Trusted Advisor Selling Techniques
An analysis of thousands of business to business relationships reveals the missing ingredient in a client relationship that is proven to drive more revenue. The secret is business savvy. Business savvy is a skill that every sales manager knows their sales producers need, but very few reps properly demonstrate. Savvy is often a luxury of experience, but, as a sales manager, you don't have the time for every sales rep to expend the the time and make the mistakes.
During this month's webinar we will explain what thousands of clients have said they expect from a rep, tell you what savvy reps do differently, and then provide practical, proven coaching techniques to build savvy in your newer, less experienced sales producers.
The result? More sales faster.
Request a copy of this webinar on selling techniques to teach your reps how to become trusted advisors in the eyes of the client.
| TOPIC: |
"Building Business Savvy to Drive More From Your Clients"
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| DATE: |
Friday, December 16, 2011 |
| TIME: |
1:00PM Eastern / 12:00PM Central / 10:00AM Pacific |
| DURATION: |
60 Minutes |
| OVERVIEW |
Having worked for more than a decade with Sales and Account Teams from organizations ranging from Fortune 500s to venture backed started-ups, this month's sales management webinar instructor, Brookeside Group, has been able to analyze thousands of important business to business relationships and discover specifically what is missing in those relationships that would drive more revenue. While the specific opportunity areas of every organization usually vary, there is one area that is demonstrably better in high achieving organizations. The area we are talking about is business savvy, an area that every sales manager knows their sales people need, but very few reps properly demonstrate.
During this month's webinar we will share with you how customers determine a salesperson’s business savvy and explain the behavioral practices that are associated it. More importantly, we will teach you how to coach to these behavioral practices and describe what your team of sales reps must do to create "competitive grade relationships" that are proven to drive dramatically higher sales.
You will learn:
- What business savvy looks like in the eyes of your customers
- How to coach your reps to build their business savvy
- Understand the specific behaviors that demonstrate business savvy
If you have a sales rep below plan that you need to get on track, or a 2012 sales number that is a stretch, you need to attend this webinar to learn the secret ingrediant that is proven to drive more sales!
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| INSTRUCTORS: |
 Tom Cates
President
Brookeside Group
Tom has advised top-level management in some of the largest and most recognized organizations around the world. Over the past two decades, Tom has emerged as one of the world's most influential thinkers on the subject of customer loyalty. His groundbreaking research into relationship climates and human behavior has lead to the development of the consulting industry's most accurate and effective tools for measuring, monitoring, and managing the loyalty of clients, customers, strategic partners and employees. www.brookeside.com
 Bill Eckstrom
Founder and President
EcSELL Institute
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