Reinforce your Sales Process: Key Selling Skills Workshop

Reinforcement is a necessary component when adopting a consistent sales process and continuing to improve selling skills. We offer individual modules as a refresher or to provide more in-depth knowledge about key selling skills.

• Creating Relational Capital: Workshop that emphasizes the importance of developing outstanding business relationships through each phase of the customer’s buying process. Participants go through a step-by-step model to learn how to overcome the salesperson stereotype, strike the correct balance of technical and interpersonal skills, and demonstrate qualities such as credibility, integrity, purposeful use of time, and authenticity in order to move from the position of “salesperson” to that of “respected advisor.” Workshops are highly interactive culminating in a plan to improve the participant’s five most important business relationships and overcome bottlenecks in the sales pipeline.

• Consultative Conversations: Workshop that reinforces the execution of the CustomerCentric Selling® sales process during the needs assessment/solution development phase of the customer’s buying process. Skill practices emphasize Call Introductions, Goal Identification, and Solution Development. Each participant will focus on an individual sales opportunity that is a i) target for a new product launch, ii) customer type or market segment that is new to the salesperson or company, or iii) strategic, or large competitive account. Workshops include lecture, labs, and role-plays to prepare for conversing effectively at all levels within the customer’s organization.

• Win/Win Negotiations: Workshop that reinforces the concept of “quid pro quo” throughout each phase of the customer’s buying process. Skill practices emphasize negotiating from a position of strength, getting before giving, and leveraging the value of the solution. Participants work in small groups to identify specific negotiating challenges, prepare a plan to achieve a win/win during negotiations with buyers, and compete for the “Closer Award” by role-playing the negotiation with the instructor.

Who Would Attend:
Sales Executives & Managers
Salespeople
Marketing
Pre-sales and Post-sales Support
Professional Services
Sales Operations

Duration:
One day

Key Benefits:
Reinforcement of key selling skills