Comet Sales Consulting

Below is a list of the various blocks of instructor-led modules provided by Comet Sales Consulting.

It is not all-inclusive. We typically follow a Customer-Centric Sales methodology. There may be recommended prerequisite courses for some modules. We have also listed the approximate time it takes for delivery. Note that different cultures and language skills may affect timing of delivery. Currently, all instruction is delivered in English. Many of the blocks above can be mixed to create a custom curriculum designed especially for your company’s requirements. Some modules require pre-work by the Consultant to tailor for each company.

Intro to Customer-Centric Selling Concepts – Overview

This 90-minute session highlights several of the basic tenets in the Customer-Centric Selling (CCS) Sales Methodology taught to today’s enterprise sales teams. It touches on the CCS terms and processes without going too deeply into any one skill area. It covers the foundation by discussing the CCS Core Concepts, Opportunity Qualification, Solution Development Process, and Sales Mindset. It is a good, general introduction to the sales methodology taught by Comet Sales Consulting.  Prerequisites Recommended: None

Questioning Techniques

This session covers the various types of questions a sales team may ask during a typical sales call along with an opportunity to practice them. It is an interactive presentation designed to provide the foundation for subsequent modules. Without a clear understanding of the various types of questions, when to use them, along with the basics of how to effectively phrase them, a salesperson may struggle in their career.  Prerequisites Recommended: None

Uncovering Business Goal-Problem-Need

With this experiential session, we introduce the core concepts for Customer-Centric Selling (CCS) in-depth as well as a discussion on the various stages of the customer’s buying process and buyer’s focus. Through interaction, we uncover the importance of Goal-Problem-Need in the customer’s buying process. This module typically ends with a Role-Play Activity or one may be scheduled at a later date to ensure the goals & concepts of the class are adopted by the participants.   Prerequisites Recommended: None

Solution Development Planning

This interactive block of instruction focuses on creating a usable Solution Development Process plan while in class. We will create their specific plan in the session or simply utilize an example plan. The goal is for the participants to learn to succeed with proper planning prior for an in-person or telephone call. Make a plan and execute it. (NOTE: While not specifically required, it is useful for the salespeople to bring the details of an opportunity they are currently preparing for meeting).   Prerequisites Recommended: Questioning Techniques

Customer Success Story Telling

This overview module is designed for salespeople to build and tell an effective customer success story. It has been proven that stories told effectively can build trust, empathy and open the customer’s mind to a new way. With this class, participants are given the keys to ‘bring their stories to life’ in a manner that generates curiosity in their buyer.  Prerequisites Recommended: None

Effective Call Planning & Prospecting Techniques Workshop

This class presents some of the best tried and proven techniques for making effective calls into a company. It is a hands-on, experiential module in which participants learn, construct and practice planning/executing successful calls.  The class introduces the concept of attention-grabbers, menu of potential goals and incorporates customer success story telling. Participants leave with multiple handouts & utilize worksheets to create their own style into their discussions.  Prerequisites Recommended: Customer Success Story Telling

Breadth of Influence & Sequence of Events

These two separate modules may be blended together to provide broader understanding of differentiating the salesperson from others in their industry while also giving insight into the importance of having a larger breadth of influential contacts in a prospective customer. In Customer-Centric Selling, the SOE is one of the foundational elements to launch your salespeople into the coveted role of Trusted Advisors to their prospects. Prerequisites Recommended: Uncovering Business Goal-Problem-Need

Objection Handling

This session focuses on the various types of objections a salesperson may face. It helps them determine the difference between real objections and false objections as well as how best to handle each type. We discuss the number one creator of objections and how to neutralize before the objection can be raised. Prerequisites Recommended: None

 Value-Selling & Negotiation Training Modules

These module handle the more high-end topics wrapped around creating Value and Negotiation. We discuss topics such as Success Metrics, Cost-Benefit Analysis and ROI. The class is a more strategic-based, thinking class that walks through the mathematics of building a baseline for Value. We explore the concepts of creating Value throughout the buyer’s journey. Each participant will leave with many worksheets in their hands to help make them successful.  Prerequisites Recommended: 1.) Uncovering Business Goal-Problem-Need, 2.) Solution Development Planning, 3.) Breadth of Influence & Sequence of Events

Effective E-mail Techniques

This session explores some techniques to more effectively handle email marketing and targeting desired companies and personnel. How can you write emails to help increase awareness and response rate? What are the barriers? Each participant leaves with over 100 pre-written email templates to assist in better email results.  Prerequisites Recommended: None

Social Selling (LinkedIn Optimization)

This educational session focuses on the best practices for improvement of the attendees’ LinkedIn profiles. It adds powerful tips for improvement of the salesperson’s ‘Brand’. How should it look? What are the best practices to reach those difficult prospects? How to ensure your LinkedIn profile is doing your work for you.  This class may include a follow-up discussion one week later to review the modifications the attendee made to their profile.                            Prerequisites Recommended: None

