Navigational Selling
Piloting the Client Decision Journey
A sales skills and process guide to selling service intense B2B offerings
A 4-hour training series delivered on-site, virtually, or as an on-line course
Navigational SellingR (the book)
Available from Amazon in Kindle and paperback formats)
Workshop Content
Sales Myths and Fallacies
The Importance of Market Focus
Essential Characteristics of a Great Salesperson
Effective Sales Call Planning
The Customer Decision-Making Process
The Magic of the Customer Self-Assessment (Triggering Latent Needs)
The Six Basic Qualification Criteria
Discovery
Discussion Summaries
Reading People
Formulating Opportunity Sales Strategies
Formulating New Account Penetration Strategies
Formulating Winning Solutions
Proposals vs Quotes
Win-Win Winning
Building an Effective Sales Tool Kit
Organizational Level Sales Effectiveness Assessment
Process Adoption
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- Sales training programs can be customized to your specific business, target markets and needs.
- Standard program fees are $695 per participant.
- Schedule is customized to your team’s availability.
- Individual training and coaching are also available on request.
In support of client adoption of Navigational Selling, The QMP Group also provides consulting services for Sales Organizational Effectiveness Assessments, Sales Process Optimization, individual Sales Coaching and Mentoring support, Sales Tool Development, Target Market Focus Selection, Sales Analytics, and Salesperson Recruiting.
To discuss your sales process and effectiveness and training needs, call Jerry Vieira, CMC at 503.318.2696 or email to Jerry@qmpassociates.com.