High Performance Selling Skills // Sales Programs
Learning Objectives
This hands-on two day program is designed to prepare sales people to more effectively challenge their customers and expand their effectiveness.
By the end of this workshop participants will be able to:
- Define the three principles critical to a high-performance sales approach
- Diagnose the client buying cycle
- List the three dimensions of trust and their impact on relationships
- Apply a call preparation tool that creates joint ownership and desired client actions after the meeting
- Create effective call openings
- Apply a model for resolving client objections
- Create a more effective questioning strategy
- Articulate clients’ personal and professional needs
- Define the three motivational styles and the appropriate sales and recruiting strategies for each motivational style
- Identify the key sales metrics that you should know
- Analyze three sales opportunities against a qualification framework
- Articulate the four levels of buyer/seller relationships
- Use an assessment tool to understand their relationship level with clients
PROGRAM FLOW
KEY CONTENT AREAS
Welcome
- Introduction
- Learning objectives
Principles
- Genuine curiosity, people pay for insight, belief in value
Client Buying Cycle
- Seller’s cycle
- Stages and value
Trust Triangle
- Competence, character and connection
- Trust scenarios
Core Selling Skills
- Self-assessment
Call Preparation
- Last table standing
Call Openings
- Purpose, benefit check
Questioning
- Our parents are to blame
- What is your REAL question?
- Four types and what they say
Positioning
- Tailoring your message
- Speaking in threes
- Provoke to engage
Motivational Styles
- Assess and adjust
Numbers You Should Know
- What they are and why they matter
Qualifying Opportunities
- Probability pentagon
- Application
- Three quick questions
Relationship Assessment
- Buying types
- Relationship pyramid
- Strategies