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Accelerating Salesforce Effectiveness with Turning Information Into Sales

Business Challenges Solved with This Course

Effectively Discover Business Needs

Teaches salespeople to identify what matters and apply it in successful sales.

Create Compelling Solutions

Helps salespeople develop the essential ability to discover information need to create highly satisfactory and compelling solutions.

Gain Superior Client Knowledge

Provides salespeople with the ability to differentiate on the basis of superior client knowledge helps provide a sustainable competitive advantage.

Delivery Options

Face-to-Face Workshops

Virtual Workshops

Turning Information into Sales

In a competitive marketplace, the salesperson who best understands the client’s needs has a distinct advantage. Many salespeople know how to listen for a need and then match a solution to that need. Learning to discover much more than simple connections can yield great rewards. Differentiating on the basis of superior client knowledge helps provide a sustainable competitive advantage. Better information about complex client situations lets the salesperson create high-value solutions for clients and achieve improved sales results.

What You Can Expect From This Course

Researched and developed by Wilson Learning, Turning Information into Sales (TIS), salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover information needed to create highly satisfactory and compelling solutions. During this 1 day workshop, participants will focus on the following key learnings:

Impact of Information and Sales Process

How missing information leads to lost sales and unsatisfactory solutions and how a fundamental sales approach (Relate-Discover-Advocate-Support) can be leveraged to improve sales by improving the Discover step.

The 7P® Model

How to identify gaps in information about a client’s organization, and gather useful insights about an opportunity in terms of Purpose, Positioning, Plans, Power, Process, People, and Product and how to apply that insight to improve a potential solution.

The 3-level Technique

How to structure their listening to gather better information and ask appropriate questions to uncover the meaning and importance behind the facts.

I2S Planner

How to apply the tools and techniques to specific client opportunities, with guidance from peers and facilitator, using the “Information To Sales” planning tool.

Turning Information into Sales is a one-day program that includes a participant guide, various performance application, reinforcement, and support tools, such as planning tools, checklists, application exercises, job aid cards and electronic reinforcement tools. These tools ensure that participants can hone newly acquired skills and behaviors upon returning to work.

After the workshop, Our Learning That Never Stops approach ensures skills learned in The Sales Advantage Series will be transferred to day-to-day work practices with our extended learning follow-up for self-paced reinforcement.

Involving managers early on and training them to coach for improved performance, is also important for successful program implementation.

NuVue works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.

At the end of the workshop, participants are able to:

  • Recognize how inadequate information reduces their ability to create compelling solutions and how it will also limit sales.
  • Improve the scope of information they can apply to an opportunity and improve their solution. Be able to reach more people at different levels in the client organization.
  • Turn information into intelligence by gathering better insight into the importance of the client business situation. Be able to go beyond the facts to learn meaning and business importance.
  • Have concrete, implementable plans to improve an opportunity within a key account.

What our clients are saying

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