Professional Documents
Culture Documents
Generate Interest •Utilize a variety of tools for information gathering •Develop needs assessments to
M4 Through Informed gather relevant client data •Use Informed Interviews to earn client respect and
Discovery trust •Use specific summarizing techniques to confirm client needs
Foundation for •Understand and apply a proven selling process • Apply a philosophy to understand
M5 Consultative the buyer’s point of view •Develop a motivating personal vision as a salesperson
Selling •Manage time for profitable action
Master the Selling •Tie the sales process together •Deliver a sales presentation Customized to your
M6
Process business •Assess your colleagues on their ability to present solutions
•Tie the negotiations process together •Implement strategies for effective
Negotiations
M7 negotiation planning and preparation •Practice the negotiation process elements
Mastery
•Assess your colleagues on their ability to negotiate
Negotiations: •Identify ideal, realistic and fallback targets for both sides •Respond to common
M 8 Leveraging negotiations tactics •Implement strategies for effective negotiation planning and
Personality Styles preparation
•Apply a Win-Win process to resolve objections •Identify points of agreement to
Objections
M9 lower buyer resistance •Respond to the six most common objections with
Handling
confidence
Pipeline and •Project revenue targets from existing accounts and current and new prospects
M 10 Territory •Identify where clients and prospects are in the sales pipeline •Develop a territory
Management plan to create focus and direction for activities
•Create a picture of what a salesperson’s job looks like when it is being done well
Sales Performance •Write a document that defines performance expectations, Identify key skills,
M 11
Defined knowledge and abilities essential to job performance, Translate business objectives
into daily activities with measurable results
•Further develop existing accounts and increase customer loyalty • Create a referral
Uncover Selling
M 12 network of champions who bring in business •Capitalize on referrals, references,
Opportunities
and testimonials
2 Series 3
skill map analysis and
training effectiveness
Series 1 Series
at all three series
Innovative Effectiveness
Customised
Pre Session Test Activity Based and Impact
Session Material
Workshop Assessment
Pre-session Test for Skill Input from Customer and Tetrahedron’s rich & wide A series of post session
mapping by Customsied stakeholders’ business expertise help design and assessment in regular
web-based Assessment need along with skill gap deliver the workshop with interval measures the
Module. Web based tool map help customise the at least 60% activity based effectiveness and impact of
will be helpful to replicate session that bring required learning enable the the training on on-job daily
the test for large numbers skill to deliver quick, visible participants to enjoy the work of candidates. An MIS
across geography with and tangible result as session and retain will also help the manager
standardised skill-gap required by the business maximum learning from to visualise candidates’
matrix for each participant the session progress