• Collaborative Selling

    Winning New Business the Smart Way

    A Collaborative Selling Training Program Customized to Your Needs

    Every client is precious and you only get one chance to make a first impression. It’s also more expensive to win a new client than it is to build a stronger and deeper relationship with an existing one. Maximizing each sales opportunity requires an ability to work collaboratively with your client to understand their needs and identify solutions that add value. Prism Learning’s Collaborative Selling program will equip your sales organization with a framework and process to conduct needs-based sales conversations that identify meaningful ideas and solutions necessary for closing bigger deals with greater frequency.

    Engaging the Client in Proactive Dialogue

    A successful collaborative process creates client buy-in and encourages active involvement in identifying solutions. Taught by dynamic Harvard instructors, our Collaborative Selling program offers a proven methodology for winning new business.

    Proactive Collaborative Selling

    • Client Focused vs. Product Focused
    • Preparation: Planning a Sales Call
    • Analyzing the Effects of Your Tactics On Others

    Fundamentals of Collaborative Selling

    • Developing a Collaborative Selling Strategy
    • Effectively Opening the Sales Call
    • Leveraging Presentation to Your Advantage
    • The Magic of Active Listening
    • Controlling the Conversation: Using Questions Effectively
    • Making Recommendations and Offering Solutions
    • Tools for Moving from No to Yes
    • Making the “Ask” and Closing the Deal

    Nurturing the Relationship

    • Building the Relationship and Continuing Dialogue
    • Resolving Issues and Overcoming Objections
    • Defining and Setting Actionable Next Steps
    • Techniques for Effective Follow Up
    • The Next Deal Starts with the First Deal: Maintaining and Leveraging Momentum
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Prism Learning’s Customization Process

You can choose a specific program to meet your immediate training need or partner with us to establish a comprehensive, customized curriculum that enhances the skills of your sales organization and supports your overall sales strategy.

  • Stage 1

    Data Collection

    25
    1. Your team is surveyed regarding issues and challenges faced in your current sales process
    2. Data collected in surveys analyzed by Prism Learning in consultation with your staff
  • Stage 2

    Customization

    50

    1. Content and cases are customized and tailored to the needs of participants based upon data gathered in the first stage
    2. Specific case studies developed to address the key issues faced by your team
  • Stage 3

    Delivery

    75
    1. Fully customized training program delivered based on your team’s needs
    2. Strong emphasis on participatory and experimental learning
  • Stage 4

    Post-Assessment

    100
    1. Post-training analysis to assess training impact
    2. Continuing post-program support available on an ongoing basis

The Prism Learning Difference

Taught to groups ranging from Boards of Directors of Fortune 500 companies to summer associate classes at law firms to a variety of pro bono clients, our onsite training programs offer several advantages.

  • What Makes Our Programs Different
    Customization

    • We develop and build the training around your needs and learning objectives.
    • Our experienced facilitators deliver interactive programs designed to help participants become more skilled and effective in their roles.
    Building Block Curriculum

    • Designed to be highly interactive, we offer a series of programs that build on each other.
    • They can be delivered as standalone training or combined to support your overall business and training objectives.
    Long-Term Relationships

    • Our consultants provide participants with their direct contact details so they can be contacted for follow-up questions after the training is over.
    • We provide this service free of charge.
  • What Makes Prism Learning Different
    Experience & Results

    • We have worked on over US $150 billion worth of transactions and know what works from experience.
    • Our programs create on average US $8.8 million in value and we continuously review our training content for effectiveness.
    Global Perspective

    • We have provided training for clients across six continents in nine different languages.
    • In an increasingly global business environment, we offer real-world experience to help address challenges.
    Integrity

    • A significant percentage of our profits are donated to reputable charities every year.
    • We regularly engage in pro-bono work for non-profit organizations.