Improve the utilization of time, information, processes, and people by understanding the who, what, why, when, and how of sales force automation

Benefits
Infusing the Sales Process with Technology
Tasks and Functions

Understand the foundations for a successful relationship that will have long term impact for both the selling and buying organization

Proven Approaches for Establishing and Developing Rapport
Process of Developing Successful Relationships
Importance of Trust and Respect

Understanding things from the customer’s point of view is the number one quality of a highly successful sales person

Key Information in Understanding Your Customer
Customer Concept
Needs and Motives
Buying Centers and Roles
Types of Thinking/Decision Making Process – Joint Venture Selling
Exercise: Engaging the Buying Influences in Cognitive Thinking

Establish and develop relationships with greater speed and effectiveness by identifying and aligning social styles

Four Types: Analytical, Amiable, Expressive, Driver
How to Identify
Which Benefits/Solutions Each Gravitates Towards
How to Communicate Effectively
Adapting your Social Style
Exercise: Social Style Assessment
Exercise: Identifying and Aligning Social Styles

Types of Accounts: Vendor, Preferred Supplier, Partner, Strategic Ally
Identifying Strategic Accounts
Managing Relationships
Ideal Account Profile
• Quantitative Measures
• Qualitative Measures
Exercise: Identifying Your Ideal Account Profile

Set better expectations with internal and external customers by mapping out objectives, strategies, and tactics for long term business, the current sales cycle, and the upcoming sales call

Background Research
Planning Objectives
• Sales Cycle
• Sales Call (Max and Min)
• Exercise: Using a Roadmap (Sales Cycle/Funnel) that Leads to Won Business
Valid Business Reasons
Sales Call Guides and Account Fact Finders

Advance skills to gather and present information by understanding the verbal and nonverbal elements of communication and the power of active listening

Communication
• Verbal
• Nonverbal

Listening and Observation
• Why Listening is a Good Idea
• Three Levels: Active, Evaluative, Marginal
• Question Shock
• Golden Silence

Ensure success and consistent (no-gap) information gathering by standardizing the information gathering process

Questioning that Advances the Sales Cycle
• Key Pieces of Information
• Exercise: Creating a Compelling Value Proposition
• Confirm Information, Get New Information, Gauge Attitudes, and Get Commitment
• SPIN (Situation, Problem/Opportunity, Implication, and Need Payoff)
• Expand and Contract
• Dealing with Unhelpful Responses
• Exercise: Gathering Information on Customer Needs (role play)

Keep customers engaged in active listening by tailoring communications (oral and written)

Features and Benefits
• Features and Benefits Defined
• Exercise: Developing a Solution Based on Customer Needs
Presenting Solutions
• Re-establish Context
• Lead with the Benefit
• Highlight Unique Points
• Prove and/or Demonstrate Value Proposition
• Involve the Buyer
• Trial Close
• Exercise: Presenting a Solution Based on Customer Needs (role play)
Sales Communications
• Letters
• Proposals and Value Propositions

Recognize and respond to how the customer feels like he/she is going to lose so the call can be resumed and mutual commitment made (sales cycle advanced)

Selling Signals
• Types of Selling Signals
• Exercise: Handling Selling Signals

Handling Objections
• Recognize
• Respond
• Resume
• Exercise: Handling Objections (role play)