Commercial Development PROGRAMS
Help your commercial team connect with customers, ask better questions, bring value to their clients.
The commercial team of any organization has a critical role in driving business results by changing the habits of the customer. Investing in skill development (selling, commercial strategy, business acumen) can help take a commercial team from better to best.
Program: Insight Selling
Start to answer the question, why am I getting a yes when I see customers but then don't see that turn into a sale? This course will teach you strategies that break the rules for traditional selling. Customers perceive value when they know someone understands them and can help them navigate obstacles. How do we start every conversation talking about our customer vs. ourselves and earn the right to talk about our unique solution?
Skill focus area: pre-call planning, listening, questioning, tailoring conversations, guiding a customer to next steps, closing, value conversations
Program: Strategic Account Sales
Some of our most complex customers offer the best opportunity for our business. Learn more about tools and strategies that will help you understand your customers as well as they do. Stop asking the questions that get you no where and waste valuable time. Start approaching these customers will well thought out strategies that focus on them and not your product or company.
Skill focus area: pre-call planning, listening, questioning, negotiations, storytelling, value conversations, facilitation, managing large groups, gaining commitment
Engage in their
growth
If there is no struggle, it is hard to have growth. Allow people to learn new things, make their brains hurt and see them accomplish goals they possibly didn’t think they could.