Introduction How do you differentiate your products and services in a global economy where you need excellent product/service packages and competitive pricing just to be in the game? Product and service differentiation is short-lived and can be easily copied, and very few organizations enjoy the type of ‘Economies of Scale” where they can afford to compete on price alone. Today’s buyers are much better educated and, with the aid of the Internet, can easily identify numerous suppliers worldwide. These same buyers are also looking for value-added business relationships and vendor partnerships. This is why simple product/service solutions or features, advantages, and benefits selling systems are no longer enough to help you win and keep clients. To compete and win in today’s marketplace, you need a selling organization to identify solutions supporting your buyer’s business needs, requirements, and opportunities. This approach requires an organizational selling system and a sales team with advanced consultative selling skills. Characteristics of High-Performance Sales Organizations A Compelling Vision For The Future Organizational Alignment and Communication Managed Sales Processes and Service Delivery Systems A Common Sales Skills Toolkit and Language Effective Sales Talent Acquisition, Development, and Retention Programs Targeted Sales Metrics A Vertically Integrated System for Adapting to Changing Market Conditions and Capitalizing on New Market Opportunities Conclusion If your organization is not meeting sales performance, contact Sales Focus, Inc today. Many different types of “packaged” training tools are available; however, packaged training material doesn’t fit the requirements of most organizations. Sales Focus offers performance improvement tools catered to your needs. Selling your product/service takes special skills, techniques, and tools. Sales Focus will help you define and refine your selling toolkit to meet your expectations.
