SALES MANAGEMENT

The Evolution of Influence

In some organizations the traditional competences of the product specialist are the appropriate sales capabilities for strong performance. But many sales forces need to move up and to the right--transitioning from the product specialist to solution consultant as complexity and sophistication increase. and then on to the success advisor as importance and perceived risk to the customer intensify.

Want to take your solution consultants to the next level?

Transition your solution consultants into success advisors.

Assumptions:

Your sellers are already strong persuaders with core influencing and account management skills in place.
Your sales team has the capacity and the desire to excel.
You believe superior selling skills can be great way to differentiate your organization from the competition.

Selling Competency Requirements - Success Advisor

1. Training

Overview
Details
Testimonials

Overview

Bring Alex into your organization to teach a two-day training session on Seriously Selling Success.

Details

This workshop is built upon decades of experience observing, training, coaching, and consulting top sales performers. The content is a research-based and field-proven, guide to helping transform your product sellers into services and solutions consultants.

Here's a brief outline of the topics covered:

Module One: How Selling Success Is Different from Selling Solutions
Module Two: The 4 Strategies in Selling Success
Module Three: C-Level Selling--the Five Questions to Answer
Module Four: 3 Powerful Probes—When and How to Use Them
Module Five: Influencing Tools That Speed Commitment
Module Six: Why Brilliant Customer Experiences Smooth Performance
Module Seven: Leading Brilliant Conversations
Module Eight: Writing Proposals that Win Business
Module Nine: Secrets of the Super Sellers

Blended Learning Option: Sometimes budgets and the challenges of travel make face-to-face training difficult or just not doable. Therefore, all of our training is also available online. Using a live webinar format and an interactive community augmented with tools and materials, most courses are completed within three weeks. Click her for more info.

Testimonials

"Alexander Consulting taught our product sellers how to sell the invisible…excellent investment in time and money."

Mike Haney, CEO
Athens Group

"As always, high quality, tailored to our selling issues, and easily applied. Great sales training."

Bruce Cohen, Executive Vice President
Irwin Seating

"People left the sales training session confident, competent, and eager to apply what they learned. This ROI was in weeks!"

West Long, VP Sales
AGFA

2. In-House Presentations

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Overview

Short and Sweet
Kickstart your sales initiative. Bring Alex in for an executive briefing, keynote speech, health check, readiness review, or best practice analysis.

Discover what it will take to become world class.

Details

Executive Briefing
An executive briefing is a great way to kickstart your initiative to transform your sales team from solutions consultants to success advisors by understanding the plusses and minuses and learning how to minimize risk.

Keynote Speech
A keynote speech is a powerful tool to get your message out to your entire organization and speed commitment and motivation to your success selling strategy.

Want to learn more? Contact Alex for a complimentary expert discussion.

3. Health Check

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Overview

Quantify and Verify
Find out how ready your organization is for Seriously Selling Success.

(To be used in addition to the half-day executive briefing or by itself.)

If you are considering making significant changes to your approach to services, a Readiness Review is the way to go. If you have a mature services organization, a Best Practice Analysis can help take you to the next level of performance.

Details

Readiness Review
Are you ready to change? What are your chances of success? What are the problems you must solve and the opportunities you must leverage?

At the core, a readiness review includes interviewing a sampling of key internal players (executive, service leadership, service professionals, sales management, and sellers) to learn their issues, concerns, and ideas around growing services. Normally, a combination of individual interviews and focus groups are used, over the phone or in person.

Alexander Consulting analyzes the data and develops a report outlining strengths, weaknesses, reactions, opportunities, options, and recommended next steps. This information can be presented face-to-face in a two- to four-hour interactive session, or in a two-hour conference call.

Best Practice Analysis
Want to learn how you stack up? Learn what it will take to become world class.

4. Coaching

Overview

Overview

Even the very best can benefit from some expert feedback when doing something new. Would you like some personal feedback? Do you have some high-potential folks whose performance you'd like to accelerate? Speed and smooth the journey with expert coaching.

Want to learn more? Contact Alex for a complimentary expert discussion.

Complimentary Resources

Articles
Videos

Articles

Below are articles of particular interest to sales executives who are committed to seriously selling services within their organization.

Videos

Leading the Brilliant Service Organization Series

This series of videos are for service leaders within product companies who are committed to building an outstanding service business. More videos will be added on an irregular basis. If you want to know when, sign up for our (you guessed it) complimentary monthly e-newsletter, Alexander Insights.

View "How to Turn Box Pushers into Sellers of the Invisible" now:

View "How to Stop Giving Away Services and Transition from Free to Fee" now:

With over 20 years focused on building brilliant field services within product companies we know what works and what doesn’t. In fact, we guarantee all our work…if you are not totally satisfied, just pay what you feel our efforts are worth.

Avoid the failure pain, and enhance your success gain.

Want to Learn More?

Contact Alex at 239-671-0740.