• Full Contact Selling Workshop

    Digitally Transforming the Way You Sell!

    Program Description

    FCS is a customized blueprint for sales success

    The Full Contact Selling Program (FCS) delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: 1) proven sales processes; 2) sales skills development and 3) best practice use of CRM and Social technologies.

     

  • How It Works

    The 4 part Full Contact Selling Program is designed and created to deliver a repeatable sales process your organization!

    1

    Sales Review

    We work with your management and sales team to review the current sales practices and use of technology.

    2

    Design

    Recommendations are made on sales process design changes and the best practice uses of CRM and social platforms

    3

    Workshop Delivery

    Your FCS Workshop is customized and delivered on-premise or through a distance learning program

    4

    User Adoption

    Customized User Adoption program for the sales team and management is delivered through a distance learning program

  • Workshop Outline

    Every in-house workshop is customized to best fit your organizational

    Full Contact Selling Workshop

    Course Outcomes

    On completion of this workshop you will be able to:

    • Clearly understanding what the benefits and importance of CRM and Social Technologies to your business development initiatives.
    • Define processes and strategies that will help better define and manage customer, prospect and partner relationships
    • Better measure customer interactions and sales metrics
    • Increase profitability by identifying and eliminating or reassigning non-productive tasks
    • Put into action proven techniques to plan, implement and support successful business development initiatives.

    Module One - The Digital Transformation of Sales

    • The 3 pillars of Sales Success - People, Process & Technology
    • Understanding how the Internet has changed both the buying and selling processes
    • The Five Stages of a typical B2B buying process
      • Discovery
      • Researching
      • Planning & budgeting
      • Engaging vendors & resellers
      • Making the buying decision
    • Leveraging technology to build a repeatable sales process
      • CRM
      • LinkedIn
      • Twitter
      • Facebook for Business
      • Marketing Automation
    Module Two – The Full Contact Selling System
    • Making time to sell
      • Understanding the value of selling time
      • Managing your calendar
      • Time management best practices
    • Social Selling and prospecting techniques
    • Pre-Call Planning and Research
      • What you need to know about
        • the company
        • the people
        • the technology they use
    • The Pursuit
      • Making Contact
      • Positioning your expertise
      • Connecting socially
    • Lead Management best practices
    • Asking the right questions
      • Uncovering needs
      • Buying signals
      • ROI drivers
    • Defining Opportunity Touch-points
    • Qualifying the opportunities
      • Which prospects are right for you
      • Building effective keep warm strategies
    • The Effective Presentation
      • Presenter best practices
      • PowerPoint best practices
      • Positioning your company & expertise
      • Telling your story
    • Pipelines and forecasts best practices
    • Building a winning solution
    • Presenting your solution
    • Negotiation best practices
    • Uncovering and beating the competition
    • Overcoming objections
    • Account Management best practices
  • Connect With Us

    Email

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    Facebook

    Ph: 905-430-6922

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