EAS (Enterprise Alignment Selling) is a one-day workshop that helps professional salespeople identify, manage and close the complex sale. Combining the best and most current approaches for prospecting, discovery, presenting, team selling and negotiating, EAS is the most refined and straightforward way to achieve maximum alignment between salespeople and buyers.

Who Should Attend
Professional salespeople, account and relationship managers and channel/partner sales staffs who need to identify, manage and close the complex sale.

What You Will Learn
A SellMasters expert facilitator—with prior business-to-business sales experience—will use a custom tailored case study, real-world selling scenarios and field-proven advice to help participants to:

• Create Compelling Messages that get you in the door at the right level. Message Alchemy™ will teach you how to leverage research on your buyers and their organizations and craft the right opening statements to attract their attention. The 7-Touch Program offers a systematic method for staying top-of-mind with your prospects.
  
  
• Discover and Validate your client's most critical buying criteria and develop expert questioning and listening skills to uncover the real initiatives and motivations sitting behind a purchase decision. Learn what buying executives are expecting in their interactions with salespeople and how you can elevate your status with them to "trusted advisor."
  
  
• Build and Maintain Value throughout the sales cycle with careful planning of resources and the creation of business value as seen through your buyer's eyes. Value Alchemy™ shows you effective ways to "blend" the ingredients of value together to create the most compelling presentations and meetings. The "No Huddle Offense" gives you the tools to out maneuver the competition—every time.
  
  
• Negotiate to a Win-Win Scenario by using Value Alchemy™ to build currency with the client at each interaction point. Learn how to get beneath the buyer's "position" and uncover their true "interest" with Negotiation Alchemy™.
  
  

How You Will Benefit
EAS offers a comprehensive approach to identifying, qualifying, managing and closing sales opportunities that result in:

• A straight-forward, well-structured process
• Better validation of client's business requirements
• Effective questioning techniques and value-building skills
• Stronger alignment with decision makers before negotiation

Learn Through a Compelling Case Study
Learning is supported by a compelling business case (tailored for your salesforce) about a global manufacturer (JKEA International), how its market positioning is driving new corporate initiatives, and the competing agendas behind the scenes. Participants can then apply the process to real client situations.

EAS Continuous Learning
The learning doesn't stop when the EAS Workshop is complete. It continues with:

• 90-days of deal-based coaching and reinforcement (via Web conference) for actual pipeline deals (Optional)
• Distance learning with the SM eLearning platform (Optional)
• JIT Content for use with Apple iPhone and iPod Touch (Optional)

Get in Alignment Today!
To learn more about how the EAS Workshop can help you gain access, communicate value and negotiate the win-win solution, call 617-416-0172 or complete our EAS Workshop inquiry form.