Sales and Business Development
A proven development process designed to improve selling effectiveness.
You will develop the skills, attitudes and focus to
improve results through a professional, pressure-free selling
experience.
The buying arena has changed.
Sales techniques that once worked are now ineffective. Selling behaviors that were
long rewarded now need to change. Many salespeople are discovering
that the behaviors that served them in an order-taking environment are
no longer effective. How do you change those
behaviors?
Can you afford to fall behind with your critical business development skills?
It
is becoming increasingly difficult to differentiate our businesses. Buyers are
becoming adept at turning goods and services into commodities. We all risk
becoming a commodity. How can you respond? One way is to positively
differentiate you and your business by the way that you sell.
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Traditional
sales training taught salespeople to bring the horse to water and make him
drink. Vista's process orientated
approach applies proven techniques for making the horse thirsty.
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With
our customized Sales
Development process, you
will discover and apply:
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Why
selling isn't telling and how to make the inherent
shortcomings of the prototypical
"Type A" sales person work for you.
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A
process for developing the four building blocks for sales success:
Knowledge, Skills, Attitudes and Habits.
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The
difference between an order taker, a sales person and a selling
professional.
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A
new, effective mindset that will allow you to relax and relieve the
pressure from both you and your prospects.
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A
method to remove much of the failure involved with
prospecting and selling.
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The principals of the buying and selling process and the steps to a sale.
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How
most buying decisions are made on an emotional level and how and
when you can capitalize.
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Effective
networking techniques.
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How
to stop wasting time with suspects and invest your time with prospects.
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Effective
presentation techniques.
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The
power of goal setting as a tool for personal and professional achievement.
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How
to avoid hearing your price is too high.
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Keys
to effective time management habits.
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How your personal style can conflict with the the style of
your prospects and customers and how to adapt and connect.
This
is not a training program. It is a development process.
In
traditional seminar training, information flows so fast it can be like drinking
from a fire hose. We're lucky to come away from seminars with just a few swallows
of knowledge that we actually implement. Sales Development is
significantly different from sales training. In training, knowledge is
transferred from one person to another. Development occurs only when knowledge
is internalized, creating a behavioral change that leads to the expression of
positive, results-oriented skills.
As
the
buying and selling landscape continues to change, many of the
old selling habits and behaviors are now ineffective. Your livelihood depends on your sales effectiveness. Have your
sales skills kept pace with the changes in the buying arena? What are outdated sales techniques costing your business?
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If
they don't buy you, they sure aren't going to buy whatever else it is that
you're selling.
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This
Personal Development experience is about becoming a better you. |
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Our Development Process
Vista
Sales
Development is a series of customized weekly
facilitated workshops utilizing proven, copyrighted learning materials. Your
facilitator has successfully sold B-to-B manufacturing services, mass
market consumer products and consulting services.
Sales
Development is available in either a group
workshop environment or through
one-on-one coaching
(private lessons). Sessions are conducted on-sight to minimize
participants travel requirements. We offer flexible scheduling avoid interfering
with productivity. Virtual sessions in webinar format are a viable
option when a single location is not viable.
With all of Vista Development processes, our
Comfort
Guarantee applies. Our clients typically realize a return on investment of seven
to ten times the amount invested in our process.
The Results are Measurable
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Critical
Issues Covered In This Process |
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The
Need to Reinvent Yourself
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Enhancing Self Awareness and Rapport
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The Buying Process
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Building Attitudes
for Positive Results
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Resistance
To Change
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Prospecting
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The
Role of Goals
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A
Solution to Every Obstacle
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Referral Sources |
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Centers of Influence
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The Sales Funnel
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Communication
Skills
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Appointments
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The
Steps of a Sale
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Effective
Questioning Techniques
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Building a Case for Action
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Effective
Presentations
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