service Monitoring for Success and Satisfaction, Opportunities for Contract Optimization and Solution Expansion, Relationship Sustenance and Sales Expansion/Client Loyalty, Competitor Action Tracker, and Sales Expansion Checklist.

Our proven 7-step methodology ensures maximum results:

1. Kick-off Keynote Training: High-impact presentation focused on Effective Value Selling, addressing the most effective strategies and techniques to protect profit margins, lead value-based conversations with clients, and deal with price objections with professionalism and assertiveness.

2. Complete Project Planning & Customized Preparation: Tailoring training to the specific needs of the team for a more profound and enduring transformation towards Sales Excellence.

3. Interactive Virtual Training Sessions: Interactive training with real-time feedback, adding knowledge in modules, ensuring practice time, correction and adjustments between modules, aiming at maximum use and transformation of mindset and behavior.

4. Online Certification Process: Ensuring that staff are equipped with the necessary tools and skills.

5. PAMs (Practical Application Meetings): Includes role-plays, case studies, and preparation for strategic negotiations.

6. ROI Analysis: Evaluation of the return on investment in training and methodologies.

7. Next Phase Planning: Discussion about the next steps in the evolution of the commercial team, aiming to sustain the transformation for maximum performance.

Every program begins with a thorough needs assessment and cultural evaluation. We tailor content, examples, and case studies to your specific industry, challenges, and goals. The curriculum is adapted to address your team's current skill level and your organization's strategic objectives. We work with you to develop a customized solution that delivers measurable ROI.