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Outcome Selling
Why Outcome Selling?
The cost of getting products to market continues to rise, as does the expense of marketing them, but are your sales people improving at the same rate? Are they achieving more from every call and from every customer or are they just doing what they have always done?
It may be that your sales team are ready for the next level, something that takes them away from Tell-Sell or ordinary Needs-Satisfaction-Selling towards a more consultative sales approach. Outcome Selling builds on Excel's 21 years of successful sales experience in the pharmaceutical and other industries.
What is Outcome Selling?
A learning event for sales and marketing professionals tailored at an Advanced, Intermediate or Foundation level depending on the experience of the target audience. Workshops for 5–150 can be successfully run, usually over two days, and incorporate:
- How to think differently about selling
- Understand how thinking "outcomes" is radically different from reciting agendas/scripts
- How to build instant rapport
- Understand why people don't buy and how to change their thinking
- Know why people don't close and how to use a more effective alternative
- How to apply coveyesque thinking to pre and post–call analysis
What are the results?
Everyone gets busy when they return to work and to ensure that learning survives into the workplace:
- Smart action planning is part of the conclusion to this workshop
- Memorable models, visuals and handouts including laminated cue cards are used
- You use concepts such as the Colour Model which participants will want to take home and use on friends and family
- Specially designed review session to be used by Excel or your managers as a follow up to the main event
- Choice of optional coaching and follow up resources
All in addition to a fun, thought provoking and engaging, interactive workshop.
To keep the Outcome Selling model and the learning alive it can be built upon as a 12 – 36 month programme.
Who is it for?
This workshop is suitable for anyone who is involved in influencing whether their role involves purchasing, sales, management or marketing.