Benefits and Advantages: Why BASE?

• develop skills to build and maintain strong, lasting customer relationships
• decrease sales cycle time
• exceed aggressive sales revenue objectives
• gain greater insight and influence throughout decision process

Target Audience: BASE is for sales, support, and services professionals who are responsible for maintaining strong relationships with their company’s key accounts.

Performance Objectives: BASE enables professionals to:

• implement an ongoing account strategy
• prepare and open the sales call
• establish, maintain, and focus the sales dialogue
• use The Consultative Approach® to identify goals, problems, and needs
• thoroughly qualify each opportunity
• recommend approaches and present solutions
• clarify and manage customer concerns
• close the call and follow through on commitments

Program Delivery:

• length: three days
• participants: nine to 24 per session
• languages:
  • English
  • Chinese
  • French
  • German
  • Japanese
  • Portuguese
  • Spanish
  • Thai
• delivery: instructor-led, video modeling, discussion, skill application, feedback
• reinforcement: 12-week follow through program
• advanced:
  • Structured field application (12 weeks)
  • Building on the BASE (one-half day)

Consulting Services:

• VitalSigns^®: initial assessment of critical selling skills
• PulseCheck^SM: post-program measurement application and results
• Bottom-Line Tracking: tracking of the financial impact, ROI, etc.

Clients: Who has implemented BASE?
Bayer Diagnostics, BearingPoint, ChevronTexaco, Cummins, Dun & Bradstreet, Emerson, Ernst & Young, GES Exposition Services, HP (Compaq), Kraft Foods International, Motorola, NASDAQ, Oracle, Rockwell Automation, Siemens, Verizon