Our Training Plan
The Sales Bridge Plan
The Sales Bridge Plan divides sales training content into six independent units or modules that are used to create a customized solution. It’s a systematic approach to help develop and organize a sales plan that can be used to pinpoint specific problem areas, functions, or individuals of a sales organization—a“map”showing how to get from where you are, to where you want to be. Any number, or combination of modules can be developed, depending on the team’s assessed needs or strengths.
Success starts with preparation.
Good pre-call planning enables you to learn about a
prospective customerís concerns, business agenda, budget
requirements, and key decision makers before the sales call,
establishing a solid understanding of company issues on which
to build a productive discussion with the prospect from the
The opening gives you a chance to accomplish a number of important objectives. The first is to seek out the gatekeepers and decision-makers who can influence the sale. You must get the customer’s attention and circumvent any initial sales objections. Then create a solid foundation of trust and rapport. MORE
Discovery—the process of revealing facts and information—reduces uncertainties and risk. It provides the foundation for achieving the insight required for successful sales outcomes. Asking the right questions to establish your customers true level of commitment and learning to really listen are essential. MORE
Solution selling is a special approach to sales. The care and handling of customers becomes even more important to business success. Rather than just promote an existing product, a salesperson should focus on the customer’s pains and address how their product or services can constitute a true "solution." MORE
Obtaining a sales commitment forms the culmination of a successful sales process. The close of a sales negotiation is one of the most important aspects of the sales negotiation process. A successful close marks the beginning of a long and perennial relationship between you and your customer. MORE
It’s simple. We know that in order for any of our sales training solutions to be successful—your organization’s sales leadership must be an integral part of that solution. Motivation of your sales force is the only way to assure that selling behaviors are going to change and that you will set up the proper environment for success. MORE