Great Lakes Escapes will  develop a comprehensive company centric sales training program tailored to enhance sales performance. The program can be structured into several key modules, each focusing on critical aspects of effective selling:

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1. Consultative Selling

Objective: Equip sales professionals with the skills to lead masterful sales conversations, understand client needs deeply, and offer tailored solutions that add significant value.

Key Topics:

• Building rapport and trust with clients.

• Effective questioning and active listening techniques.

• Presenting solutions that align with client objectives.

• Handling objections and closing deals confidently.

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2. Insight Selling

Objective: Train sales teams to provide valuable insights to clients, challenging their current perspectives and positioning themselves as indispensable partners.

Key Topics:

• Understanding the two types of insight selling: opportunity insight and interaction insight.

• Developing and delivering insights that resonate with clients.

• Techniques to reframe client thinking and create new opportunities.

• Avoiding common pitfalls in insight selling.

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3. Strategic Account Management

Objective: Enable sales professionals to manage and grow key accounts strategically, ensuring long-term partnerships and increased revenue.

Key Topics:

• Identifying and prioritizing strategic accounts.

• Developing comprehensive account plans.

• Building multi-level relationships within client organizations.

• Identifying opportunities for upselling and cross-selling.

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4. Sales Prospecting

Objective: Teach sales teams effective methods to consistently fill the pipeline with qualified leads and set appointments with decision-makers.

Key Topics:

• Crafting compelling outreach messages.

• Utilizing various channels for prospecting, including email, phone, and social media.

• Building and executing multi-touch prospecting campaigns.

• Overcoming common prospecting challenges and objections.

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5. Sales Negotiation

Objective: Prepare sales professionals to negotiate effectively, ensuring profitable deals while maintaining strong client relationships.

Key Topics:

• Understanding the principles of successful negotiation.

• Planning and preparing for negotiations.

• Techniques to handle price objections and discount requests.

• Maintaining value and protecting margins during negotiations.

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6. Virtual Selling

Objective: Equip sales teams with the skills to effectively engage clients in a virtual environment, ensuring successful sales interactions regardless of the medium.

Key Topics:

• Best practices for virtual sales meetings.

• Utilizing technology to enhance virtual interactions.

• Building rapport and trust in a virtual setting.

• Overcoming challenges unique to virtual selling.

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7. Productivity and Time Management

Objective: Enhance the productivity of sales professionals by teaching effective time management and organizational skills.

Key Topics:

• Prioritizing high-impact sales activities.

• Managing time effectively to maximize sales performance.

• Setting and achieving meaningful sales goals.

• Overcoming procrastination and maintaining motivation.

 

 

 

Program Delivery:

The training program can be delivered through a blend of in-person workshops and virtual sessions, ensuring flexibility and accessibility for all participants. Interactive elements such as role-plays, case studies, and group discussions will be incorporated to reinforce learning and encourage practical application.

Customization:

Great Lakes Escapes can tailor each module to align with the specific needs and challenges of their sales team, ensuring relevance and maximizing the impact of the training.

By implementing this comprehensive training program, Great Lakes Escapes can enhance the skills of their sales professionals, leading to improved performance, increased client satisfaction, and higher revenue growth.