As you think about targeting a group of prospects and going through the process to acquire them as customers – which parts give you the greatest concern?
- We’re not getting enough at-bats. We need more opportunities to compete.
- We’re getting enough at-bats, but we end up having to match the price of someone who isn’t as good as we are.
- We get them to the first round, but then they start negotiating down, we can’t defend.
Do you need help with your top line first or your margins?
Margins are a clue that your sales force can’t defend your company’s differentiation. Our Differentiating Value and Competitive Analysis services described below can quickly help you understand what makes you unique and demonstrably better than your competition.
If you need top line growth, consider a Sales Force Assessment or sending your sales team to our Boot Camp to dramatically improve the way they sell.
We work with clients in the technology, financial services, manufacturing and distribution industries. Our clients can choose a single service or any combination of our five services in the order that they need:
How do you know your sales people are trainable? What if you knew before you sent them to training that it would work and had an idea of how much improvement you could expect to see? You could make a solid ROI-based decision. This is why we often recommend companies start with the assessment step.
Before you sign your sales force up for training, you want to know if that training is going to be effective. That’s only partially determined by the sales training you choose – it’s also determined by how well your sales people fit their positions and your company. We’ve found it’s very important to know who has the commitment and ability, discover exactly what they need to excel, and how long it will take. Once we know that, we can have a good idea how much we can hold them accountable to produce. When you know that your sales people can improve and by how much, you know if it’s worth the investment.
Boot Camp is all about chiseling sales muscle, and learning how to control the battle for maximum closing ratios. The unique Slattery Sales’ strategies learned and practiced in Boot Camp will empower your salespeople to sell your products and services in your environment—guaranteed. We’re so confident about the strength of this program that at the end of the first day of training, if you are not completely satisfied, we will refund your entire investment with no questions asked.
- How to build a list of essential questions that make your forecast more accurate and increase your yield.
- What to say at your first call—your 20-second introduction.
- When to say no.
- The pivotal point where sales are made or lost.
- How to identify the real buyer and their decision-making process.
- Techniques to help prospects create budget for your product or service.
- How to identify and eliminate competitive threats.
Discover your differentiating values and how to leverage them throughout the sales process. Often what companies think differentiates them from their competitors are not the real core differentiating values that show prospects why they need to choose your company. In addition to discovering your DV, this module examines your sales process and shows your sales people how to express your DV throughout that process to the right people so that you’re not competing as a commodity. You’ll develop powerful language about what makes your offering unique and demonstrably better, plus the value it delivers to your customers.
Dig into the gritty details of how your sales force is selling against your competition and discover effective new ways to deal with the issues your competitors are raising with your prospects. This is especially valuable in industries like IT when your have a competitor who has released a newer product than yours. You still need to get a good price for your product while you’re developing the next generation and this is where the competitive analysis really makes money for our clients. This module can be purchased alone or as part of the DV module.
What could you do with a much more accurate revenue forecast? These forecasts are key for Boards, bankers and charting your company’s future. We can remove most of the unreliability from the forecasts created by the average sales force and create a robust forecasting process that’s easily wedded to most CRM systems to avoid redundant data entry.
We give sales forces the tools, training and processes they need to make significant improvements in the close rate, the quality of new clients, and the price they’re realizing for your services or products. Call us today to find out the best way to deliver this for your company.