eXubrio Group LLC Introduces New Sales Training and Sales Coaching
Programs
Released
on: October 26, 2009, 3:23 am
Author: Paul McAfee / eXubrio
Group LLC
Industry: Management
Buffalo,
NY – October 26, 2009 – eXubrio Group LLC CEO Paul
McAfee announced today that his company has introduced new sales
training and sales coaching programs. The programs teach business-to-business
sales people how to match customer needs with their products and
services. This process also is called consultative selling or
needs-based selling.
Not
every sale requires a needs-based approach. Some sales are transactional,
such as the purchase of a candy bar at the grocery store checkout
line. However, many sales situations require consultation with
the buyer to determine the right product or service. eXubrio Group’s
new sales training program prepares sales people to approach a
consultative sale as a relaxed interview process that is enjoyable
for both the seller and the prospect.
The
properly trained sales person’s goal is to understand the
prospect’s needs, and to match appropriate products or services
with those needs. This is vastly different from hard sell –
or pushy – sales processes taught by other training organizations.
An eXubrio Group trained sales person will build rapport, and
a trust relationship, with the prospect. The salesperson will
ask appropriate questions to understand the prospect’s needs.
The ideal conclusion of a successful needs-based sales cycle will
hear the prospect explain why he or she wants to purchase the
sales person’s product or service.
eXubrio
Group sales training and sales coaching services are available
immediately. Companies wishing to participate can arrange for
in-house sales training and coaching programs. In early 2010,
eXubrio Group will begin offering offsite training workshops for
companies with small sales forces.
eXubrio
Group’s sales training is closely aligned with the business
and marketing strategy processes used nationally by eXubrio Group.
These include the Delivering Profitable Value methodology developed
and practiced by Michael Lanning’s DPV Group LLC. eXubrio
Group also uses its unique customer adoption model that identifies
the marketing and sales steps through which every customer passes.
eXubrio
Group sales training teaches sales people how to recognize the
positive business experiences a prospect will receive if they
purchase from the sales person. The program helps the sales person
recognize where the prospect is in the buying process. Sales people
learn how to help the prospect move through the steps to purchase.
This integration of a marketing strategy with the sales process
differentiates eXubrio Group’s training from others’
training. eXubrio Group will customize and personalize in-house
training and coaching programs for each of its clients.
About
eXubrio Group LLC
In September 2002, Paul McAfee founded eXubrio, LLC. The successful
entrepreneur recognized the overwhelming need for more businesses
to see a direct connection between investment in marketing and
new sales revenue. Since its founding in 2002, eXubrio, LLC, and
later eXubrio Group LLC, have successfully served clients in California,
Connecticut, New Jersey, New York, North Carolina, Massachusetts,
Minneapolis, and Louisiana.
Paul
McAfee and Robert Klingensmith co-founded eXubrio Group by joining
their existing companies in November 2005 to create a strategy
consulting, advertising, PR, and IT consulting agency that can
help small to medium sized companies in Western New York. Paul
McAfee provides the sales training and sales coaching for eXubrio
Group.
Grace
Lazzara later joined eXubrio Group to add her public relations
and creative team management capabilities to the team.
eXubrio Group’s main office is at 1321 Millersport Highway,
Suite 204, Williamsville, NY 14221-2900. For more information,
visit www.exubrio.com.
# # #
Contact Details: Paul McAfee
1321 Millersport Hwy, STE 204
Williamsville, NY 14221-2900
(716) 830-5219
http://www.exubrio.com
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