Present! is the M3 Learning module focused on face-to-face and telephone presentations. This course is designed to give students the ability to structure an effective presentation, and then deliver it.
Based on feedback learning methods, M3 employs role playing and structured presentation templates to empower the student with the ability to develop an effective and exciting presentation and to execute with a high degree of competency and content. Utilization of the M3 Learning Audio/Visual process to video tape and review the playback is an essential part of Present!.
Present! was developed with experts in the presentation and communication field. M3 has tailored the course to meet the needs of sales teams. Emphasizing techniques that create “listening” audiences, M3 creates another powerful tool in the sales “toolbox”.
Based on feedback learning methods, M3 employs role playing and structured presentation templates to empower the student with the ability to develop an effective and exciting presentation and to execute with a high degree of competency and content. Utilization of the M3 Learning Audio/Visual process to video tape and review the playback is an essential part of Present!.
Present! was developed with experts in the presentation and communication field. M3 has tailored the course to meet the needs of sales teams. Emphasizing techniques that create “listening” audiences, M3 creates another powerful tool in the sales “toolbox”.
All things being equal, organizations will buy on price. It is up to the sales organization to create the differentiation.
Value! is the extension course to ProActive Selling. Everyone wants their sales people to call high. Sales people can call high. That is not the difficult part. Knowing what to say when you call high is the trick. How to create value at the top level is what Value! Is all about. How do use the buyer's value definitions in your sales approach, rather than trying to sell the, on your value. "If they could just see and understand our value prop" is the wrong approach.
The senior management of an organization looks at the purchase of your good or service very differently than a 1st level buyer, the one who is using what you are selling. Senior management is buying value, and the sooner the sales team can speak the language of value, the better off they will be.
Course highlights include:
The senior management of an organization looks at the purchase of your good or service very differently than a 1st level buyer, the one who is using what you are selling. Senior management is buying value, and the sooner the sales team can speak the language of value, the better off they will be.
Course highlights include:
- Understand the requirements in selling to the executive management ranks
- How to present yourself as someone the senior manager wants to deal with
- How to have a value discussion, rather than a feature/function discussion
- The key 5 value areas
- How to own the financial deal
Negotiate! is a sales negotiation course which has been designed for the sales team to understand the point of view of the buyer and create a win-win solution. Through the use of the M3 Magic SquareT and Position PyramidT, the sales team can better understand the buyer's needs, resulting in a more effective framework in which to create a win-win solution. The Magic SquareT is designed to segment, through a quadrant view, the wants and needs of both parties, so that all issues are on the table. The Position PyramidT allows the sales team to have a defined strategy before the sales negotiation begins.
Through educational lectures and company specific role-plays, negotiations are assessed and negotiation tactics are explored. Beginning, middle and ending tactics are identified and the process of when to apply each one is discussed and addressed.
There are over 20 tactics that are covered in Negotiate!. The main focus of this module is the win-win nature of successful sales negotiations.
Customization of this program for company specific role-plays is an additional benefit of Negotiate!
To inquire about upcoming training sessions, please call 866.GOALS.M3 (462.5763), or email sales@m3learning.com
Through educational lectures and company specific role-plays, negotiations are assessed and negotiation tactics are explored. Beginning, middle and ending tactics are identified and the process of when to apply each one is discussed and addressed.
There are over 20 tactics that are covered in Negotiate!. The main focus of this module is the win-win nature of successful sales negotiations.
Customization of this program for company specific role-plays is an additional benefit of Negotiate!
To inquire about upcoming training sessions, please call 866.GOALS.M3 (462.5763), or email sales@m3learning.com