Sales Training and Development | Newport Beach

Sales Training & Coaching

Fairwater Growth Partners offers customized sales training programs tailored specifically to address your organization’s needs. This service is designed to offer solutions to your unique sales problems more effectively than pre-packaged off the shelf presentations.

Sales training in today's rapidly changing marketplace must prepare you and your team with the tactical skills, strategic thinking and emotional focus needed to achieve an enduring competitive advantage. This means that your competitive, sales, market and product strategies must be fully integrated into your sales methodology and evolve in order to address the ever changing sales environment your salespeople are facing.

From the tactical to the strategic, Fairwater Growth Partners’ customized sales training and coaching programs will help you define, develop and implement your sales methodology, skills and disciplines necessary to produce long-term customer relationships with top and bottom-line sales results.

Methodology Selling™ - We will work with your sales organization to establish and employ a selling process custom designed for your company, your products and within your industry. We will use Methodology Selling™ principles to uncover the strategies and tactics that work for your organization.

Strategic Plans: A carefully crafted strategic plan clearly communicates how the company expects to achieve its objectives. It is the primary communication from the corporate officers (generals) to and from the front-line employees (soldiers). It is a structured delegation from the executive team to all employees with very clear goals and tactics of how to make the business operate effectively. We can coach your organization through the strategic planning process and assist in:

Strategic plan creation.
Strategic plan development.
Strategic plan implementation.
Enhancing your existing strategic plan.

Effective Presentations and Product Demonstrations: Your sales presentation is one of the few opportunities you have to move the buyer from where they are to where you want them to be. The customer will need to learn, be empowered to make change and be excited about your product. Product demonstrations have always been and will remain an important aspect to any sale. You will learn the critical elements of a presentation, how to determine if the prospect is ready for a demonstration, key points to cover during your presentation, who should be present at the demonstration, positive presentation traits and common mistakes that can kill your potential sales.

Effective presentation evaluation.
Effective presentation coaching.

Searching for New Business / Effective Prospecting: No sales organization can be successful without constantly acquiring new business. Prospecting is tedious work filled with a high degree of failure and rejection. This process leaves many salespeople demoralized and repelled. The inability to effectively prospect is one reason there is so much turnover amongst salespeople. Allow your sales team to become more comfortable and efficient in filling the pipeline through utilizing effective prospecting techniques.

“Salespeople are motivated when educated and they have created a comfortable working methodology and an understanding of how to prospect.”

We can teach you methods to uncover new business, successful habits that improve cold calling, effective territory mapping, when is the most effective time to reach your prospect, cold calling, internet prospecting, directories and more.

Prospecting coaching.
Prospecting methodology creation and implementation.
Prospecting hands on consulting.

Uncovering all of the Purchasing Authorities and their Needs: We will teach you how to identify all of the purchasing authorities that can influence your sale and how to manage these authorities to ensure sales success.

Sales Proposals: When, what and how to send proposals and the key ingredients necessary for successful sales. Closing the sale. How and when to close.

Sales Performance Monitoring: How to effectively monitor the sales team and their performance.

Compensation Plans: Choosing the best compensation plan for your company.

Trade Shows: Getting the most out of your trade shows.

Sales Meetings: Critical aspects to a successful sales meeting.

Monitoring the Sales Force: How to track the important activity metrics to drive your sales growth and deliver results.

Hiring a Sales Team: How to recruit and train the right sales person.

We offer: Our flexible development programs are tailored to fit your specific needs. Our Corporate Sales Assessment and Custom Sales Training and Coaching programs are designed to address your unique and developing needs.

Project Consulting focuses on specific projects, problems or needs. Both the custom sales training as well as the corporate sales assessment can be presented as a project request. Project consulting and coaching results in positive solutions targeted to solve specific defined problems.

Retainer Consulting is best when our clients want continuous access to our advice, coaching and consulting. Retainer consulting is recommended when clients request our help with larger more in-depth projects. For example, if you are interested in the development of a sales team or improving an existing one, this program may be more suitable for your needs. This program allows us to work together on the projects that are most important to your organization. Our Retainer service is also more cost effective when there are multiple project components involved.