Accelerate Sales

FIRST Solve, Then Sell® Skills Training

How effectively does your sales team increase its selling skills year-after-year?

Shanker Inc. works with clients to train employees to improve at the sales skills that significantly increases sales. Without continuous improvement, your sales team is not contributing it’s full value, which costs your company markdowns and profit.

Services we provide*:

  • Luxury customer experience standards
  • Sales performance assessments
  • Customized sales training programs
  • One-on-one coaching
  • Behavior reinforcement tools and techniques

* Targeted to both business-to-business and business-to-consumer sales teams.

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Business-Building Account Management®

How effectively does your company’s strategic and business planning processes leverage relationships with existing customers to increase sales?

Shanker Inc. helps clients implement Business-Building Account Management™ providing systems and skills needed to exponentially grow sales from existing customers.

Services we provide*:

  • Identifying business drivers for the company and its customers;
  • Implementing Business-Building Account Management™ systems, including planning, monitoring, and adjusting sales activities to exceed sales goals
  • Developing the necessary planning tools to accurately measure and track progress
  • Training sales organizations to overcome customer resistance

*Targeted to both business-to-business and business-to-consumer sales teams.

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Customer-Appreciated Clienteling™

“Your best customers are your competitions best prospects”

How effectively do your sales associates maintain continuous contact with your best customers? How effectively do they identify and communicate with high potential customers as compared to only contacting customers with whom they feel comfortable?

Shanker Inc. helps customers gain the requisite knowledge, skills and processes needed to contact customers in ways the customers actually want to be contacted by:

  • Overcoming employee resistance to clienteling consistently
  • Ensuring sales professionals expand Clienteling beyond the select customers with whom they feel comfortable
  • Capturing customers information in ways that are comfortable to sales associates
  • Creating a functional clienteling system that sales professionals can embrace
  • Providing proven scripts that can be customized to each customer and selling situation

Services we provide*:

  • Performance assessments
  • Customized clienteling training (blended approach including written materials, webinar, and individual coaching)
  • Sample scripts for email, phone, voice messages and texting
  • Customized clienteling toolkits to help cascade information and skills throughout the sales team
  • One-on-one coaching

*Targeted to both business-to-business and business-to-consumer sales teams.

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Brand Building Negotiation™ Skills Training

How effectively does your sales team maximize gross margin and protect your brand when negotiating with customers?

  • Shanker Inc. helps our clients:
  • Safeguard relationships with their customers even when you can’t meet their expectations
  • Create “one consistent voice” to all customers across markets
  • Measure success by protecting their brand–not simply increased sales and margins
    Know when not to negotiate
  • Maintain a positive mindset and remain “charge neutral” throughout the sale
  • Prepare negotiation strategies to maintain margins while addressing customer demands
  • Handle adamant and aggressive customers effectively

Services we provide*:

  • Performance assessments
  • Customized negotiation training
  • One-on-one coaching
  • Manager coaching guides

*Targeted to managers of both retail and wholesale businesses.

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Prospecting For New Customers

How effectively do your Managers and Sales Professionals comfortably meet with prospective customers at Company events and in their community to drive traffic to your stores?

Shanker Inc. provides sales teams with the knowledge, skills and training they need to increase store traffic through prospecting by:

  • Overcoming manager and sales professional resistance to prospecting
  • Clarifying the unique role of the manager to build relationships in their communities
  • Learning when not to give a business card to prospects
  • Providing sample scripts for various venues for inviting customers into the store
  • Learning how to build rapport with prospective customers at Company events

Services we provide*:

  • Design prospecting systems
  • Coordinate prospecting with local marketing events
  • Customized prospecting training
  • Sample scripts for email, phone, voice messages and texting
  • One-on-one coaching

*Targeted to business-to-consumers sales teams.

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