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Wilson Learning Worldwide Sales Performance Training
In-House
Wilson Learning Worldwide
In-house
Variable
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Sales Advantage Series

Sales Advantage Series

In-House: Available in 50 countries, 30 languages

Wilson Learning, Sales Training

To compete in today’s complex sales environment, salespeople must go beyond traditional sales approaches and serve both their customers and their own organisations as Consultants and Strategists. The Sales Advantage Series focuses on building a consultative mindset by employing critical consultative approaches, skills, and tools to create business-level value for the client. To build the strategist mindset, the series includes modules focused on helping salespeople identify high-yield opportunities for their own company while managing the competition in a way that is beneficial to the client.

Programme Overview and Learning Outcomes
The Sales Advantage Series is comprised of configurable, instructor-led modules. The modules include:

Module

Outcomes

Aligning Sales with Business Value

This two-hour webcast sets the stage for building a consultative mindset and preparing sales professionals to advance their role to that of a business advisor to their clients. 


This pre-session webcast ensures the readiness of sales professionals to be fully engaged and prepared to learn these critical skills and approaches and apply them to their client accounts.

Conducting Strategic Business Calls - Discovering Critical Success Factors

A one-day, two-part learning experience, this module first emphasises the importance of understanding organisation-level priorities, industry trends, and market forces that affect sales and shape effective offerings.

The module then focuses on making meaningful, credible calls on strategic call points. Participants learn how to prepare for strategic calls, what to discuss, how to use time well, and how to maintain positive relationships with existing client contacts while calling higher, wider, and deeper in an account. 


As a result of participating in this module, salespeople will understand what’s most important to a client and will make more effective business calls on strategic call points throughout a client organization.
Participants will create offerings that command significant profit while providing greater organisation-level value to their clients. 

Aligning with Customer Buying Behaviours

This half-day module focuses on leveraging the buying priorities of customers. This module explores why some clients are open to longer-term, complex solutions, while others simply want to conduct low-risk transactions. It helps salespeople adapt their offering to ensure that buying priorities never become a barrier to a buying decision.


As a result of participating in this module, salespeople will win and keep more business by adapting what they sell to align with the buying processes and priorities of their clients.

Creating Differentiated Offerings

This half-day module equips salespeople with the strategies and tools to set themselves apart from the competition. In this   module, sales professionals learn how to look beyond easily commoditized features and services to develop real differentiation based on what the customer values, which is hard to replicate by competitors.


As a result of participating in this module, salespeople will differentiate themselves and their offering in a highly competitive market by improving the customer’s buying and usage experience. Salespeople learn how to maintain and expand business in both existing and new accounts by becoming business advisors to their clients and offering solutions that clients truly value. 

Managing Opportunities

This half-day module focuses on how to make optimal decisions when choosing which opportunities to pursue. Sales professionals learn about the factors that influence whether a customer will move forward with a buying decision.


From participating in this module, salespeople are equipped to identify high-probability and high-profitability opportunities from their portfolio of accounts. 

Managing Decisions

This half-day module helps salespeople learn how to interpret the decision dynamics for an opportunity so they can influence the decision in their favour. Sales professionals learn how to manage key stakeholders in the decision process. They create an Influence Map, which summarizes stakeholders’ perspectives about your organisation and assesses each stakeholder’s level of influence.


As a result of participating in Managing Decisions, salespeople learn how to influence the customer’s decision in your organisation’s favour by creating strategies that influence the decision-making process.

Managing Competition

This half-day module helps high-performing salespeople learn how to outmaneuver the competition. Sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer’s point of view.


As a result of participating in this module, salespeople will view your organisation as the customer sees it relative to competitors. It also teaches salespeople how to implement a competitive strategy that aligns your organisation more closely to the customer than the competition’s strategy does.

Case Study

Wilson Learning, Sales Training