Leading EDGE Selling

The target audience for this course includes new sales representatives needing sales basics and seasoned sales veterans needing a sales refresher.

After the workshop, you will be able to:

• Understand your own personal needs and the personal needs of your customers
• Gather customer feedback and data in order to understand strengths and area for improvement through the eyes of your customers
• Apply the four phases of the EDGE of customer interaction (Establishing, Determining, Guiding, Ensuring)
• Create a personal sales vision that you can use as a touchstone for decision-making and account planning
• Access customer motivations in the context of your own organization and develop customer-specific strategies
• Complete a competitive analysis of your own organization and your top competitors to identify your relative strengths and opportunities and threats
• Apply a powerful 5-step sales process to maintain and expand your customer base
• Complete a detailed Customer Analysis on high-potential/high-volume customers
• Complete a Call Planner to help you more effectively plan and structure your next contact with a prospect or customer
• Apply the Customer Interaction Model to help you understand what the customer is thinking, feeling or focusing on through each phase of the sales call
• Improve essential communication skills for the sales professional
• Complete a Sales Professional performance contract with your sales manager, including actions you have both agreed to take

There are no prerequisites for this course.

• Building Strategic Partnerships (GBSPE100)

The Sales E.D.G.E. course focuses on the following competencies:

• Communication Skills
• Territory Planning
• Account Development
• Service Interaction
• Competitive Analysis

Benefits for the individual:

• More confidence preparing for and conducting sales calls
• Better communication skills
• Improved strategies for growing business with existing accounts
• Improved strategies for attracting new business from high potential accounts
• Better overall sales results

Benefits for the organization:

• Greater professionalism of the sales force in interactions with customers
• A disciplined approach to customer selection, attraction, management, retention and growth
• Increased customer satisfaction through enhanced customer service
• Better understanding of the competition and how to succeed against them in the marketplace
• Better overall sales results