Selling

Deliver direct benefit to your organization’s bottom line by improving your sales representatives’ communication skills, including:

  • Engaging customers when making products presentations
  • Translating your products or services into solutions for the unique needs of each customer
  • Using questions, listening and paraphrasing to gather data, build relationships and overcome objections.

The work is customized to fit your specific sales needs, taking into account your company, its initiatives, and its market.

Sales Presentation Mastery

Moving the Sale Forward

“Immediately following this class, I worked a sales campaign and won my biggest deal since joining PTC – and closed with my best quarter. Last quarter, I again did my biggest deal to date! The cornerstone of this sales campaign was a presentation to the management team. I am a strong believer in this training – the best 2 days I could imagine spending in class. I really appreciate the excellent coaching helping me interacting more effectively with customers.”
– Sales Representative, PTC

In the Sales Presentation Skills Workshop, participants learn to deliver convincing, deal-closing presentations that are crucial to sales success in today’s competitive market. Through active participation rather than lectured instruction, sales representatives identify their own presentation challenges, learn new skills and techniques and then immediately experience applying them in front of an audience. Participants learn to use voice, gesture, presentation structure, stories and metaphor to engage, persuade and influence even the most skeptical customer. The Henderson Group’s unique and proven feedback model where instructors, peers, and videotape provide immediate feedback gives participants the ability to rapidly learn, reflect on and improve their sales presentation skills.

The results of this work:

  • Craft a clear value proposition that addresses the specific needs of the customer
  • Map specific product and services to customer benefits
  • Differentiate products and services from competitors
  • Project a personal style that builds rapport and trust
  • Present ideas and information to customers
  • Move revenue objectives forward by influencing large groups in addition to one-on-one communications

Specific Skills Mastered:

  • Creating metaphors to explain complex products and technologies to all audiences
  • Incorporating actual business scenarios into the presentation to support the overall presentation message.
  • Holding audience attention through gestures and movement.
  • Handling difficult questions, people, and situations.
  • Using vocal pitch, pace and volume to engage the audience.
  • Using questions to engage a passive audience.
  • Delivering compelling conclusions with a clear summary and required next steps.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Consultative Sales

Influencing Through Questions, Listening and Negotiation

“This was an awesome class – excellent preparation for all aspects of sales management responsibilities, especially communications. I’ll use these skills immediately.”
– Apple

As products increasingly vie for the customer’s attention, a company’s ability to quickly build rapport while gathering information is critical. Transforming initial contacts into ongoing dialogues requires relationship management skills.

Participants learn skills that expand influence and deepen relationships – ideal for sales environments involving multiple decision makers and complex decision criteria. As they practice dialoguing techniques, participants dramatically improve their ability to influence others in small, informal meetings. Instead of talking at customers, participants balance their advocacy with inquiry to build openness and rapport with the customer. Increased sensitivity to customer perception heightens trust and deepens communication.

The results of this work:

  • Increase up-sell and add-on selling opportunities
  • Win and retain business relationships with customers
  • Build a voluntary referral base
  • Develop an ongoing network of opportunities
  • Recover accounts where relations are lost or damaged

Specific Skills Mastered:

  • Gain traction with customers more quickly
  • Build rapport and relationship while gathering information
  • Convert conflict into problem-solving sessions
  • Consult with customers about deeper needs at more strategic levels
  • Deal more effectively with difficult people
  • Explore the roots causes of problems and create a shared understanding of success criteria

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Mastering Telesales

Questioning, Listening and Consensus

“I learned skills that I know will benefit me when I return to work tomorrow. You did an excellent job coaching all of us. Your individualized feedback is truly remarkable.”
-Oracle DMD
Sales representative

Telesales professionals learn to more effectively influence and engage prospects and gain commitment before the phone is hung up. Key questioning, listening and consensus-building skills improve the overall conversational flow, to win the prospect over, and move the call to the next step. Participants learn how to use vocal inflection, pauses and silence to demonstrate genuine interest and to create a strong telephone presence, establish a two-way rapport on the phone. Telesales representatives learn to accurately identify the business challenges facing the prospect and to articulate product recommendations.

