Challenge
To present to the right people at the right time in the right way a solution that exactly meets the client's needs.
Solution
Proposals don't sell, people do. Helping Clients Succeed: Enabling Decisions, the focus is on advocating a solution that exactly meets the client's need and on presenting that solution in a compelling way that enables the client to decide "yes" or "no," rather than an indefinite "maybe."
Workshop Overview
The Helping Clients Succeed: Enabling Decisions corporate sales training workshop is designed to help sales professionals and their managers:
- Present a business proposal effectively.
- Enable clients to make informed, timely decisions.
- Follow a process that uncovers and resolves the client's concerns, both price and non-price.
- Close the deal.
- Maintain and build a productive relationship-even when you are the second choice.
- Help clients succeed.
Core competencies for Enabling Decisions:
| Segment | Core Competency | Participants will be able to: |
| Enable Decisions (E): Day 1 Morning | Gain permission for an in-person presentation. | - Talk in advance to key stakeholders to ensure they address the client's exact issues, criteria and timetable.
- Present in person to the right people with an effective format and process that directly addresses the client's key needs and outcomes.
- Focus presentations with a call for action, identifying mutually beneficial decisions and next-steps that need to be decided before the meeting is over.
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| Enable Decisions: Day 1 Afternoon | Prepare a presentation that enables a "yes" or "no" decision
| - Matches the business case developed in Opportunity Creation (ORD) with the client's key beliefs about what the solution needs to achieve.
- Demonstrates how the consultant's solution addresses and resolves the client's key beliefs.
- Uses tools (PowerPoint, etc) that allow clear communication and ease of understanding for the client.
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| Enable Decisions (E): Day 2 Morning | Present to close. | - Facilitate systematic checkpoints for keeping track of price and non-price "yellow lights."
- Use advanced questioning skills to uncover, understand, resolve or reframe "yellow lights" issues.
- Manage and handle question that are non-price "yellow lights," and price "yellow lights."
- Call for a decision.
- Role-play preparations that focus on the dialogue and process of price negotiations.
- Conduct structured conversations that confirm that price negotiation is, indeed, the last issue to be resolved before an agreement is made; thus avoiding unnecessary price concessions.
- Develop and use methods for clarifying next-steps once the client says "yes." If the client cannot reach a decision, consultants learn how to propose steps that can lead to a decision.
- Manage a positive, on-going relationship.
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| Results (R): Day 2 Afternoon | Ensure a productive, ongoing relationship | - Develop an implementation plan once the solution is adopted.
- Work with clients to develop contingency plans that deal with the unexpected.
- Search for additional ways to add value to the client's business.
- Maintain and build a productive relationship with clients-even when the consultant is the second choice.
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