Critical Selling Training Class

Course ID: 10146

Critical Selling Training Seminar

In today's competitive environment it is crucial that sales professionals are problem solvers, and that they have the ability to clearly communicate the value of their offerings to separate themselves from the competition.

Our Critical Selling seminar shows them how.

Learning Objectives

Critical Selling?? is a fundamental sales training program that provides sales professionals in face-to-face selling environments with the skills and strategies they need to dramatically improve their sales performance and develop long-lasting, profitable relationships with clients.

In this program, sales professionals will learn how to adopt a consultative selling approach through our Need-Based Selling Process and become more than just a salesperson to clients.

Agenda

Mindset: Participants will learn what it takes to be a successful sales professional in today's competitive marketplace and how to manage the "mental game" of sales. Participants will also:

Discuss common sales call frustrations and strategies to deal with them.
Learn how to shatter the negative image of the salesperson.
Rate the key factors that influence a clients purchasing decision.
Explore the three commitments every sales professional should make.

Opening the Interaction: Participants will learn how to plan for and open interactions with clients that stimulate interest and begin the rapport building process. Participants will also:

Learn how following a structured process leads to more predictable outcomes and a higher percentage of effectiveness.
Learn and practice how to prepare for each client interaction.
Identify the key factors that make up a positive presence.
Discuss strategies to quickly establish a connection with clients.

Determining Needs: Participants will learn how to engage clients in a "Need-Based" dialogue and accurately discover a client's full range of needs. Participants will also:

Discuss the difference between "Need-Based" and "Product-Based" Selling.
Discuss how to gain the "trusted advisor" status with clients.
Explore several strategic questioning techniques.
Learn the 5 techniques that lead to improved listening skills.

Presenting Solutions: Participants will learn how to present a compelling solution that meets the client's needs. Participants will also:

Discuss when and how to present compelling solutions to clients.
Learn how offering a solution prematurely affects the sale.
Explore the ways to link features to benefits.
Learn the key skill of confirming and when it should be used in conversations with clients.

Closing the Sale: Participants will learn when and how to move the sales process forward and gain the commitment of the client. Participants will also:

Discuss how closing should not be viewed as a specific stage in the sales process.
Learn how to recognize when a client is ready to move forward.
Discuss what to do when you receive the final no.
Learn how to recognize a deal that is not moving forward and when to let go.

Resolving Objections: Participants will learn an effective process to handle objections from clients. Participants will also:

Explore the different types of objections and how to handle each.
Discuss the importance of using empathy to reduce a client's defensiveness.
Learn a proven three step process to resolve objections.
Discuss the difference between negotiating and selling and how to handle price objections.