HELPING CLIENTS SUCCEED: QUALIFYING OPPORTUNITIES
LEARN HOW TO WIDEN YOUR RELATIONSHIP FOOTPRINT INTO LARGER AND MORE STRATEGIC OPPORTUNITIES.
HELPING CLIENTS SUCCEED: QUALIFYING OPPORTUNITIES
How qualified are the opportunities in your team's pipeline? With FranklinCovey’s Helping Clients Succeed: Qualifying Opportunities, sales professionals learn how to widen their relationship footprint into larger and more strategic opportunities while focusing on the right deals and developing the mindsets and skillsets of top performers.
The Challenge
Helping Clients Succeed: Qualifying Opportunities
How qualified are the opportunities in your team's pipeline?
Our experience with over 35,000 sales professionals all over the world—in large, medium, and small-sized companies—has revealed three predictable behaviors that most sales people experience:
First is their reluctance to stop pursuing weak opportunities because they’re afraid they won’t hit their quota.
Next is their apparent rush to close the deal without taking the time to really understand their client’s needs.
Finally, the third behavior is the sales person’s inability to handle objections and pushbacks effectively.
The results are often over-investing in the wrong people and opportunities, under-investing in the right opportunities, and leaving money on the table by failing to uncover the business issues their clients are really striving for.
“Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction.”
-RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY
The Solution
Embrace the proven principles of The 7 Habits of Highly Effective People.
Three new mindsets
Our approach begins with an interactive one-day program that establishes and supports three key selling mindsets:
First is Enable Decisions, where we emphasize the capability to help the client make incremental decisions along the selling cycle.
Second is Win Fast, Lose Fast, where we help sales people understand that both Qualifying In and Qualifying Out are both appropriate and intelligent options.
Finally, Handle Objections, focuses on dealing with a variety of predictable push backs in a way that allows the client to take responsibility for fixing and resolving the objection.
The Outcome
Discover how timeless principles can spark future successes.