The work is completely hands-on, interactively engaging and targeted at individual performance requirements. It is appropriate for telesales efforts focused on cold calling, reference building and product sales.

The results of this work:

  • Fill the sales pipeline with qualified prospects
  • Quantify the business opportunity with each prospect.
  • Identify key influencers in the decision making process.
  • Increase up-sell and cross-selling opportunities.

Specific Skills Mastered:

  • Making the right first impression with a warm vocal tone and natural style on the phone.
  • Asking questions that demonstrate support as well as gathering required data.
  • Paraphrasing and empathic listening to increase understanding and personal connection.
  • Implementing a conversation cycle that results in solutions, relationships and sales.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Complete Communicator

Reaching Results in Every Business Transaction

“This course was invaluable! Not only did I learn more effective communication skills, I had a great time while doing so! ”
– Yvette Winfield, Senior Systems Engineer – EMC Corporation

Sales representatives constantly communicate in diverse environments: sitting, standing, online, and over the telephone. This work draws from a broad range of topics to provide skills for each of these settings.

Sales people learn to improve their communications one-on-one, in small groups, standing before large audiences, and over the phone and Internet. Through videotaping and individual coaching, sales participants understand how their communication style affects others, and how to project themselves more effectively in every business interaction.

The results of this work:

  • Establish immediate rapport with peers, superiors and customers
  • Quickly assess group dynamics, spot resistance and cultivate support
  • Effectively communicate with difficult individuals.

Specific Skills Mastered:

  • Making the right first impression with a warm, natural composure
  • Observing others and modifying communication delivery based on behavior, body language and tone of voice
  • Delivering candid feedback in ways that motivate and build relationships
  • “Thinking on their feet” to better handle questions and objections.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

The Art of Prezi

Prezi is quickly becoming the preferred alternative to stale and tedious slide-based presentation media. Prezi empowers users to seamlessly combine text, visuals, audio and video into a communication media that is more powerful, memorable, and dynamic than slides.

In addition, Prezi’s unique capability for users to employ movement, spacial relationship, and ‘big picture’ storytelling in a way that makes the message far more ‘sticky’ and easier to understand than slides.

The results of this work:

  • Craft prezis that illustrate a key Main Takeaway Sentence through the seamless use of text, visuals, audio and video.
  • Author and deliver compelling stories that succinctly illustrate the value of their solutions or ideas.
  • Deliver a prezi in front of an audience with power and Executive Presence.

Specific Skills Mastered:

  • Use Prezi’s capabilities to delivery compelling, highly memorable, and sticky messages.
  • Fashion a visually striking Central Theme that communicates your message on multiple levels.
  • Increase audience attention span and retention.
  • Structure presentations for maximum impact.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Super Storytelling

People don’t buy products. They buy stories.

From that primitive stone-age tribe who sat around the fire and listened to stories to today’s salesforce armed with the latest tech, the art of storytelling is as valuable as ever. Stories capture attention and make information believable, memorable and understandable.

Jonathan Gottschall, author of The Storytelling Animal, says science backs up the long-held belief that story is the most powerful means of communicating a message.

In business, storytelling is all the rage. Without a compelling story, we are told, our product, idea, or personal brand, is dead on arrival. In his book, Tell to Win, Peter Guber joins writers like Annette Simmons and Stephen Denning in evangelizing for the power of story in human affairs generally, and business in particular. Guber argues that humans simply aren’t moved to action by “data dumps,” dense PowerPoint slides, or spreadsheets packed with figures. People are moved by emotion. The best way to emotionally connect other people to our agenda begins with “Once upon a time…” (Excerpt from Fast Company: Why Storytelling is The Ultimate Weapon)

Because people make buying decisions based on emotion and then justify based on reason, Storytelling can mean the difference between winning and losing business.

By participating in The Henderson Group’s Super Storytelling workshop, you will be learn to:

  • Turn Case Studies into Super Stories That Cause Action
  • 4 Types of Stories You Need
  • Plot Guidelines for Maximum Impact
  • Storytelling Technique
  • Practice and Expert Feedback

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.