Sample Sales Training PPT

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Designed instructor presentation for use in sales training program

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Sample Sales Training PPT

  1. 1. Creating Customer Success Business Development Tactics & Skills Sample For illustration purposes ©2008 Innovis Consulting, LLC. All Rights Reserved.
  2. 2. Business Challenge “One thing we’ve discovered with certainty is that anything we do that makes the customer more successful inevitably results in a financial return for us.” --Jack Welch, GE ©2008 Innovis Consulting, LLC. All Rights Reserved 2 .
  3. 3. Personal Commitments Lock in Gains for the Time/Energy You Invest • How will you use what you have learned? • What business results will you get when you use what you have learned? • Do the results you expect to achieve align with the company’s overall objectives? ©2008 Innovis Consulting, LLC. All Rights Reserved 3 .
  4. 4. EQ/IQ Daniel Goleman’s model shows us the importance of achieving a functional balance between Applied Intelligence Quotient (IQ) and Emotional Quotient (EQ). IQ Effective Value Encounter Critical Thinking Communication Skills EQ ©2008 Innovis Consulting, LLC. All Rights Reserved 4 .
  5. 5. First Belief My underlying intent will open (or close) my access to customers. Anatomy Lesson: This is your customer’s brain… This is your customer’s brain during a sales call. ©2008 Innovis Consulting, LLC. All Rights Reserved 5 .
  6. 6. Keeping My Bearings Observe/Assess Be Understood Understand ©2008 Innovis Consulting, LLC. All Rights Reserved 6 .
  7. 7. My Third Belief Customer Customer Sales person Sales person To make sure I 70% 70% 30% 30% really understand. I balance listening and questioning. ©2008 Innovis Consulting, LLC. All Rights Reserved 7 .
  8. 8. My Fourth Belief My ego waits in the car. ©2008 Innovis Consulting, LLC. All Rights Reserved 8 .
  9. 9. Ego Triggers Passing judgment Ethics under scrutiny Shaking the core Not seeing the big picture Methods under the microscope Questioning the facts ©2008 Innovis Consulting, LLC. All Rights Reserved 9 .
  10. 10. Ego Controllers Passing judgment Ethics under scrutiny Shaking the core Not seeing the big picture Methods under Try to reach the microscope agreement at the next Questioning the facts level ©2008 Innovis Consulting, LLC. All Rights Reserved 10 .
  11. 11. Relationship Inventory ©2008 Innovis Consulting, LLC. All Rights Reserved 11 .
  12. 12. Prioritizing Your Time & Energy TIME AND ENERGY ©2008 Innovis Consulting, LLC. All Rights Reserved 12 .
  13. 13. Spell Out the Challenge Problem: As Is Opportunity: Should Be Issues Solution Results Proof Proof Effects Effects ©2008 Innovis Consulting, LLC. All Rights Reserved 13 .
  14. 14. The Ripple Effect • How does what we’ve been discussing affect other “ departments? • “What effects if any will what we do have on your processes and systems? • “What’s going on in the company that would affect any actions you take?” • “How does what we do here align with the company’s strategic direction?” • “Who else will be affected by ? ©2008 Innovis Consulting, LLC. All Rights Reserved 14 .
  15. 15. Pain vs. Payoff ©2008 Innovis Consulting, LLC. All Rights Reserved 15 .
  16. 16. Money Would you say we’re within range? ©2008 Innovis Consulting, LLC. All Rights Reserved 16 .
  17. 17. Price Trade-Offs ©2008 Innovis Consulting, LLC. All Rights Reserved 17 .

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