All competent salespeople are aware of their product’s features, benefits, and specifications. It’s learning how to master the intangible side of sales that separates a Heavy Hitter (truly great salesperson) from the average salesperson. How do you formulate an account strategy? How do you execute the strategy in the real world? And, how do you reach key decision-makers (from low-level evaluators to the CEO) and persuade them to buy?
Heavy Hitter training focuses on the most important aspect of sales: how to penetrate, navigate, and conquer complex enterprise accounts. Heavy Hitter training provides immediate results since it concentrates on personal interactions with the prospective customers, not the internal processes of the sales organization. Heavy Hitter training enhances your existing sales process methodology regardless of the forecasting framework your sales organization has adopted (Target Account Selling, Strategic Selling, CustomerCenteric Selling, and so on).
Heavy Hitter training provides the missing piece of the sales training puzzle--how salespeople formulate an account strategy based upon customer politics, evaluator psychology, and the human nature of decision makers that are unique to every major account. Once the “grand” strategy has been created, Heavy Hitter training provides maneuvers and tactics to execute it when salespeople are face to face with prospective customers.
Heavy Hitter training is very different. It’s an enjoyable learning experience about mastering the human nature of complex sales. Moreover, real learning occurs when every participant is mentally engaged, physically involved, and encouraged to share their personal experiences. Heavy Hitter training is not the typical classroom lecture, it’s a completely interactive workshop filled with individual and group exercises that’s customized to address your toughest sales issues.
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