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Sales Excellence Foundation™

Sales Excellence Foundation™

The four most popular and essential topics from our Core Methodology program, including Learning to Think Like Your Customer, Selling Business Value and Results, Developing a Relationship Map, and Facilitating Your Customer's Buying Process.

This Learning Plan includes:

Module 1: Learning to think like your customer.

  • Understanding why customers buy
  • Selling results not problems or services
  • The diagnostic approach to selling
  • Identifying customer problems we can solve
  • Articulating the customer results we can deliver

Sales Tool: Problems and Results Inventory 

 

Module 2: Selling Business Value and Results

  • How customers perceive value and risk
  • The ten major denominations of value
  • Translating capabilities into value
  • Translating value across the enterprise
  • Leveraging customer success stories

Sales Tool: Translating Truths into Value and Results

 

Module 5 : Expanding Your Relationship Footprint

  • Why sell higher and wider?
  • Roles involved in a complex buying process
  • The changing dynamics of a buying process
  • Six tactics for selling higher and wider
  • Developing a relationship map

Sales Tool: Relationship Mapping Tool

 

Module 7 : Facilitating Your Customer’s Buying Process

  • The sales process - redefined
  • Selling with specific intent: The four questions
  • Aligning with your customer's buying process
  • Hypothetical questioning about the buying process
  • Mapping your customer's buying process

Sales Tool: Buying Process Mapping Tool