Successful selling is no longer about making this month's numbers by pushing product and price

 It's about understanding the strategic goals of your customers and creating long-term solutions, trust, and value-added relationships. At Scarab National we create learning opportunities in the classroom, on the job, and online that help achieve stronger performance and improve the results of your entire sales organization.

Scarab National's sales solutions address major challenges facing organizations that strive to find, win and keep profitable customer relationships.

The Path to Performance

We focus on business results. Helping your customers achieve their primary business objectives is the focus of all of your customer driven sales efforts. It's Scarab National's focus as well. Developing a successful sales force requires an ongoing, systematic, strategically driven effort, not a one-time or one-technique initiative. Scarab National's sales improvement system targets all members of the sales team, from inside sales representative to sales leader to sales manager. At Scarab National we help translate knowledge into efficient, focused actions. Our solutions are practical and proven. Your learning initiative will emphasize not only what to do, but how to do it-from targeting opportunities to understanding key issues to moving the conversation forward with senior level buyers.

Building a World Class Sales Force

Scarab National helps clients effectively execute new sales strategies and improve sales force productivity. We work with you to increase the capacity and performance of the sales organization and achieve breakthrough results. Sales Force effectiveness requires focus on integrating your performance support systems with the talent of your sales people. Scarab National has worked with leading sales forces nationally to leverage learning as a tool in driving sales results.

Finding Customers: Sales Strategy and Planning

Helping sales teams develop the skills necessary to find and target the right customers is one of the first steps to increasing sales force effectiveness.

Forum's research-based content in this area helps sales professionals build expertise in:

• strategic Prospecting

• planning and making initial prospecting calls

• pre-qualifying and prioritizing leads

• handling objections

• securing meetings

• generating sales referrals

• developing competitive account strategies

• motivational selling

• productivity planning and more

Winning Customers: Interpersonal Selling Skills

Finding and targeting the right prospects is only half the battle of an effective sales force. Winning customers over once you've found them is often just as challenging. To do so requires an intentional focus on the customers' needs - consulting with customers rather than strictly selling to them in order to help solve their problems.

That's why Scarab National's learning solutions for increasing sales force effectiveness so often include our research-based content on consultative selling, presentation skills and sales negotiations.

Keeping Customers: Enhancing Relationships

Retaining customers in competitive markets is never easy to do.

Customers almost always leave the door open for competitive bids, especially if they look upon their salesperson as simply an order-taker. But when they perceive a salesperson as a trusted advisor and consultant - someone who understands their business, their strategy and their challenges - the dynamic of the relationship with the salesperson changes. Suddenly, the customer is not "buying product" they are discussing potential solutions to a problem with a trusted business partner.

The salesperson that brings added insight and distinct value to the customer relationship is the one that builds customer loyalty and acheives greater account penetration.

Strategic Account Management

When implemented effectively, Strategic Account Management (SAM) enables companies to build strong and productive ties to their most valuable clients.

The key to SAM is moving upstream in the client strategy and decision-making process to become a true strategic partner.

Summary

Scarab Nationals Sales Force Solutions achieve results because they are grounded in the latest research of sales, selling, business development and adult learning in the real workplace.

The Close . . .

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