Sales Continuum Training    List of Sales Courses Sales Continuum Training Health Care Sales AccountMap Account Strategy Workshop Powerful Presentation Skills Workshop SalesMap Program

The Sales Continuum is a methodology and a mindset that builds perpetual referrals into your sales process. Imagine a sales model that continues to churn out quality prospects with increased efficiency. That’s exactly what the Sales Continuum does.

The Sales Continuum is a powerful sales approach that helps you excel in today’s marketplace. It is designed to:

• Improve Your Sales Effectiveness – We equip you to find and get in front of the right people, at the right time, ask the right questions, provide the right solutions and obtain the order.
• Increase Your Sales Efficiency – Getting more of the “right” things done in less time.
• Get Better Results From Your Sales Efforts – This typically translates to increased sales but it may also include market sale, converting competitively held accounts or other strategic initiatives.
• Increase Your Profitability – Our focus is on finding the sales opportunities where customers will recognize the most value from your product or service and be willing to pay for it!

Sales Octane begins with the end in mind; becoming referable. That is the ultimate goal behind everything we teach at Sales Octane. To become referable you need to have a great sales organization. That includes great sales professionals, consistent excellent service, great “product”, and exceeding the customer’s expectations!

For decades the sales process has been presented as a funnel or pipeline with a start and end point. The starting point is networking and cold-call prospecting and the end point is the close. Everything after the close is not considered “sales.” This is often why salespeople shun accountability for implementation and follow through. They feel their job is to get to the “close” and the rest of the company is accountable for fulfilling the order. Yet the most efficient path to quality prospects and increased sales is through existing satisfied customers who are referring you to others or are willing to be a reference. Our strategy is to implement a sales discipline that results in your sales professionals taking 100% accountability for the entire project. They nurture referrals throughout the entire sales process and collect on that effort after the customer is completely satisfied. These “referrals” will result in faster and more profitable sales.

In two days we cover all the traditional steps in the sales process, including:

• Networking – “Creating Collisions”
• Prospecting – Implementing a disciplined prospecting process
• Qualifying – Understanding what makes your perfect client
• Creating Value – Planning the call
• Making the Proposal
• Closing
• Performing
• Documenting Value &
• Referrals

back to top

Powerful Presentation Skills Workshop

Whether speaking in front of a large group, delivering a proposal to a small committee or sharing your solutions with a customer, presentation skills are essential. Using many of the concepts, techniques and strategies of both the Sales Continuum™ and AccountMap™ programs the Powerful Presentation Skills™ workshop will equip sales professionals to make a positive impact with every presentation.

The Powerful Presentation Skills™ workshop includes both how to prepare and then how to deliver a powerful presentation. This highly interactive program is designed to:

 Lay out the formula for developing a successful presentation including anticipating and preparing for objections as well as getting the desired outcome!
 Tie the presentation to the specific needs expressed by the customer before and during the presentation
 Help the sales professional to read the style of the participants and modify their presentation approach
 Improve the confidence of the presenter
 Turn salespeople into outstanding sales presentation professionals

Our approach is to develop role-plays and practical presentation situations that are consistent with what your sales professionals encounter. Our team of trainers will work directly with your organization to develop several scenarios which will transcend the entire workshop and build from step to step. These scenarios would also be specific to your product/service.

We videotape the presenters and/or presentation teams as they use the workshop skills in practical role-play situations. Our facilitator and, if desired, your corporate personnel play the role of the customer as we seek to simulate what a sales professional in your industry might encounter.

The facilitator and participants provide constructive, positive feedback using our coaching approach. Our goal is to build a team of sales presentation professionals by building them up!

Timeframe:

The Powerful Presentation Skills™ workshop requires an investment of two days of workshop training.

Class size:

Class size is limited to a maximum of 15 participants. This allows for videotaping review and maximum participation from every participant.

back to top