Renewing Your Sales Force
Sales Training and Sales Management Training for
Corrugated and Related Packaging Industries
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INTERMEDIATE LEVEL:
September 13-14, 2007 – Norfolk, Virginia
Renaissance Portsmouth Hotel and Waterfront Conference Center
425 Water Street
Portsmouth, VA 23704
757-673-3000
Room rate: $135 Cut-off Date: August 22, 2007
Are you struggling to identify new accounts?
Are you struggling to close sales?
Is the competition making it harder for you to differentiate your offerings?
Frustrated when you can see the value in your solution but your customer cannot?
Want to learn how top sales people succeed?
Attending one of AICC's new Renewing Your Sales Force workshops will help you close more accounts NOW. Our three different levels combine the excellent Huthwaite SPIN® Selling and Advanced SPIN® Selling program content with unique corrugated industry case studies and group exercises. You'll develop the specific skills and strategies you need to shorten your sales cycle, strengthen your customer relationships, and deliver real, measurable value to your customer.
Whether you work in corrugated, folding carton, paper packaging, or you supply these industries…this training is for you. You’ll learn how to:
Plan for a successful sales call that moves the sale forward.
Ask the right questions.
Avoid objections by offering true needs-based solutions.
Develop real customer needs that motivate your customers to buy,
and much more.
AICC's Renewing Your Sales Force is so much more than a training course. It's the first step to real sales performance change. During this course, you will learn Huthwaite's own training models developed after years of sales research AND you will acquire hands-on practice of those skills. The online program includes online instruction, working with a trained Huthwaite facilitator to assist in completing the work, and a coaching guide for sales managers. For the two on-site programs, there will be group interaction, a hallmark of AICC training, and development of post-training action plans. In addition, participants will be able to use the reinforcement tools Huthwaite offers through its website. This training is also priced 35% less than generic industry sales programs.
Program Agenda:
Intermediate Level ($895)
Our two-day Intermediate Level Program is designed for sales people and their sales managers from the corrugated and related packaging industries. Intermediate Sales people will have 18 months to 5 years experience.
This program will include:
An Overview of the Corrugated and Related Packaging Industries (Appendix)
Developing a Buyer Focus
Four value drivers
Understanding and Practicing SPIN® Selling, a Process for Uncovering and Presenting Value to Customers
Four stages of a sales call
Situation and Problem questions
Skills practice
Implicit and Explicit Needs
Features, Advantages and Benefits
Planning Problem and Implication questions
Skills practice
Meeting Buyer Needs
Implication and Need-Payoff questions
Matching benefits to need-payoff questions
SPIN® behavior definitions
Effective Team Selling
Skills practice
Using Call-Planning Tools to Enhance Call Outcomes and Obtain Commitment
Successful and unsuccessful call outcomes
Steps to obtaining commitment
Handling objections
Exploring potential implications
Prospecting Trends in the Marketplace
Developing and using effective prospecting messages to communicate value
Segmenting the market to manage focus and maximize efforts
Developing an Action Plan to Identify Priority Behaviors
Quote: “Renewing Your Sales Force made me think about redesigning my approach to prospecting and serving existing customers and re-aligning the sales call process.:
Huthwaite founder Neil Rackham conducted a groundbreaking 12-year research study on what defines successful sales calls. His team analyzed over 35,000 sales calls conducted in 23 countries. From their findings, the SPIN® selling models were created. Huthwaite offers results-driven programs in sales call execution, sales management and strategy, sales prospecting, sales forecasting, and innovative sales force responses to marketplace demands. It has a network of over 40 sales trainers and over 500 clients ranging from emerging growth companies, mature mid-market organizations and half of the fortune 500 companies. SPIN® Selling, Major Account Sales Strategy, Managing Major Sales,Getting Partnering Right and Rethinking the Sales Force are the best-selling sales books offered by Huthwaite.
Note: The registration form is in Adobe's portable document format (PDF). To obtain a free copy of the Adobe Acrobat Reader for PDF files, please visit Adobe's web site.
