Is Your Sales Team Challenged with Vendor Consolidation in Your Market?
Give your sellers the skills needed to build value and stay relevant in the face of vendor compression
Industry disruptors can take many forms, but a large number of our clients have come to us with the challenge of vendor consolidation. As purchasing departments look to streamline operations and improve efficiency, your organization may be at risk of losing out on steady business.
According to procurement experts, the trend toward vendor consolidation can actually be a tremendous opportunity for smaller providers to make a name for themselves and grow, as long as they’re capable of developing strong relationships, delivering as promised, and staying nimble to meet customer needs.
Having a team of sellers capable of consulting with buyers and establishing long-term relationships can become your sales organization’s competitive advantage.
Sales teams challenged with vendor consolidation in their marketplace must:
Build and Prove Value
Your sellers must use a value-based sales process to uncover exactly what a buyer values most, and present the benefits that align with their priorities.
Master Relationship Management
Successful salespeople are skilled at adapting their communication to match a buyer’s preferences, and staying relevant with key account management strategies.
Stay Nimble and Proactive
Buyers will choose to stay with a vendor who is easy to work with and adapts to their business requirements. Consultative sales training equips your sellers with a responsive and flexible style.
IMPACT Selling – A consultative selling approach that’s simple, flexible, and buyer-focused
IMPACT Selling is The Brook Group’s flagship training program and the basis of most sales training initiatives our clients engage in.
Taught to over one million sales professionals around the world, IMPACT focuses on building prospect and customer relationships and identifying solutions through open-ended questions and active listening.
The repeatable steps of IMPACT will allow your sales force to meet prospects and customers where they are in the buying process to maintain alignment, build credibility, and engage in meaningful dialogue that progresses the sale.
With a consultative, buyer-focused approach, your sellers will be equipped to build and maintain strong relationships with your customers and protect your organization from being on the losing end of vendor consolidation.
IMPACT Selling Program Benefits
Increased sales revenue and greater margin
Shortened sales cycles to reduce time-to-close
Clarity of goals all the way from the tactical to the strategic level
Better pre-call planning and positioning skills
Improved communication with different buying styles
Classroom training that’s easily applied in the real world