Diagnose the unique needs of prospects and clients and communicate how your product or service is the ideal solution to these needs.
Faculty of Sales
Where salespeople and representatives develop their ability to successfully diagnose the specific needs of their client and communicate how their product or service is the ideal solution to satisfy these needs.
Advances in digital technology and the increased accessibility of information have dramatically changed the buying journey over the last 10 years. Buyers are more informed, with a wealth of information constantly at their fingertips, and are only engaging salespeople much later in the decision-making process. However, with vastly more information comes greater choice and decision complexity, which creates precise opportunities for clever salespeople.
The Faculty of Sales, in partnership with RAIN Group, will enable you with the technical skills to take advantage of these opportunities, as well as an articulation pathway for becoming a sales leader.
80% of customers say that the experience a company provides is as important as its products or services
Source:
(SALESFORCE 2018)
32% of consumers say they will walk away from a brand they love after just one bad experience
Source:
(PwC 2018)
57% of the purchase decision is now complete before a customer even calls a supplier
Source:
(CEB 2018)
Sales leadership is one of the top 10 most in-demand technical skills
Source:
(LINKEDIN 2019)
Who should attend AIM's Sales courses?
FINANCE MANAGERS
that need to ensure business objectives are successfully met
CURRENT SALESPEOPLE
who want to expand their skills to better negotiate and win sales
SALES LEADERS
who wish to better coach and mentor the members of their team
MARKETERS
seeking a wholistic understanding of the sales funnel to best support sales goals
AIM SALES PARTNERS AND FACILITATORS
Download the Faculty of Sales Guide
Read more from the Faculty of Sales
By: RAIN Group
A lot of new sellers are told something along the lines of: develop a value proposition, hammer your network, see what lands.
The problem is that a value proposition isn’t a one-size-fits-all sentence. It’s a collection of reasons why buyers buy, and it varies from one buyer to...
By: Jason Murray, Chief Sales Officer, RAIN Group
The phrase win-win negotiation has such a nice ring to it. It appeals to our better instincts. If we adhere to the tenets of win-win negotiation, we not only get the best results, but also do it while maintaining our values that we can expand the...
I’m in Sales and I’m really proud of it. I find that most full-time sellers, working for a great company or delivering a great product or service, usually are. However, when you move into the realm of seller-doers, it’s a whole different story.
But what is a seller-doer? Those that must...
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