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