• Course
  • Vendor

This Integrated Executive Selling workshop looks at "value based" sales strategies instead those based on price selling or discounting. The goal of this workshop is to aid you as the salesperson to identify & integrate your unique value proposition......

  • Course Start Date: 2021-06-07
  • Time: 09:00:00 - 16:30:00
  • Duration: 1 Day(s)
  • Location: Toronto-Markham
  • Delivery Method(s): Instructor Led
$595.00
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Course Outline

Lessons

This Integrated Executive Selling workshop looks at "value based" sales strategies instead those based on price selling or discounting. The goal of this workshop is to aid you as the salesperson to identify and integrate your unique value proposition into every customer-buying cycle. Without the ability to define and demonstrate value, the only option left is to differentiate your product, service or solution with price. Yet defining value for most sales people is a very difficult challenge.

This workshop is designed to first walk you through the steps of identifying and defining you and your organization's value drivers, how they can be aligned with the client needs effectively, and how to position them in a manner that considers the financial metrics that key decision makers would use in their decision-making process. This workshop is ideally suited for participants who are currently in sales roles or who have completed other modules in the Sales Boot Camp program listed below.

This workshop has a maximum seating limit of 16 participants.
 
Who should attend:
This program is a valuable tool for salespeople wish to deal more effectively with key decision-makers. 

Topics covered in this workshop include:

  • Defining the client's pain,
  • The organizational buying cycle,
  • Recognizing and defining buyer need,
  • The buyer's decision-making process and buying influences,
  • Engaging the buyer's vision to advance the sale,
  • Financial metrics for non-financial salespeople,
  • The mind of the executive,
  • Making the executive call.

Learning outcomes for this workshop include:

  • Demonstrate awareness of the client-buying cycle and the influence it has on the selling cycle,
  • Identify selling strategies that can assess, evaluate and deal with complex selling situations,
  • Understand the financial metrics that can be used in proposals or presentations to key decision makers,
  • Engage the decision maker to define the situation, identify the critical needs and to propose the ideal solution,
  • Define your business or personal value in a manner that manages the internal and external influences that can affect it,
  • Demonstrate ethical, legal, and socially acceptable behavior in professional selling situations.

Cancellation Policy

Cancellations made 21 or more days prior to the scheduled workshop date are subject to a $100 per person per day (plus tax) administration fee. For cancellations made between 3 and 20 days prior, participant and event substitutions are allowed (subject to availability).

Training Location

Gaski Training Centre
7181 Woodbine Ave, Suite 103

Markham, Ontario
Canada   

About Gaski Performance Group

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Established in 1987, Gaski (Gaski Performance Group) is a Canadian organization with expertise in leadership, management, general staff, and professional sales training and development. We provide learning and development, skills enhancement initiatives, on-line assessment tools, evaluation programs, coaching support, and customized workshops for businesses, not-for-profit organizations and individuals.

Key members of our team have been involved with learning, training and development programs for over 20 years with extensive experience and backgrounds in Adult Education, Corporate Training and Continuing Education. Additionally, through our extensive learning partnership with various educational institutions (such as Seneca College) we bring a broad range of experience in diverse training environments and we have access to a wealth of supporting resources and additional instructors with both educational and industry experience. This extensive background enables Gaski to design, develop and deliver customized programs that support our client's learning goals and organizational objectives. Our consistent results are demonstrated by the fact that over 95% of our program participants would highly recommend our programs and facilitators.

The training services and specializations that we provide our clients, include:
- Public workshops (supporting business, management and leadership skills)
- Customized on-site (at client locations) training programs
- Talent development programs
- Needs assessments
- 360-Skills assessments (on-line) and reporting
- Competency development
- Training impact evaluation and reporting
- Coaching and support programs
- Curriculum design and train-the-trainer programs

How we think:
Vision: To become the foremost leader at helping people and organizations transform their world.
Beliefs: That people (and organizations) have great potential.
Mission: To empower each (individuals and organizations) to achieve it.
Values: Commitment to Excellence, Leading with Integrity, Unyielding Faith, Passion for Growth

Our team at Gaski consists of highly experienced and motivated individuals, with a depth of industry, educational and consultancy experience. We are ready and capable to help you and your organization achieve it's training and development goals.

Training Provider Rating

This vendor has an overall average rating of 4.42 out of 5 based on 17 reviews.

None at all, appreciate the whole experience.
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I like to thank everyone it was a great course which even today I am already applying the knowledge that was taught. It was a comf ... Read more
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I like to thank everyone it was a great course which even today I am already applying the knowledge that was taught. It was a comfortable atmosphere and felt very welcomed.

Overall my experince with last minute training.ca was really positive. The Instructor was very knowledgeable and great. He explain ... Read more
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Overall my experince with last minute training.ca was really positive. The Instructor was very knowledgeable and great. He explained everything and gave examples so that it would relate to our type of work (really helpful). Information presented was and is very useful and has really helped with work and everyday life. Great Job!

The instructor was very knowledgeable about the topic. I loved the fact that he had so many life experiences which made it possibl ... Read more
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The instructor was very knowledgeable about the topic. I loved the fact that he had so many life experiences which made it possible for him to draw alot of referrences and examples from. This helped with his presentation and to expand on our understanding.

The instructor showed great enthusiasm for the course and engage the students in various aspects of the course.
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