Course Offerings

Custom Sales Training Development

Connecting With Customers

Overview

This course concentrates on the sales meeting - whether over the phone or in person - and how the Sales Rep can effectively move prospects through the sales cycle using a structured meeting process. Participants work on incorporating The Customer Tailored Sales Call Process into their sales meeting routine through interactive role plays and exercises based on their own account situations.

Utilizing this sales call process provides participants with a foundation to effectively open a meeting, probe for the customer's needs, handle objections, present a solution and close for the next step in the sales cycle. They learn how to adapt their questioning and solution presentation and to anticipate different objections based on where the opportunity is in the sales process. Sales Reps gain confidence in their ability to connect with customers and move the sales cycle forward.

Objective

Provide Sales Reps the skills necessary to move a customer efficiently and effectively through a sales meeting whether it is in person or over the phone.

Additional Information

Sales Objection Handling in a Tight Economy

Overview

In today’s business environment the economy is making it even more difficult for sales reps to sell. Customers are looking for ways to cut costs and are scrutinizing every expenditure. They must see value in your solutions and believe that your recommendation is important to their business success before you can close the sale.

This 2-part web-based program gives sales reps the strategies and techniques they need to handle tough customer sales objections to improve their closing ratio and speed time to closing. The same old objection handling strategies aren’t as effective in closing the sale as they once were.

Objective

Provide sales reps with the confidence and skills to effectively handle even the most difficult customer objections, improve sales reps’ closing ratio and close sales faster.

Additional Information

Developing a Solutions Mindset

Overview

This course takes experienced sales professionals beyond the basics of feature-benefit product selling and transitions them to helping their customers make solution-based buying decisions. The concentration is on changing the sales mindset to selling solutions that meet customer business needs the Sales Rep has uncovered throughout the sales process.

Participants will recommend solutions based on the customer's business problems, their role in the decision making process as well as their position in the Client Buying Process. This interactive course emphasizes a set of proven selling techniques to move a prospect effectively through the complete sales process from unawareness of a need to closing the sale.

Objective

Change the mindset from one of selling products to selling solutions that address customers' business challenges and goals at multiple levels of the organization.

Additional Information

Developing a Solutions Mindset - Level 2

Overview

Building upon Developing A Solutions Mindset, Level 1, this course expands the skill knowledge of participants to enhance their ability to sell solutions consultatively. It offers new skills and processes by which experienced customer-facing individuals can gain the confidence to act as business consultants and partners, not just as providers of products and services, throughout the customer organization.

Objective

Sell higher-value, strategic solutions more effectively and with less effort by engaging consultatively with line-of-business executives throughout the sales process.

Additional Information

Developing a Solutions Mindset - Level 3

Overview

Developing A Solutions Mindset, Level 3 is the capstone course in the DSM series building on the consultative concepts and skills introduced in Developing A Solutions Mindset, Level 1 and Developing A Solutions Mindset, Level 2. This team-based course will provide the consultative Sales Rep with a competitive edge by extending their value to the client.

Objective

Engage your internal support teams and customer executives through consultative communication to:

  • Effectively address business needs aligned with financial impacts
  • Move the sales process forward while building a long-term business alliance

Additional Information

Programs for Sales Managers

Overview

We know that long-term behavior change doesn’t happen after a single course. In fact, sustained learning and proficiency with new skills requires practice, reinforcement, and accountability. KLA's management reinforcement, Mentor/Coaching, and performance assessment services help our clients move beyond knowledge and learning to achievement of desired sales results through mastering the skills and techniques introduced in the training programs.

Objective

Achievment of desired business results and return on learning investment through skills proficiency and sales performance.

Additional Information

  • Click here to learn more about KLA's Programs for Sales Managers

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