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Selling and Influencing

Since Selling & Influencing is so critical to every organization, we are highlighting them here so that you can easily find them. Whether you have external or internal customers, these proven analytics and training will help you achieve your goals.

Programs that improve Selling & Influencing results: 

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Selling Skills Assessment Tool™ (SSAT)

Take the mystery out of sales performance. The SSAT gives you the specific data you need to increase sales production and customer interaction skills of your whole team.

The SSAT gives you an objective look at your people’s strengths, skills, and specific areas that need improvement. Providing detailed, accurate quantification of the selling abilities across your whole organization — vital information so that you can focus your initiatives for maximum impact and revenue growth.

Customer-Focused Selling™ (CFS)

Utilizing the SSAT data, CFS is a consultative sales training/process that puts the needs of the customer first. It’s a solution-based approach, in which the sales person partners with the buyer to solve problems in an atmosphere of earned trust and two-way communication. Used by many organizations to transform from traditional/adversarial to consultative/relationship selling.

Coaching for Sales Growth™

Utilizing the SSAT data, CFS is a consultative sales training/process that puts the needs of the customer first. It’s a solution-based approach, in which the sales person partners with the buyer to solve problems in an atmosphere of earned trust and two-way communication. Used by many organizations to transform from traditional/adversarial to consultative/relationship selling.

Influencing Skill Assessment Tool™

The ISAT provides the data on an individual, group, and company level giving a clear understanding and analysis of the strengths and gaps. Customer-Focused Selling™ builds the pragmatic skills to help your team increase its influence and results.
The ISAT measures the five key areas of powerful influence:

  • Building trust and credibility
  • Understanding the situation & needs
  • Presenting ideas and articulating value
  • Handling objections and gaining agreement
  • Creating long-term relationships with effective positioning

Coaching for Performance™

Few managers know how to effectively coach their employees to achieve higher levels of productivity, engagement, and retention. Compounded by all the generational differences, most managers are thoroughly confused. Given the direct impact to the bottom-line, it becomes imperative to build/enhance coaching capabilities of managers/supervisors.

Coaching for Performance workshop training is inter-woven with real-life application; participants are asked to identify one or more of his/her employees to use as “coachees.” By utilizing the tools of the Predictive Index, this program addresses how to coach career, engagement, and performance; it also addresses counseling when poor performance and/or conflict issues need to be addressed.

Conducted over the course of several weeks, participants learn and prepare, then meet with their coachees. Several rounds are done so that participants practice and build coaching capabilities that impact productivity, engagement and retention.

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