Sales Development

The field of sales has experienced some dramatic and far-reaching changes over recent years.  Today's sales professional, as well as today's buyers are better educated, more informed, and have more options than ever before.  These changes have created new, exciting, and challenging possibilities in every organization.  Success in sales requires innovative ideas and finely-developed skills.

The Process

The Sales Development Process offers a comprehensive, concise process that provides the tools for sales professionals to move to new levels of success.  By uniting current sales skills with a personal development system, a sales professional will uncover a system that leads to higher levels of achievement.

sales_developmentFour Essential Elements of Development

Attitudes can drive behavior.  Therefore, in order to develop or enhance sales behaviors, it is essential that we begin by developing positive, success-oriented attitudes.

Interpersonal Skills

Much of what a sales professional is involved in and therefore accomplishes involves other people.  To be effective in this continuous challenge it is important to learn how to use interpersonal skills effectively.

Goal Setting

Much of sales is about the numbers.  Using goals as a tool to establish and measure performance and effectiveness is essential to success.  The goal accomplishment model which is a part of the sales process, provides the tools and methods necessary to achieve more goals in order to maximize results and outcomes.

The Sales Process

Sales is not about convincing someone to buy.  It is about understanding needs and matching your products and services to meet those needs.  Our sales program is developed around a step by step process that utilizes questions as a means to uncover those needs so your sale force can meet them for your customers.  The results? More sales more often without the pressure traditionally associated with selling.

Critical Issues Addressed in this Process:

  • Success In Sales
  • The Buying/Selling Process
  • Your Personal and Professional Growth
  • Prospecting Fundamentals
  • Planning Your Success
  • Prospecting: Advanced Techniques
  • Communication Skills
  • Getting Appointments
  • The Introduction
  • Gaining Favorable Attention
  • Building the Case for Action
  • Presenting Benefits and Consequences
  • Getting Commitment and Follow-Up
  • Overcoming Obstacles for Continued Success In Sales

Each program includes an individual Action Plan focuses on:

  • Introduction to Personal Achievement
  • Dream Inventory
  • Self-Evaluation
  • Setting Goals and Establishing Priorities
  • Goal Planning Sheets
  • Organizational Evaluation
  • Productivity
  • Sales Skills
  • Time Management
  • Goals Accomplished
  • Goals Summary

Outcomes from this Program Include:

  • Increased Sales
  • Increased Market Share
  • Increased Loyal Customer Base
  • More Repeat Business
  • Increased Income

Contact Us to discuss how we can help you increase your sales.

Alden Management Consulting Group is a professional business analysis and business consulting firm.