With the current market trends and pressures, sales teams are recognizing the importance of a value-focused, customer-centric approach. Building on the many sales theories in the ether, our REAL Selling Sales Training Portfolio helps sales people and leaders consistently meet and exceed their sales quotas, improve accuracy in forecasting, and increase average order value.
You must understand not only what you provide but how customers value what you sell them. Focus your research on their annual reports, the company website, LinkedIn profiles, and market trends and industry news. The bottom line is to know their business as if it were yours.
helps build confidence in the buyer that you understand their pain points and are qualified to solve them.
establishes a profile of the catalysts for change and common problems in the industry
enables sales to align value to the customer’s goals and culture while managing conversations with multiple stakeholders
In the engage phase, sales must build a foundation of trust. REAL sales training focuses on building
trust and active listening to achieve engagement. This enables the sales person to uncover
the customer’s goals and discuss their problems openly and with confidence.
Buyers are not looking for products and services, they are looking for valued partners. Transitioning from a sales
person to a partner requires an understanding of your buyer’s goals and value drivers and then demonstrating your
commitment to achieving those goals and values.
Lead to the solution, not with the solution. It is a salesperson’s job to help the buyer make good decisions and make it impossible for them to maintain the status-quo.Guide the buyer to understand the important and urgency of the need and then ensure your solution is the obvious next step.
Solutions have no inherent value. Look for goals and point of view first. Diagnose before you prescribe.
Get out all the value drivers.
Determine the priority and set the metrics for success. What do they measure now?
Align questions to value statements and remember your intent is to make it easy to buy.
You don’t win until the customer wins and that means confidently proposing a close.
Unlike other sales training programs, our REAL Selling portfolio is based on our proven approach but customizes to the needs of your sale team. That means the courses will align to your industry, deal size, sales cycle, and complexity of the product set for your sales team. The modality varies to meet your specific needs with engaging role-playing and gamestorming activities whether in the classroom or in a virtual learning environment. Begin with our overview course REAL Selling in a one-day class or three 2-hour live online sessions.
Develop a customer-centric approach to value selling by knowing the customer, their pains and gains, their market, and business goals. Tailor your message to focus on the business value and desired outcomes.
Build rapport and trust with customers. Establish a PAO – purpose, agenda, and outcome – for every meeting. Share your powerful insights. Listen more than you speak.
Empower customers to buy by aligning value to their situation. Speak confidently about the product and its importance to the customer.
Evaluate and maintain customer health. Foster expansion of your footprint in the account. Build a plan for the long-term relationship.
Navigate any potential roadblocks and make it easy for the customer to understand the value of the solution. Recognize your differentiation as a knowledgeable partner to your customer. Sell against the status quo and build on value.
Align the buying process with your selling process. Take control of the sales cycle with confidence using your digital tools.
Asynchronous Learning Program for a News Broadcasting Company
Business ChallengeWith the business's need to hire 45 new sales representatives in a month, the client needed to conduct training on the latest products and services. Some challenges faced were:
SolutionsWe developed a blended learning sales training program to maximize learner engagement and operational efficiency.
Outcomes
