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FAQ
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Frequently Asked Questions
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Who designed the sales model and who endorses it?” |
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The author of “Getting Into Your Customer’s Head” is Kevin Davis, President of TopLine Leadership, Inc. The book was published in 1996 by Random House and the foreword was written by Ken Blanchard, co-author of The One-Minute Manager, who says the book “provides a blueprint for anyone who wants to attain a higher level of sales success.” The model is currently being used by companies like IKON Office Solutions, Bayer Diagnostics, Fujitsu, F.W.Dodge/McGraw-Hill, Nextel Communications and many more. |
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| Q: |
How are your programs delivered? |
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Our workshops are instructor-led and delivered in small groups so that they can be highly interactive including; case studies, exercises and role plays. The most successful time-frame has been a 2 or 3 day delivery followed by on-going coaching and reinforcement using the sales tools provided in the program. |
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| Q: |
What kind of reinforcement materials and sales tools do you provide? |
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Our programs include customized workbooks, CD’s, a hard cover book, coaching guides, pocket reminders and exercise worksheets. We also offer a state of the art Web-based application tool.
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| Q: |
Do you offer a Train-the-Trainer program? |
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Yes. We require all trainers to be certified by first going through the course as a participant and then completing a Train-the-Trainer course that includes content mastery as well as teach-back sessions. We can also co-facilitate a program with your trainer/s to ensure a successful delivery. |
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| Q: |
Can you customize your programs to our unique market situation? |
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Yes. At Sales Solutions, we partner with you to customize the workbook, exercises and case studies that are used in the training programs. We begin by interviewing your sales team and going on field rides to better understand your situation. During the delivery we then use the real-world examples that you have provided and that we have observed. Upon completion of the program, the Web-based application tool can then be designed using your company specific information. |
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| Q: |
We have a very diverse sales team, from new-hires to veterans, can you help us? |
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Yes. Our programs are flexible to accommodate all levels of experience. In fact, because of the way the exercises and role plays are facilitated, all participants contribute success stories and examples, thus maximizing the learning experience for everyone. |
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Why should we choose Sales Solutions over other suppliers? |
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The answer to this question can be summarized in one word – Results! Our programs work to improve performance and productivity and increase sales. Below is a brief list of some of the other reasons why customers choose us:
- The model is easy to understand and use.
- The facilitators are fantastic. Their experience in both sales and sales management makes them extremely credible.
- The sales course is comprehensive, including both skills and strategies. There is no need to take multiple courses as with other suppliers.
- The approach is truly “customer-focused” showing salespeople exactly how to stop pushing products and start selling solutions.
- The Web-based application tool and coaching guides make using the ideas and skills easy and effective.
- The multiple delivery options provide flexibility in rolling out the program across the country.
- The program is customized to meet our unique needs.
- We now have a common language and methodology that is consistent throughout our organization.
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