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Getting the RIGHT MESSAGE |
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Designed for the more complex sale with longer sales
cycles and often multiple decision makers and influencers at one or more
locations, this unique selling system, customized for each client, has
proven highly successful in increasing revenue, close ratios, margins,
and accelerating the sales cycle in a broad range of industries and
markets worldwide (see
Testimonials and
Case Histories).
Developed by Skip Normand, the
tenets of this unique selling system are based on the analysis of
thousands of sales cycles from a wide variety of industries along with
Skip’s 30+ years of experience in sales and sales management, and as an
international sales consultant.
Our manager training and support programs are the backbone
of every Normand & Associates training project. Our
research and years of experience have proven that well trained and
effectively supported managers are a major factor in achieving the
greatest bottom line results possible. Customized training programs for
managers and 24/7 support availability from Normand & Associates
help to insure a rapid and significant payback on your training
investment (see
Direction
& Momentum.)
Our customization process includes researching your
products and services, markets, customer base, sales and customer
support teams, and your competitive environment – one more reason
our training programs typically produce significant bottom line results
in a short time frame.
Optional modules within the
Campaign Selling©
system include:
| The Territory Business Plan© | Improving Business Writing Skills© | |
| Time & Territory Management© | Selling Within the Bid Process© | |
| Teleprospecting & Researching© | Negotiating to Win-Win© | |
| Developing Sales Strategies© | Creating Powerful Proof Sources© | |
| Breaking Competitive Accounts© | Sales Funnel Management© | |
| Making Effective Presentations© | Defending the Business© | |
| Selling Intangibles© | Probing Methodologies© | |
| Avoiding Lost Sales Patterns© | Customer Reclamation© |
Our post-training support is custom designed to meet your
specific requirements and may include 24-hour accessibility via phone or
internet, working in the field with sales personnel and other on-site
consultations.
If you already have training in-place and just need some
specialized training modules, we will customize the new modules so that
they seamlessly connect to your current training program(s).