CONSULTING SERVICES

Custom Sales Training

We offer an interactive process for sales professionals to discover their natural talents and how to overcome potential roadblocks for success. Every individual has a unique selling style. The interactive process allows the individual to focus on and develop their strengths, while identifying potential weaknesses through a self-development plan. Immediately, sales professionals can complete the process and start implementation for success.

In order to adapt to a customer’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which ones are a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a customer does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.

In addition to the sales tactics, We also incorporate a personal interests model, Attitudes and Values.™ This provides information on the why of your actions and can tremendously impact your valuing of life. Once you know the attitudes that drive your actions, you will immediately be able to understand the causes of conflict. You will understand and appreciate your relationships as you recognize the attitudes of other people. You will see how their attitudes might interact with your own.

Identifying a sales person’s knowledge of the sales process is also key in sales skills development. The Sales Strategy Index TM measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do?

This is where we look at five key areas of the sales process:

• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence

Once the results are received, sales skills development can be tailored to the different needs of each sales person.

When sales people understand themselves and their prospects, communication becomes more effective. Therefore, sales productivity and performance increase.

Benchmarking

A strategic process utilized to help companies identify potential top performers based on facts gathered through validated instruments. A benchmark can be created based on an ideal behavioral style of a position or the behavioral and attitudinal styles of top performers versus bottom performers. This information can make the selection process more accurate and cost effective.

Executive Coaching

High-level executives often consult professional coaches with organizational development expertise for objective solutions to specific challenges they face. It is the executive coach's responsibility to assist the executive by providing sound advice and solutions. Many coaches will use assessments offered by TTI  and B & A to increase communication with their executive clients and to help them understand their own behavioral style. This awareness will drastically increase the executive's overall effectiveness within the organization.

Mentoring

Mentoring can be accomplished both internally and by using external coaches. Individuals partner with an experienced employee, a manager or an external coach to work on self-development. B & A business solutions are often used to increase the understanding of one another's behavioral styles and to assist with an action plan for self-development.

Personal Growth

Individuals continually strive to achieve the desired result in life, whatever that may be for each individual. Once the results are achieved, the individual moves to the next goal. In order to grow personally and/or professionally an individual must have a strong sense of self-awareness, including strengths and potential weaknesses. B & A business solutions can give an individual the stronger sense of self-awareness needed to develop a plan to achieve the next goal in personal growth.

Sales Coaching

Sales professionals tend to be goal oriented and results driven. Through sales coaching and the use of B & A solutions, individuals learn how to satisfy their natural motivators and to behaviorally adapt their sales style to target the communication needs of their customers. As a result, sales will increase and job satisfaction rises.

Stress Management

Self-awareness can serve as one answer to stress management. Knowing your limitations is sometimes more important in stressful situations than knowing your strengths. B & A will help identify how an individual will act in a stressful situation, as well as what will cause stress for the individual. A person can then prioritize tasks based on time and the amount of adapting needed. Overall satisfaction and energy levels are increased by the ability to manage stress effectively.