Put your sales professionals on the right track with our Comprehensive Selling Skills program. Built on the premise that buying decisions always involve two sides – your Sales Process and your customers’ Purchase Process – and that the most successful sales professionals understand both.
In Comprehensive Selling Skills, sales professionals learn how to identify the predictable five-stage Purchase Process every customer goes through when making purchasing decisions, and how to apply the appropriate selling skills and techniques at each stage of the Sales Process to close more business. Key skill areas include Prospecting for New Business, Call Planning, Identifying Priorities, Relating & Reinforcing Benefits, Managing Feedback, and Gaining Commitment.
How Your Sales Team Will Benefit
- Fill pipeline with more qualified appointments
- Learn to align their sales process with the customers’ purchase process
- Quickly build relationships with clients
- Use pre-call research strategies to create greater customer interest
- Identify customer’s key business priorities
- Effectively communicate your solution to customers
- Learn how to overcome challenging objections
- How and when to gain commitment
Who Will Benefit
- Sales professionals, including Account Executives, Account Managers, Inside Sales Representatives, and other professionals with sales responsibilities.
Course Content:
» Prospecting for New Business [click to show/hide more information]
- Overcoming call reluctance
- Leveraging Web 2.0 prospecting tools
- Seven-step prospecting process to maximize prospecting time
- Leaving voice mails that get call backs
- Developing targeted impact/benefit statements
- Maintaining motivation
» Planning the Call [click to show/hide more information]
- Aligning you Sales Process with the Customer's Purchase Process
- Building great relationships with customers
- Create greater customer interest with pre-call planning
- Compelling customer-focused call objectives
- Opening a sales call with Reason, Rapport and Response for greater impact
- Conducting productive coaching sessions
- Gaining a commitment to change
» Identifying Priorities [click to show/hide more information]
- Understanding what motivates buyer's purchase decisions
- Questioning strategies to identify customer needs, priorities and goals
- Understanding fact, need and implication questions
- Helping customers visualize the benefits of making a change
» Relating & Reinforcing Benefits [click to show/hide more information]
- Distinguishing between features and benefits
- Connecting benefits to features
- Relating benefits to the customer's priorities
- Reinforcing benefits
- Presenting and quantifying value-added benefits
» Managing Feedback [click to show/hide more information]
- Three techniques for obtaining customer feedback
- Managing positive feedback to expand the sales opportunity
- Understanding why customers raise objections
- Four step process for overcoming objections
- Strategies for overcoming most challenging objections
» Gaining Commitment [click to show/hide more information]
- Understanding when to gain commitment
- Overcoming reluctance to close
- Four step process for gaining commitment
- Negotiating win-win sales results
- How to avoid price concessions
Customization
SRG understands that each sales organization is unique, with its own culture, processes and set of abilities and challenges. Training programs include pre-training consultation and are personalized for your organization with customized case studies, examples and exercises to better address your unique sales challenges and make the training more relevant to program participants.
Program Delivery
- Virtual delivery: series of six 2-hour live online sessions taught in SRG’s Live Virtual Classroom. Learn more.
- On-site instructor-led training: one and two day formats. Learn more.
Program Materials
- Participant Workbook
- Reinforcement exercises
- Sales tools and planners
Licensing Program
If you have a large sales organization, an internal training department or are rapidly growing, the Comprehensive Selling Skills program can be licensed and delivered using your own facilitators. Under our flexible, cost-effective license terms, you can customize, repurpose and deliver the curriculum whenever and as often as you like. Sales Readiness Group also supports your internal trainers with a Train-the-Trainer certification programs on how to deliver the Comprehensive Selling Skills program, including how to facilitate the program virtually.
