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Increase Your Quote to Close Ratio
- Diagnostic Assessment: Focus America starts by learning about
your business, current sales and process structure, sales goals, and
gaps. The deliverable will be a documented and customized action plan
for building and implementing the Project Analyzer Test.
- Build the Project Analyzer Test: Working with the sales and
sales management team, Focus America will customize the Test to fit
the organization's products, services and selling environment.
- Training: Several 1-day (typically) workshops will be held,
focusing on 2 Sections:
a) Tactical Sales Techniques: Here Focus America will teach
questioning skills, the 'Permission Approach', the 'Assumptive Approach',
and other tactical techniques to improve the sales team's performance.
b) Using The Project Analyzer: Applying what was learned during
the sales techniques section, a workshop is held whereby the sales people
use the Test on their active projects. This ensures that the sales people
not only know how to use the PAT, but also experience real examples
of how the PAT can help them properly attack a sale.
- Managing for Success: While optional, we will discuss some
follow up options to re-enforce what was taught.
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