Objection Handling

• Think less of objections and rejections being an end-of-the-road situation, and more of a round-about to be directed to the next road. We give you the know-how to turn common and uncommon objections that you typically face in a day of selling into more opportunities.
   

• Whether it is an opportunity to discover more problems to solve, trust to be built, or value to inject, our objection handling framework and extensive library of objections faced in a sales environment will provide dynamism and a conscious mindset to apply when needed.

Learning Outcomes:

• Know the different types of objections.

• Know how to navigate them.

Choose your own Adventure Deck

• The Choose your own Adventure module is a Change Connect exclusive. Having mapped out the customer, their journey, and motivations, we can produce an interactive presentation to help a customer or stakeholder understand their situation and problems and then discover the different elements of your product or service that can help them to solve it.
   

• By clicking through the presentation and being guided towards the solution that you provide, we can raise awareness and engagement so salespeople have more time to do the same via different avenues.

Learning Outcomes:

• Build a greater understanding of your customer and their buying journey.

• Understand the Build your own Adventure Deck and how to use it.

Sales Call Planning

• Calling, a vital part of selling, and perhaps the most daunting, can be incredibly rewarding and certainly one of the biggest drivers of progress through the sales cycle. In this module we will outline the methods that work, helping you to devise a script and effective strategy that ensures you elicit and attend to the needs and problems that your prospects are facing.
   

• We understand that simply knowing the theory and best practices is not the same as knowing how to use it. Our interactive sessions and role-playing exercises will provide practical experience to solidify everything we teach.

Learning Outcomes:

• Know how to create an effective and dynamic calling strategy

• Understand the best practices to increase success rate.

Effective Negotiation

• Negotiation is about both sides getting what they want. Learn to better identify what your client or prospect wants by learning and sharpening the negotiation skills that best match a consultative sales approach.
   

• Our library of negotiation best practices help you to navigate even the most extreme situations.

Learning Outcomes:

• Understand the concepts of reframing and consultative selling.

• Understand the role negotiation plays in building lasting and beneficial relationships.

Closing Techniques

• 40% of salespeople find closing the hardest part of the job. With the learnings of Module 8 in mind, your team will be well equipped with the skills that the best salespeople deploy to smash their year-end or quarter-end targets.
   

• While it is true that some are natural born closers and some are not, that does not mean it can't be learned. We will go through various closing techniques as well as the foundations that need to be in place before applying them.

Learning Outcomes:

• Understand what leads to a close and what doesn’t.

• Know which closing technique to use and when to use it.

Referral Techniques

• Multiply your best customers by becoming a referral-generating machine. With industry best practices we will help you to plant the referral seeds throughout your prospect and client base.
   

• This module will teach you the phrases and answers that can encourage your customers to provide you with introductions and details for new customers.

Learning Outcomes:

• Know the communication strategies that generate referrals.

• Understand the referral mindset, how to adopt it and how to empower others with it.

Key Strategic Account Management

• Those who already love and trust us are not to be taken for granted. In fact, they provide some of the biggest potential for growth and customer insight.
   

• This module gets you to think about how to unlock that potential with client business reviews, strategic account plans, financial cases for growth, and how to consistently deliver value throughout.

Learning Outcomes:

• How to engage productively with key accounts and gather the right data

• How to develop account plans that deliver higher value, ensure retention and achieve growth.