Business Strength Topic Descriptions

Making Your Prices Stick...Without Getting Stuck

Major learning points: This module is for sales professionals and managers that believe they've been losing business to competitors who just undercut your price and/or are tired of having customers beat you up over a few bucks. In this spirited and idea-filled session, the attendee will explore what can be done to protect the sales price and profitability of goods and services. Key concepts include learning how to effectively handle price pressure and what to do when you hear, "I can get the same product down the block cheaper".
Module duration time: 1 - 3 hours
Deliverables: Invaluable selling techniques to defend prices and do's and don'ts of delivering/discussing price quotes and proposals.

Sales Forecasting Excellence

Major learning points: This module introduces a proven methodology to forecasting sales––utilizing sales history from the preceding 24-month period, planned price adjustments, carryover revenue from last year's new accounts, projected invoice dollars from next year's new accounts and the effect of sales attrition.
Module duration time: 1 - 3 hours
Deliverables: Forecasting formulas and projection templates.

Account Management Strategies

Major learning points: This module introduces the 'Business Review' approach to take a leadership role in current customer accounts. Topics include 'The Four Continuous Improvement Questions as a basis for the Business Review meeting agenda', 'The Six Warning Signals that place an account in jeopardy', and 'Total Solution Selling'.
Module duration time: 1 - 3 hours
Deliverables: Step-by-step approach to Business Reviews and Action Assignment template.

"Shark Hunt": Selling Against the Competition

Major learning points: This module lays out a proven strategic and surgical methodology for capturing competitive business ethically. This module is not for the timid or faint of heart. It involves in-depth data collection on competition, analysis of 'weakest link' attack points, and anticipation of their 'second chance' response to the 'Shark Hunt' Campaign Plan. This module incorporates establishes a battle book, War room and detailed tactical schedule.
Module duration time: 1/2 day - full day
Deliverables: Custom 'Shark Hunt' Campaign Plan

Corporate Strategic Planning

Major learning points: This highly interactive workshop is for the principal owners and key managers in the client company. By following Verne Harnish's 'Mastering the Rockefeller Habits' approach, this initiative will make all participants aware of the company's core competencies, areas for improvements and external forces that affect the business' effectiveness. It should serve as clarification and confirmation of the viability, feasibility and legitimacy if the business' goals and objectives. The video case studies, group discussions and written work help to explain, develop, defend, "sell" and garner support for the strategic plan throughout the organization and ensure the enterprise's growth and well-being. Key topics include SWOT analysis, collaboration, consensus decision making, trust, accountability, communications, empowerment, SMART goal-setting, composing project charters and portfolio assessment.
Module duration time: 2 days (recommended)
Deliverables: The Company's Comprehensive Strategic Plan.

Sales Negotiation Fundamentals

Major learning points: This workshop is designed for sales professional and company personnel authorized to negotiate on behalf of the business. Topics include consensus-building, the four qualifying criteria prior to negotiating, adopting a win-win2 mentality when negotiating POWER Listening, the phases and components of negotiation, and negotiation styles and signals. The workshop is heavily laden with skill practice, role-playing, case study analysis and group discussion and exercises.
Module duration time: 2 days (recommended)
Deliverables: Negotiation Planning worksheets and associated planning and execution templates.