Sales Training Company - Tibor Shanto

Renbor Sales Solutions Inc. enables companies to Sell Better and achieve sustained growth, by focusing on decisive strategies, actions and metrics at the most critical points along the sales cycle.

Renbor Sales Solutions Inc. works with leading companies delivering programs to help them and their channels improve and expand their new business acquisition activities, by addressing questions such as:

1. How can we ensure we are pursuing the right opportunities for the right reasons?
2. How can we increase our base of new clients?
3. How do we beat our competitors who have better products and better technology?
4. How can we influence the executive decision-makers?
5. How can we get our veteran salespeople re-energized to become “hunters” again?
6. How can I “clone” my best sales reps?
7. How do we keep our biggest clients loyal to us?
8. How do we break into new markets?
9. How do we deal with the pressure to discount from our customers?
10. How do we avoid the ups and downs of the sales cycle?
11. How do we hire top-notch salespeople?

Renbor’s methodology focuses on execution and attaining results rather than just completing tasks. We achieve this through our Action Plan that ensures adoption and continuous improvement of new skills and processes, there by increasing results and ROI. By supporting frontline manager through the adoption stage, and the using metrics, scorecards and other tools, we drive execution and mutual accountability between reps and their managers.

11 Sales Training Tips from Renbor Sales Solutions Inc.

1. How can we ensure we are pursuing the right opportunities for the right reasons?

Sales is more than what many perceive it to be: simply a process of building personal relationships with customers and delivering presentations about their products or services. Productivity is maximized when the selling is organized into a sequence of planned steps and managed in a disciplined way. Our Territory Planning and Prioritizing Program helps sales professionals maximize their productivity by utilizing sales planning structure and prioritization tools.

2. How can we increase our base of new clients?

The first step in that process is to secure a face-to-face meeting so the selling can begin. Our Appointment Making Program will build the skills to enable your people to get their foot-in-the-door with new prospects.

3. How do we beat our competitors who have better products and better technology?

Companies that try to compete on features or technology rarely beat those that sell business value. If your people are using a Consultative Selling approach, they will elevate themselves and your company to a position where features become secondary in the decision process.

4. How can we influence the executive decision-makers?

Selling to executives will have a profound impact on your ability to shape the course of customer projects and the purchasing decisions that accompany them. Our Selling to Executives Workshop will provide your people with the tools and confidence they need to call at the top.

5. How can we get our veteran salespeople re-energized to become “hunters” again?

Getting experienced salespeople out of their comfort zone usually requires a number of things, including Management Coaching, and some refresher training to restore their skills. We can work with your management team in each of these areas to determine which will yield the fastest results.

6. How can I “clone” my best sales reps?

Salespeople that stand out from the pack have a unique combination of skills and knowledge in multiple areas. They excel at building customer relationships, beating competition, developing strategies, and exceeding their objectives every year. These skills can be modeled, measured and developed for the benefit of your other salespeople. We can help you Model Sales Excellence so that your average sales rep becomes an “A” player.

7. How do we keep our biggest clients loyal to us?

Customer loyalty is built by consistently treating them like they are your only customer. We can help you Build Loyalty from your Key Accounts by designing programs and strategies geared to their needs.

8. How do we break into new markets?

Breaking into new markets requires a strategy that incorporates your goals, potential obstacles, your strengths and weaknesses as well as those of your competition, and a host of other factors. Our experience in developing both strategies and tactics to grow market share can be invaluable as you Plan for Success.

9. How do we deal with the pressure to discount from our customers?

Customers often ask for discounts because they do not understand the business value that your company provides. This typically happens when salespeople focus on selling products instead of what those products do for the customer. Our Consultative Selling Workshop teaches salespeople how to sell the impact that you have on your clients’ revenue, profit, market share, etc which eliminates the need for discounting.

10. How do we avoid the ups and downs of the sales cycle?

Companies experience troughs in their sales cycle when salespeople are too busy to replenish their base of new prospects. This typically happens because they are either wasting time on “dead” leads or too focused on that one big deal –at the exclusion of everything else. Our Sales Funnel Workshop shows students how to easily assess the odds of winning a deal and teaches them how to keep their pipeline full of new opportunities.

11. How do we hire top-notch salespeople?

Knowing what attributes to look for, what questions to ask during an interview and how to judge the responses are critical to making the right decision. Renbor Sales Solutions has been interviewing and hiring talented sales reps for more than twenty-five years, and we can help you Hire High-Performance Salespeople.

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