Renewing Your Sales Force
Sales Training and Sales Management Training for
Corrugated and Related Packaging Industries
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BEGINNER LEVEL:
Computer-Based Training, Starting January 1, 2006
INTERMEDIATE LEVEL:
July 31 - August 1, 2006 - St. Louis, MO
Hotel: Westin Resort St. Louis
Phone: (800) 937-8461
Room Rate: $159/night until 7/10/06
Mention AICC to receive this rate.
And
September 19-20, 2006 – Toronto, Ontario, Canada
Hotel: Delta Toronto Airport West
5444 Dixie Drive
Mississauga, ON L4W 2L2
Phone: (905) 624-1144
Room rate CAD 135; rate guaranteed until August 28, 2006;
Mention AICC to receive this rate.
Located 10 minutes from Pearson International Aiport
Courtesy airport shuttle.
ADVANCED LEVEL:
April 4-5, 2006 - Las Vegas, Nevada
Hotel: Westin Casuarina Hotel and Spa
160 East Flamingo Road
Las Vegas, NV 89109
Phone (702) 836-5900 Fax (702) 836-9776
Room rate: $179; rate guaranteed until March 13, 2006;
Mention AICC to receive this rate.
Located 3 miles from McCarran International Airport (LAS) and accessible by taxi or shuttle ($5 fee per person)
And
October 3-4, 2006 – Cincinnati, Ohio
Hotel: Hilton Cincinnati Netherland Plaza
35 West Fifth Street
Cincinnati, OH 45202
Rate: $145/night
Cutoff date: September 14, 2006
Phone: (513) 421-9100
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.
For the onsite programs, space is limited to 20 participants, so act early to reserve your spot!
Program Agendas:
Beginner Level ($495)
Our 4 ½-hour computer-based Beginner Intermediate Level Program, based on Huthwaite’s “Creating Client Value” is designed for new sales people from the corrugated and related packaging industries with less than 18 months experience. This program will include:
An Overview of the Corrugated Industry (optional)
Introduction to the Program
Value Creation
Creating and communicating a value proposition
Value hypothesis and the sweet spot
Unique vs. substitutable products
Differentiation
Sales calls that erode value and those that create value
What is the Customer’s Buying Cycle?
Creating value for customers at each stage of the buying cycle
Knowing full range of your capabilities
Finding the impacts of your products
Awareness and Recognition of Needs (SPIN)
Creating value by researching customer needs
Creating and developing value hypothesis
Identifying the value sweet spot
Prioritizing accounts
Understanding the customer’s value chain
Researching specific issues and problems
Three buyer roles
Prioritizing your meetings according to buyer role
Tailoring capabilities to match customer needs
Achieving your goals when meeting customers
Using pain and gain to motivate customers to act
Pain questions and gain questions
Locating, building and elevating pain
Center of receptivity
Center of dissatisfaction
Center of power
Evaluation of Options—Customer Decision Criteria
Discovering and ranking customer’s value criteria
Comparing yourself with the competition
Identifying value winners, value sleepers and value killers and developing a strategy to deal with them
Resolution of Concerns—Handling Objections, Minimizing Risks
Alleviation of risk
Identifying and alleviating these customer risks: Strategic, Tactical, Political and Individual
Achievement of Results—Continuing the Discussion AFTER the Sale
Evaluating and exploiting success
Three phases of implementation
Preparing an implementation plan
Identifying stakeholders
Tracking progress
Deciding your involvement
Taking advantage of your success
Developing an Action Plan to Identify Priority Behaviors
Coaching Guide for Sales Managers to Work with Sales Rep after the Program
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.:
Our two-day Advanced Level Program is designed for sales people and their sales managers from the corrugated and related packaging industries. Advanced Sales people will have over 5 years experience. This program will include:
Developing a Buyer Focus
Buying strategies in the new purchasing world
Selling strategies in the new purchasing world
The vanishing Sweet Spot
Buying Cycle Summary
Developing skills and strategies for the buying cycle stages
Entry strategy
Building Buyer Value
Developing customer needs and practicing SPIN®, a process for uncovering and presenting value to customers
Implied and explicit needs
Situation and Problem questions
Need-Payoff questions
Skills exercise
Using call-planning tools to enhance call outcomes and obtain commitment
Creating effective entry strategies and leveraging customer roles to achieve advances
Effective team selling
The call plan
Skills exercise
Winning against the competition
Hard and soft buyer decision criteria
Influencing decision criteria
Building a Vulnerability Analysis
Handling competitive opportunities
Learning to demonstrate capability and creating value
Applying strategies to influence customer perceptions
Navigating the Whitewater
Handling objections
Resolving concerns in the buying process
“Iceberg” issues – what lurks beneath the surface
Learning How to Coach
Planning calls
Reviewing calls
Developing an Action Plan to Identify Priority Behaviors
Several Group Exercises
Quote: “I found that I gained a great deal of information I can take away to increase my consultative selling skills. Our facilitator was outstanding. I highly recommend this course to my peers.”
Tony Buscemi, Sales Manager, York Container/Concepts, York, PA
Our Beginner Level training program for new sales people is available starting in January 2006.
Classes begin at 8:00 am and end at 4:30 pm.
Who is Huthwaite?
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.
