Even the most unique, innovative products and services have limited stand-alone appeal. To get more wins and build customer loyalty, salespeople and service providers need to earn the role of trusted advisor. They need to build customer relationships, and then augment those relationships with unique value propositions. In other words, success is as much about the “how” of sales and service as it is about the “what” of sales and service. And it’s for this reason that our approach is geared toward helping employees position themselves as business partners.
Our sales and service curricula includes the following programs. All are easily configurable and customizable to meet your specific requirements.
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Competency Area |
Why It Matters to You and What You Get from ABL
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THE VERSATILE SALESPERSON
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Studies show that salespeople who can adjust their selling styles to customers’ buying styles enjoy up to a 30 percent win-rate advantage. |
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COUNSELOR PROSPECTING
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Convert suspects into good prospects. Find and access the right people at the right accounts. |
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THE COUNSELOR SALESPERSON |
Understand the business of your customer’s business, then build and advocate real-world solutions that address customer’s real-world business problems. |
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TURNING INFORMATION INTO SALES |
Gather business intelligence and leverage into high-value solutions for your customers. |
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NEGOTIATING TO YES |
Leverage the power of side-by-side problem solving as a means to forming mutually beneficial agreements. |
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SALES ADVANTAGE SERIES |
View your customer as a total business – understand their priorities, processes and structure. Close more complex sales and reach higher, wider, and deeper within your customer’s organization. |
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INBOUND SALES EXCELLENCE
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Establish credibility with your customers who in turn will be more likely accept your Call Center agent’s recommendations, while remaining loyal over the long term. |
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SIGNATURE CUSTOMER SERVICE™ - ENSURING CUSTOMER ENGAGEMENT
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Engagement has become a critical concept in business. Ensure you help your customers solve their problems and create an interaction that is valued by your customer. |
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BUILDING RELATIONSHIP VERSATILITY WITH CUSTOMERS
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Have the persuasive ability to influence your customers and almost instantaneously assess, and thereby, respond to their preferences and priorities. |
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COMMUNICATION WITH PURPOSE FOR CUSTOMER SERVICE PROFESSIONALS
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Drive more effective one-to-one business communication with customers and colleagues. |
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THE CONSULTATIVE PROCESS FOR CUSTOMER SERVICE PROFESSIONALS
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Customer service professionals become comfortable in their role as consultants and generate alignment and commitment with clients by using a win-win problem-solving approach. |
