In today’s hypercompetitive sales
environment,
one of the most enduring sources
of competitive
advantage is a skilled, confident, and thoroughly
professional
sales team—with the knowledge,
experience and processes
to consistently
add value to your customers’ high-level
decision makers and develop long-term
profitable customer relationships.
How does your sales force measure up?
Consultative: Knows customers
and their
needs well enough to discover unknown
problems
and create profit-improvement
opportunities. Operates confidently
at
executive decision-making levels.
These rare
professionals
may provide 80% of your profits.
Solution: Can process a lot
of information to solve known customer
problems and manage
complex
customer relationships. Operates confidently
at operational
and
technical decision-making levels.
Feature-Advantage-Benefit: Knows the product and can connect it to customer requirements.
Operates
confidently at technical and user levels.
Commodity: Reacts
to customer requests and sells primarily on price. The
order taker. 
Finding
and cultivating these rare professionals is not easy.
The FPG Approach entails:
-
Realistic, hard-hitting training to instill appropriate skills and
attitudes
-
Disciplined and consistent sales tools and processes to support
on-going excellence
-
Automated systems to collect, communicate, and retain critical customer
information
-
Performance management processes to focus, coach, evaluate and reinforce
performance
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