ExcelsiorP3

Sales Accelerator

The Sales Accelerator Program (SAP) was first developed in 1973 and is continually enhanced to ensure state of the art applications from many of the world’s most renowned selling programs that are designed to help your sales team develop a repeatable, yet flexible consultative sales process to obtain consistent over-achievement of sales quotas.

Objectives Include:

• Develop a more focused and strategic approach to achieving your sales objectives.
• Shorten the sales cycle.
• Develop a more effective, and scientific approach to sales & sales management.
• Have more highly satisfied buyers.

The SAP Components

1. Research & Design: evaluate sales team, management, strategy, resources, goals, objectives, and performance results.
2. Sales Training: Consultative Selling Skills™ CSS is a road map for the consultative sales professional. You will always know where you are in the selling process and where you’re going by using CSS.
3. Sales Management: We provide the tools, methodologies, and on-going coaching

The Above May Include:

• Assist with the development and/or refinement of your Sales Strategy including identifying historical performance data to establish future performance goals and objectives.
• Assist with the development and/or refinement of Sales Metrics that capture the necessary activities that leads to closing sales.
• Review how you are currently Tracking & Measuring all sales activity and make recommendations for improvements. What Gets Tracked and Measured Gets Done and What Does Not – You Can’t Manage!
• Conduct an analysis of your sales team to determine their current skills, knowledge and behaviors as they relate to being consistently successful.
• Review existing sales compensation plan and make recommendations for ways to improve while providing the proper incentives for your sales people and maximizing profitability.
• Reviewing existing sales management practices and methodologies and make recommendations for improvements

Consultative Selling Skills™ (CSS) is our proprietary sales training program that teaches participants how to master the five steps of an effective consultative sales process while simultaneously developing custom applications that are unique to your sales initiatives.

Highlight examples of what participants will learn:

• The five steps of an effective consultative sales process
• How to create a compelling Initial Benefit Statement (IBS)
• How to utilize a pre-call plan to better prepare, focus and drive the sales call to the desired results
• How to build trust and credibility between you and the prospect
• How to better qualify prospects using the PAINT (Pain, Authority, Investment, Need, Timeframe) acronym and COD (Closed, Open, and Diagnostic) questioning methodology
• How and when to use Attributes (Facts, Figures, Features) & Values (what it does for the prospect)
• Understand the importance and process of always establishing a next step
• How to recognize and overcome the reasons buyers may defer a decision
• How to apply Personality Styles to the prospect decision-making process
• Four ways to ask for a decision
• How to turn an objection into a request
• How to answer objections effectively and solve prospect/client problems

Deliverables also include:

A customized CSS Sales Manual that captures unique customized CSS processes and methodologies unique to your company during the training. This includes but is not limited to:

• Initial Benefit Statement (IBS)
• Pre-Call Plan
• COD Questions
• Attributes & Values Definitions
• Request (objection) Responses

“The Sales Accelerator Program through Excelsior improved our sales over 25 percent year over year. The program is very closely designed to truly understand the psychological drivers behind a sale. “Excelsior has empowered my sales force. Our prospecting is up, our client visits are up, and overall activity is up, which means more bottom-line revenue for the firm. I give the program a high grade and Mike Matalone is a great instructor. He keeps it fun and entertaining while simultaneously drives results.”
- Jon J. Bucklaw, President, MedForce, Inc.

“Excelsior came in, diagnosed our situation and gave us a solution that involved an investment which we were skeptical about at first. After a year had passed, however, that investment has yielded us ten times the ROI in new sales the first year… Needless to say, we’re addicted to Excelsior.”
- Kenneth Lopez, CEO, Animators at Law, Inc.

“Excelsior has been an invaluable partner in our launch of our U.S. operations helping us to define roles, hire, develop and then coach our sales team; getting us on our way to meeting and exceeding our goals in the shortest time possible time. I highly recommend Excelsior to anyone who would like to take their sales team to the next level.”
- Bruce Scott, National Sales Manager, Integris USA