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Renewing Your Sales Force
Sales Training and Sales Management Training for
Corrugated and Related Packaging Industries
BEGINNER LEVEL:
Computer-Based Training
- 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:
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
Our Beginner Level training program for new sales people is available at any time of the year.
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. |
Further Information
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