Potential prospects will always be much more impressed with how much you know about them, their organization and their market; versus how much you know about what you're selling. The purpose of the EDGE Research module is to bring a greater awareness of the new reality, that "well executed research is critical to establishing credibility with a prospect".
To be successful in sales you must know how to effectively prospect for new opportunities within existing accounts and net new business. Effective prospecting is an immensely important part of the sales process. The EDGE Prospecting / Cold-Calling module covers key elements of effective prospective. This module provides Sales Professionals with a framework in developing a cold call script that resonates with customers and increases the odds of securing a discovery meeting.
So, you've landed a meeting with a long sought-after client. Chances are you've already performed some research to get your foot in the door, but are you ready to articulately connect the dots between their business objectives and your product or service? Do you know their business objectives and/or compelling events? Taking the time to prepare and plan for the meeting will give you an immeasurable advantage over the competition. THE BEST SALES PEOPLE ASK THE BEST QUESTIONS!
An important step in the selling cycle is listening to and responding to your prospect’s concerns and objections. Objections come in different sizes and shapes which makes objection handling a difficult skill to master. You will get different objections when prospecting than you will when presenting solutions. The EDGE Objection Handling module will train you on how to handle objections in a smooth and skillful manner.
The quality of your sales presentation might determine whether a prospect buys from you or one of your competitors. It’s a critical step in the process that deserve as much planning and preparation as the others. This EDGE module provides the strategies on how to create and deliver an effective and compelling presentation.
The EDGE Value Mapping Module focuses on being able to tie your solutions' features to a customer benefit that has value from the various stakeholder lenses.
One of the biggest mistakes Sales Professionals make is negotiating too soon. The EDGE Negotiation Skills module differentiates between Selling and Negotiating; and outlines the framework to effectively negotiate to an ideal win-win outcome.
Storytelling traditionally was always an effective method to share important messages from generation to generation. In fact, storytellers and poets were highly celebrated people in their communities. The EDGE "Art of Storytelling" module teaches the elements of a good story that will help connect and build trust with customers, which is a foundation of long-lasting relationships.