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The Sales & Customer Relationship Management Training equips sales team with the knowledge, tools and insights required to create, develop and maintain an effective sales force.

Team will learn from industry leaders informed by leading edge research and best practices and will benefit from extensive sharing of ideas and experiences with other attendees from across a range of business sectors.

Module 1: Specialty Life Inc. Members Assessment
  • Interview Specialty Life Inc. members to get to know the business, sales processes and people to establish the right focus, training approach & buy-in for the training going forward
  • Evaluating & selecting the right CRM
Module 2: CRM Design & Implementation
  • Working with the team to document & update their sales processes
  • Design new CRM going forward including functionality, fields, layouts, data, workflows, reports, etc…
Module 3: Understanding Human Nature – Part A
  • A deep dive into the 1st group of 4 traits of Human Nature
  • Learn how they apply directly to selling & servicing at Specialty Life Inc.
Module 4: Understanding Human Nature – Part B
  • A deep dive into the 2nd group of 4 traits of Human Nature
  • Learn how they apply directly to selling & servicing at Specialty Life Inc.
Module 5: Permission Approach
  • Continue the theme of “taking control” and being in the “driver’s seat” with an emphasis on call planning, agenda setting, questioning & communications.
  • Continue to learn organizational & time management techniques.
  • Asking Uncomfortable Questions
  • The Communication Circle; Who Would You Buy From
  • These modules continue on the theme of “taking control” and being in the “driver’s seat” with an emphasis on call planning, agenda setting, questioning & communications.
Module 6: Why open Questions
  • Learn about qualification, questioning and how to uncover real customer needs
  • Study how to uncover real customer needs
  • Focuses on under covering your customers priorities when decision-making
  • Digging Deep to Understand the Why Behind the What; Creating a Need – It’s all in Questions you Ask
  • CRM Refresher Training
  • Why Open Questions Work Better; Digging Deep to Understand the Why Behind the What; Creating a Need – It’s all in Questions you Ask; What’s Gonna Make them Buy?
Module 7: Upselling 101
  • This section focuses on the strategy, approach, techniques and questions around upselling.
Module 8: There is more to Quoting the Just a Quote
  • A deep dive into everyone “quote” related – pre, during & post.
  • Always Present Your Quote; The Pricing Debate
  • CRM Refresher Training
Module 9: Advancing the Sale
  • Focus on driving sale to close.
  • Trial Closing; Negotiation
  • Why Do Opportunities Stall; Closing Techniques
  • CRM Refresher Training
Module 10: Three M
  • Motivation Management Metrics
  • What metrics are measured? What do the metrics mean? This session focuses on understanding the what, why & how metrics and how it impacts motivation and performance.
Module 11: Success with your CRM
  • What’s the purpose/value of CRM? How are you using it today? How can/should it be used to increase its value for each rep?
  • Working with the team to document & update their sales processes
  • Design new CRM going forward including functionality, fields, layouts, data, workflows, reports, etc…
  • Reviewing content from previous session and how to use Activities
  • Focus on how to use Activities; call logging; notes; views; reports; dashboards & integration with email & smartphones.
Module 12: Review of all previous sessions
  • A complete review of all modules
  • Research how all modules they have influences and changed the approach of each person
  • CRM Refresher Training
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