Sales Training & Development Program

Building an Individual Business Plan is crucial to a salesperson's success, regardless of industry. Our program is designed to provide the fundamental elements of creating a Business Plan and utilizing this information to focus on Value Proposition development.

Aligning the right game plan with a strong value proposition is crucial to your selling success and is a key objective during the iCOR Sales Training Program.

The iCOR Sales Training Program is a research-based program, which requires participants to take a strategic look at their clients and respective industries.

By better understanding the Problems your customers face, and how your potential solutions drive Impact to their organizations, you can create a targeted prospecting approach and help develop the right questions to ask to position yourself to win the business.

Starting a meeting in a positive, customer-focused manner is a key learning objective of this course. By focusing on your agenda and how you set this stage for the meeting, you ensure transparency of meeting objectives and remove any potential barriers to discussion.

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At times, you can experience an indifferent prospect during your Open Process and will need to have the skills to handle the conversation positively and gain the prospect's agreement to continue the conversation. 

As a salesperson, your ability to ask the right question at the right time is a differentiator. Most sales people tend to jump from problem straight to the solution, without asking clarifying follow up questions to actually verify your client has a need.

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In this program, our facilitators will teach a defined questioning process that will prevent the participants from jumping in to solutions mode and will allow them to better initiate a compelling sales conversation with the customer.

During the sales meeting, it's not uncommon for your client or prospect to have concerns about something that was said or shared. This can take the form of skepticism of a potential solution that was discussed, or a simple misunderstanding that takes place during the conversation.

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High-growth sales professionals are able to identify the type of concern they are dealing with, ask questions to better understand the reasoning for the concern, overcome the issue, and verify acceptance with the customer.

Even if the meeting went well, it's imperative for any sales person to set defined next steps with each sales opportunity. While it seems obvious, the average sales person will settle for leaving the meeting without defining next steps and can then spend unlimited time trying to get back on the customer's calendar.

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By defining the next steps, you take control of the process and prevent yourself from chasing customers. The goal here is to set a mutual commitment that is appropriate and clear, and that move the sales and relationship forward.