SSP helps salespeople win, keep, and grow more business by ensuring that solutions and offerings address the real-time buying processes and priorities of their clients.

BENEFITS:

•  Salespeople will be able to create Differentiated Offerings which will help win and keep more business by improving the customer's buying and usage experience.
•  Salespeople learn how to maintain and expand business in both existing and new accounts.
•  As a trusted business advisor to customers, salespeople create solutions that clients truly value to develop real differentiation.
•  Sales people will avoid the pitfalls of competing on price by effectively differentiating their offering with customers
•  Salespeople learn how to interpret the decision dynamics for an opportunity to influence the decision in their favor.
•  Sales professionals learn how to manage key stakeholders in the decision process. They create an Influence Map, which summarizes stakeholders' perspectives about your organization and assesses each stakeholder's level of influence.

Duration: 2 day program

If you want your sales people to improve profitability, compete on value rather than price, and enhance how customers perceive your credibility and the value of your capabilities and products, then Solution Driven Negotiations (SDN) can help. Solution Driven Negotiations (SDN) helps sales people become better negotiators. It is based on the concept of psychological pressure, a method that offers sales people an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.

BENEFITS:

•  SDN gives salespeople a proven approach for turning face-to-face confrontation into side-by-side problem solving.
•  SDN is implemented as a flexible and integrated human performance improvement solution, it enables the establishment of win-win business agreements that lead to long-term customer relationships.

 Sales people will be able to:
•  Explain, develop, apply and explain advanced strategies to research, prepare and manage negotiations to ensure successful outcomes
•  Develop and apply advanced level communication, conflict management and influencing skills
•  Find agreements that are mutually satisfying to both parties; develop a hard approach to problems and a soft approach toward people
•  Use a Stakeholder Map to identify key stakeholders and determine negotiation objectives; set a positive tone and avoid interpersonal tension
•  Focus on interests not positions by identifying interests, generating as many options as possible before and during the negotiation process
•  Identify the best alternatives to a negotiated agreement (BATNA) and explore how to make offers in a way that maximizes the win-win concept
•  Actively self-coach and coach others for continual negotiation skills development. Explain use of psychological pressure in negotiations

Duration: 2 day program

KAM focuses on planning for and managing relationships within strategic accounts. Using Team Build’s „Gold Account Planner” we teach organizations how to build actionable account management plans that ensure success for both sellers and their customers.

We cover four key stages of account management: account planning, data gathering, strategy sessions and execution. By adhering to this proven process, KAM enables sales organizations to positively impact everything from customer perception to cross-team collaboration.

80% of your sales will come from around 20% of your customers. The Pareto principle is well known and one that applies to most businesses. It is usually the top 20% of customers - those with the potential to generate the greatest Return on Investment (ROI) – for which a business will typically define as its Key Accounts.

Consequently, organizations wishing to enjoy success will pay particular attention to nurturing, growing and retaining these valuable accounts. A skilled Key Account Manager plays one of the most important roles in protecting a business’s prosperity. Their ability to understand the implications of the account landscape and consistently identify solutions that work and add value is a critical component of your Key Account Management strategy.

Duration: 2 day program