What is the key to sales success? It’s INFORMATION. The more information an account executive receives during the sales process, the greater the opportunity to earn a prospect’s business. It therefore makes sense that we remove any obstacle that may come between a salesperson and the information they need to win a sale.

Obstacle #1: Do your people know exactly what information they are after each time they are in front of a prospect? Chances are they don’t. The AXIOM Selling Sciences Program clearly defines ALL of the information objectives for the entire process of selling. Your salespeople will know precisely what they are after every time they meet with a prospect.

Obstacle #2: Once they know what information they’re after, do they have a  process to get it early enough to avoid working on business they have little or no chance of earning? Or to position themselves and your company as the benchmark by which all of your competitors will be judged? This workshop module provides a logical, repeatable business process that allows your people to gather all of  the information they need to determine exactly how qualified their opportunity is, and precisely what actions need to be taken to win it.

Obstacle #3: Lack of the proper sales tools. From complete customer profiles (AXIOM BIOTM worksheet) to total SFA integration with most major providers, AXIOM provides all the tools necessary to ensure every account executive manages their prospects and  customers effectively. The results? HIGHER SALES AT GREATER MARGINS and the elimination of time wasted on unqualified opportunities!

This workshop includes:

• Developing, stating and controlling meeting objectives  
• Understanding business conditions that affect the prospect’s decision  
• Using your prospect’s true business drivers to position your solution  
• Developing commonalities with your prospect’s company  
• Understanding how previous purchase decisions affect a sale  
• Identifying your true competition, both internal and external  
• Defining the prospect’s “preconceived notions”  
• Developing the prospect’s buying criteria in favor or your solution  
• Taking the prospect beyond “needs satisfaction”  
• Determining exactly what actions need to be taken to win  
• Establishing benchmarks by which your competitors will be judged  
• Developing events and time lines for the sale