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In today’s highly commoditized and competitive marketplace, a key strategy for winning business
lies in providing a solution that is best aligned to address the prospect’s objectives and overcome
their greatest concerns. The salesperson’s role is to build trust and credibility while establishing
a trusted advisor relationship. That is best accomplished through a collaborative selling style,
which assumes two intelligent people working together to help the client make a good business decision.
This is accomplished by a higher level of insight achieved through the kinds of questions that provoke thoughtful
collaborative dialogues that builds a higher level of TRUST through uncovering or clarify the prospects “GOODS)” ―
Goals, Objectives, Obstacles, Desires, Success metrics ⎯ and the Compelling Gaps that impede achievement and drive
the need for change.
This powerful, one day workshop followed by 4 weeks of web-based team coaching presents a questioning and probing system
that will result in higher sales and improved win rates because it produces a deeper insight into the GOODS, Compelling
Gap, and People that exposes the keys to unlocking barriers to closing deals.
This program is based on a practical, hands-on approach heavily weighted to role plays that ensures participants walk out
of the class having practiced the four critical skills of Planning, Questioning, Listening, and Connecting/Closing necessary
to elevate individual’s face-to-face selling skills.
This program is based on a practical, hands-on approach heavily weighted to role plays that ensures participants walk out of
the class having practiced the four critical skills of Planning, Questioning, Listening, and Connecting/Closing necessary to
elevate individual’s face-to-face selling skills.
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In this program the participants will learn:
- How to build and maintain a high level of trust throughout the buying process
- How to uncover and create a compelling business case for closing deals faster
- How to create business improvement questions that elevate a discussion
- How to use GOODS questions to create differentiated business value
- How to develop STAFITTM questioning to uncover or create the compelling gap
- How to uncover roles, influence, and preferences of key individuals
- How to develop sponsors who will help you navigate through the politics of an organization
to expand your access to the people with power and influence.
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This workshop is a must for new and seasoned sales professionals looking to become trusted advisors,
who both understand and recognize the power of insightful questioning as a critical component to
mastering the art of collaborative selling in the business to business environment.
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