Professional Selling Skills - Collin College

1 Developing the 21stcentury workforceTMCustomer sophistication .. fierce competition ..commoditization .. price obsession .. complexsales cycles .. globalization .. changes in buyingbehaviors. Even in the face of these challenges,new sales opportunities are pursued and capitalize on these possibilities, a salespersonmust have superior Selling Skills Skills that buildcustomer trust and differentiate you from s Professional Selling Skills (PSS) can help you developthese Skills . A research-based program, the Professional Selling Skills program teaches Selling and key interaction Skills that enable you tolead mutually beneficial sales conversations with your customers even with those who are indifferent or express concerns.

2 Components Support Entire Sales Organization Professional Selling Skills provides an effective and flexibleapproach to learning, applying, evaluating, and continuouslyimproving the Skills that result in strong customer relationships. The world s leading salestraining systemProfessional Selling Skills SalesBuilding on the Selling Skills and strategies that havebenefited more than 3 million sales professionalsaround the world, the program has components thatwork together to improve sales performance and helpyou compete effectively in the marketplace. Thecomponents are designed to provide you with avariety of training delivery options and to address allthe elements required for training to produce areturn on your sales development BasedAchieveGlobal conducted extensive organizationalresearch to update Professional Selling Skills .

3 Anorganizational research study was completed over an18-month period. AchieveGlobal interviewedindividuals within 16 organizations to understand thechallenges sales organizations face and how they areresponding to these issues. Updates made toProfessional Selling Skills reflect many of the keyfindings from this Highlights and OutcomesSalespeople develop the face-to-face Selling skillsneeded to promote an open exchange of informationand reach mutually beneficial sales agreements. In the Openingsection, participants will learn howto effectively open calls in a positive and productiveway. This section also helps participants to: Learn how a strategic call objective guidesinteractions.

4 Examine how and why it s important toreach agreement with the customer on what willbe covered or accomplished during the call. Explore how opening a call with an existingcustomer differs from opening a call with a newcustomer. Discuss how to move the call from rapportbuilding to the business at the Probingsection, participants will learn how touse effective questions to gather information and builda clear, complete, mutual understanding of a customer sneeds. This section also helps participants to: Explore how and why it s important touncover the circumstances driving the customer sneed, as well as the need behind the need. Examine different questioning techniques. Learn to guide the direction of a sales call bystriking an appropriate balance between openand closed probes.

5 Learn to probe in a way that facilitates an openexchange of the Supportingsection, participants will examinehow to provide information that helps the customermake an informed buying decision. This section alsohelps participants to: Explore the best time and the most powerfuland persuasive way to talk about their offeringand organization. Learn to demonstrate how each feature willbenefit the customer. Learn the importance of acknowledging eachneed before introducing product/servicebenefits. Explore the consequences of supporting acustomer s need the Closingsection, participants learn to recognizewhen a customer is prepared to move ahead in thesales cycle. This section also helps participants to: Practice a three-step process for securingcustomer commitment to next steps in the salescycle.

6 Explore the difference between closing the saleand continuing the sales process. Learn how to handle a customer who stalls inresponse to a close. Learn the best way to terminate a relationshipthat s not mutually the Connective Skillssection, participants willlearn how conversational Skills can demonstratelistening and keep a sales call mutual throughout. Thissection also helps participants to: Use positioning Skills to ask potentially sensitivequestions. Confirm information to ensure a mutualunderstanding. Continue checking in with the customer asinformation is presented. Improve sales call outcomes through repeated useof the Addressing Indifferencesection, participantswill explore the reasons why customers may not expressneeds when they are indifferent and learn how torespond.

7 This section also helps participants to: Acknowledge rather than gloss over customerindifference. Re-open the sales conversation in a way thatexpresses value to the customer. Use a four-stage probing strategy to identifyopportunities with the customer and createmutual awareness that you can the Resolving Customer Concernssection,participants will learn to recognize, differentiate, andresolve the three main types of customer concerns:skepticism, misunderstandings, and drawbacks. Thissection also helps participants to: Explore the importance of probing to understanda customer s concern before responding. Learn when in the sales cycle a customer is mostlikely to express a concern.

8 Learn to overcome a customer s skepticism byoffering relevant proof. Discover how to clear up misunderstandings byconfirming the need behind the concern and thensupporting the underlying need. Counter drawbacks to the product/service byhelping the customer to step back and look at thebigger Selling Skills incorporates a guided discoverylearning design that involves a range of activities gearedtoward effective adult learning. Activities include: Individual exercises in which salespeople assesstheir current sales Skills . Video models that illustrate the use of the criticalsales call Skills in realistic scenarios. Role plays in which participants practice andevaluate Skills in complete sales conversations.

9 Small group and team exercises to hone skill useand process execution. Written exercises that enhance participantunderstanding of the application of the Skills totheir own customer t h Professional Selling Skills , your salespeople willsucceed by helping your customers succeed. They llacquire the Skills and competencies that will set them and your organization apart from the competition. Benefits of Using Professional Selling Skills Your salespeople will: Gain the Skills critical to developing solid businessrelationships while improving sales performance. Increase their long-term effectiveness bybecoming knowledgeable business consultants. Acquire critical Skills efficiently through learner-focused activities.

10 Gain a reliable method for continually evaluatingand improving skill development. Your customers will profit from: Lasting relationships with salespeople whounderstand their business reality. Products that address their specific organizationaland personal needs. Buying decisions that are based on fact, not high-pressure sales tactics. Your organization will experience: Increased success in winning new business andbuilding customer loyalty. Decreased costs by helping salespeople betterjudge account potential and use time moreefficiently. A common language for your sales team, resultingin improved communication and teamwork. Reduced turnover by providing salespeople withdirection, support, and flexible Specifications AudienceNew or experienced sales professionals, salesmanagers, and marketing and support staffsLength3 daysCertification Length2 daysInstructionAchieveGlobal training performance consultantor your own AchieveGlobal-certified facilitatorClass SizeUp to 12 participants About AchieveGlobalIn the 21st century, the level of human Skills willdetermine organization success.