Message Matters is our master class on effective sales communication and presentation skills.

From the beginning of the sales process all the way through to the close, what your salespeople say and how they say it matters. Their words and communication style play a critical role in connecting with stakeholders and differentiating your products and services from your competitors.

Sales professionals who hone their communication skills are perceived as more authentic and trustworthy. They command attention and outperform their competitors.

This course gives your sellers with the skills, techniques, tactics to communicate with confidence  and deliver winning presentations that close the sale.

Message Matters teaches sales professionals exactly what to say, how to say it, and when to say it to effectively connect with and influence buyers. Participants gain the competencies required to formulate compelling sales stories, communicate with authenticity, and deliver powerful presentations in-person, on the phone, and via video conferencing that seal the deal.


COURSE LENGTH

In-Classroom: One day. The in-classroom course is heavy on experiential learning and includes exercises, role-plays, group break-outs in which participants hone sales messaging, practice cases, and hands-on instructor coaching.

Virtual Classroom: Eight One Hour Live Sessions + One Hour of Self Directed Work Weekly

Online Self-Directed: Approximately 16 Hours


COMPETENCIES DEVELOPED

  • Effective Verbal Communication Skills
  • Non-Verbal Communication Skills
  • Understanding the Buyer’s Language
  • Leveraging the Similarity Bias to Influence Stakeholder Behaviors
  • Flexing to the 4 Stakeholder Personas
  • Mastering the 4 Principles of Effective Sales Conversations
  • Leveraging Dual Process Communication
  • Flipping the Buyer Script
  • Deep Listening
  • Active Listening
  • Gaining Attention and Influencing with Insight
  • Structuring and Delivering Compelling Sales Stories
  • Developing and Delivering Effective Value Statements
  • Developing and Delivering Because Statements
  • Mastering the Bridging Technique
  • Presentation Planning and Strategy
  • Delivering Effective Product and Software Demos
  • Delivering Effective Sales Presentations
  • Face to Face Presentation Strategies
  • Telephone Presentation Strategies
  • Video Conferencing Presentation Strategies
  • Structuring and Building Effective Sales Proposals
  • Mastering Human Influence Frameworks
  • Developing Self-Awareness and Emotional Self-Control

COURSE MATERIALS:

  • Participant Workbook
  • Self-Directed Video Based Modules
  • Access to the Sales Gravy University Online Learning Platform (ask about our custom branded learning portals)
  • Coaching Guides for Sales Leaders
  • Four One-Hour, Post Course, Anchor Sessions with a Master Trainer in our Virtual Classroom

The training media, educational design, and delivery connect with adult learning preferences and are responsive to multigenerational learning styles. We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.

We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.


IN-CLASSROOM

Because Message Matters is highly interactive and skills are developed through role plays, practice cases, group discussions, exercises, and one to one coaching, our clients gain the highest ROI on the training investment when this course is delivered in a classroom environment.


REMOTE INSTRUCTOR FACILITATED VIRTUAL CLASSROOM

When your team is remote, spread-out, or the expense of taking them out of the field for classroom training is too high, RIFVC may be a cost effective choice for your group. Our remote course is delivered over thirteen live one hour sessions (usually 13 weeks) by our Master Trainer and supplemented with video-based, self-directed modules and off-line exercises and assessments.


SELF-DIRECTED ONLINE LEARNING

We offer a comprehensive self-directed, e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).


LICENSING

Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.

WHO SHOULD ATTEND

This course is designed for sales professionals, sales leaders,  account managers, account executives, sales development representatives, and marketing professionals. This course is appropriate for and flexes to both field sales professionals and  inside sales account executives in both B2B and B2C

This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.


WE BUILD THE CURRICULUM AROUND YOUR COMPANY

Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment

At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.

When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.

The Results:

  • Engaged learners
  • Long-term behavior change
  • Significantly higher return on your training investment
  • Increased sales, fast
  • Measurable business outcomes you can count on

OUR PROVEN PROCESS

To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.

Sales Gravy Proven Process for Sales Training Curriculum Customization

Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.

Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.

Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.

Operationalize: ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.

Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.

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