Time Management

In our day-to-day business lives, we are constantly being bombarded by interruptions stealing away our most precious commodity…Time. This informative block of instruction is designed to introduce several different ways to improve a business person’s time management; from blocking time to interruption management. In today’s fast-paced world, we must handle this struggle head-on. How can we work smarter, not harder? Prerequisites Recommended: None

Presentation Skills

This session discusses the various types of presentation settings a salesperson may encounter, the strengths and weaknesses of each. We also incorporate two practical exercises in which they present to the instructor as a learning tool. The exercises are designed to take the participants out of their comfort zones and encourage them to remain calm in stressful presentation situations. Prerequisites Recommended: None

Goal-Setting

This session is designed to help salespeople set effective goals for themselves. A salesperson without clearly-defined personal and professional goals will struggle to reach their potential. The class incorporates the basics of goal-setting from why you should set them to how to set them & hold yourself accountable. Prerequisites Recommended: None

Networking Skills

Networking Events can be a great place to meet others to introduce yourself and your company. This class explores the most effective methods to handle many Networking situations. We discuss proper ways to introduce yourself, managing a proper handshake, demonstration of politely gaining acceptance into a group at a networking event and a simple way to improve your ability to remember names. It is fun and informative. Prerequisites Recommended: None

Account & Territory Planning

This module is designed to give a salesperson an overview of account and territory-planning and should be delivered in concert with their company’s strategic GTM plan. The discussion includes the concepts of account planning and opportunity heat mapping. What are some of the important aspects to consider? How best should you create your attack plan? Prerequisites Recommended: Delivered with company’s Strategy Plan

Communication Skills

This module discusses the basics of communication, first impressions, words-tone-body language, listening skills, as well as the concepts of submissive-aggressive-assertive. This is a great module for sales teams to enhance their understanding of EQ or interacting on a ‘human’ level.  Prerequisites Recommended: None

Active Listening Skills

Through this class, the attendee will understand the techniques to improve their active listening skills and what factors affect this process. Better listening leads to better engagement. In addition, participants will understand how listening attentively helps them communicate better with others. This class is also ideal for start-ups, founders and entrepreneurs to improve their abilities to communicate more effectively. Prerequisites Recommended: None

Reading Non-Verbal Communication

This session introduces the importance of body language in a sales environment. This non-verbal communication is all about physical behaviors, as opposed to words, and how they are used to express or convey information, often unintentionally. These behaviors can include facial expressions, body posture, gestures, & eye movement. Prerequisites Recommended: None

Managers Training Only

Employee Feedback Model

This interactive module focuses on teaching Sales Managers the most effective way to deliver feedback to their teams. Every manager should provide timely and regular feedback to their teammates. This class is designed to encourage their employees’ effective behavior through a proven method of feedback delivery. Prerequisites Recommended: None

Effective One-on-Ones

Delivery of structured and consistent One-on-Ones with your subordinates is the focus of this module. The One-on-One facilitates the open dialogue needed to ensure employee trust and development. Prerequisites Recommended: None

Running Effective Meetings

Meetings have a way of slowing progress or wasting time if we are not careful. This class is designed to create a structured model to effectively improve outcomes, as well as enhance trust and team moral.  Prerequisites Recommended: None

Interviewing Skills

Tried and proven interviewer skills is the primary focus of this module. The Manager will understand the most effective methods, how to read body language, as well as tapping into the candidates’ memories and critical thinking skills. Prerequisites Recommended: None

 

Steve Dana has been integrating Sales Team Management and Sales Training for over 25 years. Originally degreed in Education (Teaching) out of university, Steve quickly found the refreshing world of Sales. He found his passion. It didn’t take long for him to realize he could have the best of both worlds by teaching sales to his teams.

Of late, Steve is engaging all aspects of Sales teams and Sales leadership. Working with Sales leaders, he plays a mentoring role in aligning strategic planning, sales cultural development as well as tactical team management. With Sales reps as individual contributors, Steve is training both technical and soft sales skills. With his “been-there, done-that, botched-that, learned-from-that” coaching style, he is inspiring future leaders in areas of improvement such as customer-centric sales methodology, business storytelling, time management, effective questioning techniques and accurate opportunity forecasting.

One of Steve’s favorite prescriptive mantras in business (and in life) is: “If you take care of today, tomorrow will take care of itself.” If we do the daily tasks to be successful today, we lay the groundwork to reap the benefits of tomorrow. Laser-focus on today’s plan ensures tomorrow’s goal achievements.

 

 

Steve Dana is a teacher and a motivator at heart with a true passion for helping others to be inspired, educated and willing to work hard in order to achieve unlimited success. He is Building Sales Leaders.

Please contact us today for a discussion around the ways Comet Sales Consulting can help build sales leaders on your sales team.