Because we have over 200 modules of Library content in sales (negotiations, cross-selling, managing objections, coaching, etc.), we are not only able to customize quickly, but we are also able to provide you with proven, effective models, tips, techniques and best practices that will give you the behavior change and the results you desire.
We customize on 3 levels:
The first level - is in choosing the content and modules for each program. In the blueprint phase, we list out each module and activity for your review. Those modules are selected from our vast library and chosen to meet your team’s specific needs. For example, in a sales program, one group may need specific help with price negotiations while another needs help with positioning against the competition. The flow and content will reflect those needs.
The second level - is that every single page in the participant workbook is customized to that audience. So for example, we have a best practice model for asking questions to uncover client needs. That model is our standard and has been tested, but we will customize it to your business by adding in questioning categories that you need or sample questions for your team.
The third level - of customization is the role plays and activities. All role plays are written from the ground up and are based on your business and needs. We achieve this by interviewing top performers and using their success stories as the basis for the role plays. We ensure that they are relevant, challenging, and applicable. By practicing on their own real life scenarios, participants not only get “what’s in it for them” but their familiarity with the situations allows them to really practice honing their skills and immediately apply what they have learned.
While crafting these materials, we continuously check in for feedback to ensure we are tracking every step of the way. We ask your top performers to give us feedback on the role plays so we are sure they not only reflect real life, but that they also use the tone, vernacular, and the language that your teams are accustomed to hearing each and every day.