Strategic Account Sales Skills Part 1

The Value Proposition: Getting Your Pitch Right

Duration: 22.0

The value a company offers to customers can come in many forms – product quality, financial stability, reputation, and creativity to name a few. To answer the question, What value does my company offer?, you need to know your company inside and out – its strategies, how it operates, the solutions it can offer, and the people who do the work. Combine this knowledge with your understanding of the customer, and you'll be able to offer meaningful and creative customer solutions. In this course, you will learn how to identify and articulate your company's value and how to assess whether it is a good 'fit' for your prospects. You will also learn how to increase your customers' awareness of how they perceive value and how your company can meet their needs.

describe how value impacts the sales and buying process
identify key components of value that make up a value proposition
recognize what is valuable from a customer's perspective
determine what to do based on the results of an assessment of value alignment
label questions according to their value categories
identify opportunities to challenge or expand customer perspective of value

Prospecting: Panning for Sales Gold

Duration: 22.0

The art of sales prospecting is an essential skill for sales professionals, even with all the technology and tools available today. Successful sales professionals recognize that prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when you meet them face-to-face.

identify tools and resources used for sales prospecting
recognize how to use interpersonal methods for sales prospecting
approach prospecting with a proper mindset by knowing the facts
recognize strategies for uncovering ideal prospects
respond appropriately when faced with a particular prospect mindset
recognize the types of statements to prepare when getting ready to convey your value proposition to a prospect

Pricing Strategy

Duration: 15.0

Brand managers frequently must determine pricing strategies for new products. This challenge examines some of the key factors involved with making such decisions.

Interacting with Customers

Duration: 30.0

Failing to realize the importance of customer service and effective communication can lead to increasingly dissatisfied customers. This course provides valuable advice on how to improve your interactions with customers, including how to overcome barriers to communication as well as how to speak effectively, use vocal cues, and listen actively and use paraphrasing to convey your understanding of the customer's needs.

classify examples of communication as formal or informal
identify methods to overcome barriers to effective communication
recognize the skills required for effective speaking
match positive and negative vocal cues with examples
identify the factors that contribute to effective listening
match the mirroring behaviors involved in active listening to their characteristics
identify the benefits of using paraphrasing techniques
use verbal communication skills effectively in a customer support environment