Renewing Your Sales Force – Advanced Level
May 15-16, 2008, Chicago, Illinois
Four Points Sheraton Chicago O’Hare
10249 West Irving Park Road
Schiller Park, IL 60176
847-671-6000
Room rate: $129 Single/Double Cut-off date: April 23, 2008
October 23-24, 2008, San Francisco, California
Embassy Suites South San Francisco Airport
250 Gateway Boulevard
South San Francisco, CA 94080
650-589-3400
Room Rate: $135 Single/Double Cut-off date: October 2, 2008
- Are you struggling to identify new accounts?
- Are you struggling to close sales?
- Is the competition making it harder for you to differentiate your offerings?
- Frustrated when you can see the value in your solution but your customer cannot?
- Want to learn how top sales people succeed?
Attending one of AICC's new Renewing Your Sales Force workshops will help you close more accounts NOW. Our courses combine the excellent Huthwaite SPIN® Selling and Advanced SPIN® Selling program content with unique corrugated industry case studies and group exercises. You'll develop the specific skills and strategies you need to shorten your sales cycle, strengthen your customer relationships, and deliver real, measurable value to your customer.
Whether you work in corrugated, folding carton, paper packaging, or you supply these industries…this training is for you. You’ll learn how to:
- Plan for a successful sales call that moves the sale forward.
- Ask the right questions.
- Avoid objections by offering true needs-based solutions.
- Develop real customer needs that motivate your customers to buy,
- and much more.
AICC's Renewing Your Sales Force is so much more than a training course. It's the first step to real sales performance change. During this course, you will learn Huthwaite's own training models developed after years of sales research AND you will acquire hands-on practice of those skills. There will be group interaction, a hallmark of AICC training, and development of post-training action plans. In addition, participants will be able to use the reinforcement tools Huthwaite offers through its website. This training is also priced 35% less than generic industry sales programs.
For the onsite programs, space is limited to 20 participants, so act early to reserve your spot!
Program Agenda:
Our two-day Advanced Level Program is designed for sales people and their sales managers from the corrugated and related packaging industries. Advanced Sales people will have over 5 years experience. This program will include:
- Developing a Buyer Focus
- Buying strategies in the new purchasing world
- Selling strategies in the new purchasing world
- The vanishing Sweet Spot
- Buying Cycle Summary
- Developing skills and strategies for the buying cycle stages
- Building Buyer Value
- Developing customer needs and practicing SPIN®, a process for uncovering and presenting value to customers
- Implied and explicit needs
- Situation and Problem questions
- Need-Payoff questions
- Skills exercise
- Using call-planning tools to enhance call outcomes and obtain commitment
- Creating effective entry strategies and leveraging customer roles to achieve advances
- Effective team selling
- The call plan
- Skills exercise
- Winning against the competition
- Hard and soft buyer decision criteria
- Influencing decision criteria
- Building a Vulnerability Analysis
- Handling competitive opportunities
- Learning to demonstrate capability and creating value
- Applying strategies to influence customer perceptions
- Navigating the Whitewater
- Handling objections
- Resolving concerns in the buying process
- “Iceberg” issues – what lurks beneath the surface
- Learning How to Coach
- Planning calls
- Reviewing calls
- Developing an Action Plan to Identify Priority Behaviors
- Several Group Exercises
Classes begin at 8:00 am on Day One and end at 4:30 pm on Day Two.
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Who is Huthwaite?
Huthwaite founder Neil Rackham conducted a groundbreaking 12-year research study on what defines successful sales calls. His team analyzed over 35,000 sales calls conducted in 23 countries. From their findings, the SPIN® selling models were created. Huthwaite offers results-driven programs in sales call execution, sales management and strategy, sales prospecting, sales forecasting, and innovative sales force responses to marketplace demands. It has a network of over 40 sales trainers and over 500 clients ranging from emerging growth companies, mature mid-market organizations and half of the fortune 500 companies. SPIN® Selling, Major Account Sales Strategy, Managing Major Sales,Getting Partnering Right and Rethinking the Sales Force are the best-selling sales books offered by Huthwaite.
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| Member Registration |
(payments received at least 3 weeks before the course) |
$1,095 |
| Member Registration |
(payments received with in 3 weeks of the course) |
$1,195
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| Nonmember Registration |
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$1,295 |
