The CONTACT® Selling Skills Programme
‘Making every CONTACT® count’
Programme overview The world of sales is changing - driven by the increased sophistication of the customer; why they buy, what they buy and who they buy from. However, what will never change is the need for effective engagement with the customer and: • • • • •
A sales professional with authenticity, integrity and trust as the corner stones of their value set A sales professional who is genuinely interested in understanding the customer and their needs - both now and in the future A sales professional who is ‘world-class’ at aligning their value proposition to address the needs of the customer A sales professional who negotiates and closes a ‘win-win-win’ solution
What is it that sets a ‘world-class’ sales professional apart from the rest, and makes them the ‘trusted partner of choice’ for your customers and clients? With over two decades of experience, delivering sales programmes in 20 countries to over 60,000 sales professionals, CONTACT® is a proven formula for engagement and selling success. By bringing their experiences, personality and energy to the framework, sales professionals can create their very own personalised success formula for ‘world-class’ sales.
The CONTACT® Selling Skills framework
The CONTACT® Selling Skills modules: Part 1 – Maximising MY Personal Impact • Why CONTACT® Selling Skills? • Setting MY standards for • personal excellence • Developing MY personal brand proposition • Developing MY winning • mentality • Transformational visioning and goals • Being MY own Performance Coach
Part 2 – The ‘Commercially Savvy’ Sales Professional • The fundamentals of business growth • Why customers buy...The Customer Buying Zone® • What’s YOUR compelling value proposition? • Developing exceptional customer experiences…every time!
Part 3 – Business Development & Prospecting Success • Creating MY sales map • Building MY business funnel • MY Lead nurturing strategy • Executing MY high performing weeks/months/year
Part 4 – Making Every CONTACT® Count
• Consider Who, Why, What & How • Opening • Needs gathering • Testing YOUR solution • Aligning & negotiating • Closing & gaining commitment • Together tomorrow
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Who is this programme for?
The benefits for your organisation • A consultative approach to customer value creation • Accelerated and sustainable sales growth through a structured and systematic approach to acquisition, maximisation and retention • Increased sales conversion rates at higher margin • Higher levels of customer satisfaction, advocacy and retention through increased win/win/win outcomes • Shorter sales cycle • A common language and approach to qualifying, planning and reporting sales activity • A team of ‘world-class’ sales professionals with strong personal brands and the mindset, skillset and toolset required to create • differentiation from your competition
Design & delivery options Our passion and focus is on applied learning. We are what we repeatedly do - excellence then, is not an act, but a habit. The programme is highly interactive with formal learning woven into high levels of delegate participation focused on:
CONTACT® Selling Skills is for organisations who want to grow, nurture and develop their current and aspiring sales professionals, whether: • Field based teams • Telephony teams • Business development teams • Portfolio/Relationship management teams • Customer support teams The programme is also relevant to individuals who are in direct or indirect sales/customer support roles to improve common language, speed and accuracy of communication about sales opportunities.
“The CONTACT® model has provided me with a consistent and structured approach to the conversations I have with my customers, and in turn improving the relationships I have with them.” Area Sales Manager, Financial Services
Mindset
Skillset
Toolset
Designed as a blended solution, the modular approach consists of face-to-face interventions with pre and post work, web based modules, podcasts and multi-dimensional support tools. Together with checks and measures for applied learning, it creates a transformational learning experience. The end result is a tailored solution for creating sustainable and accelerated business growth through unlocking the potential in your people. www.pti-worldwide.com
Let’s talk... If you would like to find out more about the CONTACT® Selling Skills programme, or discuss your sales development requirements in more detail simply call
+44 (0)870 850 8931 enquiries@pti-worldwide.com